An International Hotel Group is requiring a seasoned Sales Manager to be based in Gauteng. This Sales Management role is to provide support to all the Regional Sales teams with a Key focus on Key Sales Account management and MICE (Meetings, Incentives, Conferences, and Exhibitions) The successful candidate should be able to manage & maintain corporate strategy, resulting in ongoing relationships within the SA and International Hospitality Sales Markets. Key Results Areas Researches, establishes and assists in writing the Sales Plan incorporating all areas within each property within the group Develops relationships with the major clients and establishes new clients for the properties within the group Produces the necessary reports required by Head of Sales and/or Management Ensures that research work is carried out in accordance with the Group policies and procedures (refer to Group SOP Manual) Keeps the necessary records detailing progress with clients and adheres to the “Chase System” Responsibilities: Sales Administration Ensure all account correspondence is kept in updated files All actions listed in account files have the appropriate trace dates All client files have complete details of contact names, telephone, fax, email etc which must be loaded and kept up-to-date in the CRM Ensures that research work is undertaken in accordance with accepted research standards and growing competitor market intelligence (ie. Competitor rates & key accounts) Fosters good relationships with key contacts & product buyers in the leisure sector Assist in increasing the number of contacts we have recorded on our Top Accounts and have a plan to send these contacts regular notes and sales information/specials Visits potential clients to sell the facilities within each property Attends such meetings as deemed necessary by the Sales Director Assist in planning & hosting all necessary FAM/Sales Trips/site inspections to each property To update and check as necessary all company rates Attends and assists the Sales Director in organising participation at trade exhibitions/workshops Performs all necessary administrative duties as laid out in the Group Operating Procedure Document (SOP) Complete all required reports – daily, weekly, monthly Account Management Maintains a consistent & qualified sales call plan per week Understand your clients booking trends, potential volumes and other preferred properties To have face-to-face meetings with key influencers and bookers from assigned clients To set clear call objectives and complete detailed call reports for each appointment including follow-up/chase system To grow list of account contacts to ensure best possible account penetration To gain a clear understanding of your accounts’ company structure and implement a plan to penetrate all relevant divisions To develop profiles for all key influencers, bookers and decision makers and include birthdays, anniversaries, personal preferences etc Grading of clients for the database as follows: A client: 100 – 249 room nights per annum B client: 25 – 99 room nights per annum C client: 0 – 25 room nights per annum Business Development To work closely with the Head of Sales to identify our competitors Top Accounts With support of the Sales & Marketing Co-ordinator, complete research on potential accounts To work closely with the Front Desk, Reservations & Banqueting Departments to collect all potential sales leads To be aware of key selling points of all properties within the group and to cross sell these on every relevant opportunity Attend all required meetings Provide a weekly sales update to the Sales Director Develops & grows leisure business from the leisure markets Develop & present a sales strategy & budget for the leisure markets in conjunction with the Sales Director Performs any additional duties that may be required or requested by the Sales Director Performance Standards & Assessment The overall results of the properties in terms of sales volumes and key performance indicators Achievement of targets, room nights, conferences, banquets, events and functions sold Hotel/property revenue budgets will meet/exceed budgeted expectations Development of key clients and leads Timekeeping and appearance whilst on duty and representing the company outside of the properties The quality of the administration practiced and the records that are kept That Sales & Marketing expenses will be kept in-line with budgeted guidelines Skills & Knowledge Minimum of 5 to 7 years’ experience in a Hospitality sales position, preferably in the hospitality or travel industry Computer literate: MS Word, PowerPoint, Excel and Outlook Sales diploma and/or equivalent Must have excellent interpersonal and communication skills Must have an eye for detail Must be able to plan, prioritise and work well under pressure, in a dynamic environment Must be a good team player and also have the ability and motivation to work under own instruction Excellent sales, influencing and negotiation skills Excellent public relations skills Ability to conclude contracts Corporate sales knowledge advantageous Must be able to do presentations Organizational Relationships: Liaises with Heads of Department, in particular General Managers (when required) Front Office Managers Reservations Food & Beverage Management Team Executive Housekeeper (when required) Banqueting Departments Revenue Team
