Summary
The Head of Leisure Sales is solely responsible for all local and international sales activities with a specific focus on selling to the hotel's leisure market. Heavy emphasis will be placed on building a strategy and maintaining relationships within this market while mentoring and guiding the leisure segment team.
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 the Director of Sales /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"
Organisational Relationships
Liaises with Heads of Department, in particular
General Managers (when required)
Front Office Managers
Reservations
Sales Segmentation Heads
Leisure Sales Team
Food & Beverage Management Team
Executive Housekeeper (when required)
Banqueting Departments
Revenue Team
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 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
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