HEAD OF LEISURE SALES - CAPE TOWN, R-NegJob detailsHere's how the job details align with your profile.Job typeFull-timeLocationCape Town, Western CapeFull job descriptionWe are seeking an experienced Head of Leisure Sales to lead the sales efforts for a well-established Hotel Group in Cape Town. This role focuses exclusively on local and international sales activities, with a strong emphasis on the leisure market. The successful candidate will be responsible for developing strategies, building and nurturing client relationships, and leading the leisure sales team.Key Responsibilities:Sales Strategy Development: Research, establish, and assist in writing the comprehensive Sales Plan for the hotel group, covering all properties and focusing on the leisure market.Client Relationship Management: Build and maintain relationships with major local and international clients, as well as identify and establish new clients for the group's properties.Team Leadership: Mentor and guide the leisure segment team, ensuring that targets are met and growth is sustained within this market segment.Reporting: Produce necessary reports for the Director of Sales and management, detailing sales activities, performance metrics, and market insights.Market Research: Conduct in-depth market research in accordance with the Group's policies and procedures (SOP Manual) to stay ahead of trends and competitor activities.Client Tracking: Maintain accurate and up-to-date records of client progress using the "Chase System" and other tools.Requirements:Proven experience in sales management within the hospitality or hotel industry, specifically targeting the leisure market.Strong relationship-building skills with local and international clients.Demonstrated ability to develop and implement successful sales strategies.Leadership skills, with experience in mentoring and leading teams.Ability to conduct market research and adhere to corporate policies and procedures.Strong communication, reporting, and organizational skills.Organisational Relationships:General Managers (when required)Front Office ManagersReservationsFood & Beverage Management TeamExecutive Housekeeper (when required)Revenue TeamResponsibilities: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 Sales Force.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 both locally and internationally.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 both locally and internationally.Visits potential clients to sell the facilities within each property.Attends such meetings as deemed necessary by the Director of Sales.Assist in planning & hosting all necessary FAM/Sales Trips/site inspections to each property.To update and check as necessary all company rates.Guide and lead leisure segment team in alignment to the leisure strategy.Attends and assists the Director of Sales in organising participation at trade exhibitions/workshops both locally and internationally.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 including your teams' actions and plans according to the sales plan and in line with the budget for the year.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 both locally & internationally.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.Business Development:To work closely with the Director of Sales to identify our competitors Top Accounts.With support of the Sales 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 Director of Sales.Develops & grows leisure business from the international markets.Develop & present a sales strategy & budget for the local and international leisure markets.Performs any additional duties that may be required or requested by the Director of Sales.Performance Standards & Assessment:The overall results of the properties in terms of sales volumes and key performance indicators.Achievement of targets, room nights, 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 expenses will be kept in-line with budgeted guidelines.Skills & Knowledge:Minimum of 5 years' experience in an international sales position as well as managing a team, within the hospitality industry.International trade experience with key contacts, preferably.Computer literate: MS Word, PowerPoint, Excel, and Outlook.Sales diploma and/or equivalent.Experience with sales tracking tools – Salesforce.Must be willing to travel extensively internationally and locally.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.Please send your updated CV in WORD together with a recent head and shoulders photo of yourself, 2 recent written references, current and salary requirements.This role offers a fantastic opportunity for an experienced sales leader to influence the growth of the leisure market within a leading hotel group, while guiding a dedicated team.
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