Sales Manager – Event Booking Centre
Job Purpose / Summary:
· Assists in leading the property's segmented sales effort for groups, conferences and events and assists in the implementation of the segment sales strategy and achieving segment revenue goals, property revenue goals and guest and team satisfaction.
· Conducts all day-to-day activities related to the sales function with a focus on building long-term, value-based customer relationships that enable achievement of property's groups sales objectives.
· Responsible for reactively managing group/catering-related opportunities. Trains team to and actively up-sells each business opportunity to maximize revenue opportunity.
· Ensures business is turned over properly and in a timely fashion for proper service delivery.
· Responsible for driving customer loyalty by delivering service excellence throughout each customer experience from enquiry phase to event handover.
· Management of the Event Booking Centre Team to achieve the above set requirements.
Education & Experience:
· 2-year degree from an accredited university in Business Administration, Sales, Hotel and Restaurant Management is an advantage.
· 3 years' experience in the sales, groups and conferencing and/or related professional area.
Core Working Activities:
Developing & Executing Sales Strategies:
· Works with Sales Leader and Managing Director to ensure understanding of sales strategy and effective implementation of this strategy for the segment. Participation in creation of relevant sales strategies for groups, conferencing and events.
· Assists in the development, implementation and sustaining of aggressive solicitation program focused on increasing business – Marriott Bonvoy.
· Works with management team to create and implement a sales plan addressing revenue, customers and the market for the segment.
· Assists with the development and input of promotions, both internal and external.
· Execute historic and lost groups, conferencing and events opportunities to assist in future quotation conversions.
Managing Daily Sales Activities:
· Identifies new group, catering and events business to achieve property revenue goals.
· Approves and guides team for decision making on space release for catering to maximize revenue.
· Participates in sales activities and calls alongside members of sales team to acquire groups opportunities and/or close on business.
· Executes, supports and team guidance of the conversion aspects of group, conference or event booking - Generating proposal, draw up proposal, final signature and handover to Event Booking Specialist.
· Responds to incoming group/catering opportunities for the property.
· Uses negotiating skills and creative selling abilities to close on business and negotiate contracts.
· Uses sales resources and administrative/support staff effectively.
· Conducts site inspections for enquiry conversion.
· Participates in and practices daily service basics of the brand.
· Manage the Event Booking Centre Team to execute the above sales activities effectively for optimum group conversion.
· Manages relevant groups revenue documentation for accurate revenue projections.
Understanding Markets & Maximizing Revenue
· Understands the overall market - competitors' strengths and weaknesses, economic trends, supply and demand etc. and knows how to sell against them.
· Closes the best opportunities for the property based on market conditions and property needs.
· Monitors advance and same day selling procedures to maximize room revenue and control property occupancy. Communicate with relevant teams' changes in groups to ensure revenue maximisation can continue.
· Gains understanding of the property's primary target customer and service expectations; serves the customer by understanding their business, business issues and concerns, to offer better business solution prior to event confirmation.
· Provides positive and aggressive leadership to ensure maximum revenue potential (e.g., focus on the correct groups and events acceptance based on low and high demand periods).
· Recommends booking goals for Event Booking Centre team members.
· Participation in three month forecast discussions for accurate forecasting.
Ensuring Exceptional Customer Service
· Displays leadership in guest hospitality, exemplifies customer service and creates a positive example for team members.
· Serves the customer by understanding their needs and recommending the appropriate features and services that best meet their needs and exceed their expectations, while building a relationship and loyalty to the company.
· Executes exemplary customer service to drive customer satisfaction and loyalty by assisting the customer and ensuring their satisfaction before and during their program/event.
· Work with Event Booking Specialist on booking requirements before confirmation to ensure operational service can be delivered based on operational requirements.
· Ensures that a customer recognition program is in effect throughout Sales.
· Executes and supports the company's Customer Service Standards and property's Brand Standards.
· Gains understanding of the property's primary target customer and service expectations; serves the customer by understanding their business, business issues and concerns, to offer better business solution for the upcoming event.
· Develops a close working relationship with operations to ensure execution of strategies at the hotel level.
Building Successful Relationships
· Customer Database servicing to ensure customer retention for future groups, conferencing and events.
· Develops and manages relationships with key stakeholders, both internal and external to ensure the services supplied to the customer will fit their relevant requirements.
· Works collaboratively with off-property sales channels including, but not limited to National Sales Team & GSO to ensure the property needs are being achieved and the sales efforts are complementary, not duplicative.
· Works with Human Resources, Engineering and Loss Prevention to ensure compliance with local, state and federal regulations and/or union requirements.
· Attends customer events, trade shows and sales missions to maintain, build or develop key relationships with GSO Managers and customers.
Job Type: Full-time
Pay: R20000,00 - R23000,00 per month
Application Deadline: 2024/09/12
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