Sales Manager

2 weeks ago

Cape Town, Western Cape, South Africa C & G (Hospitality) Recruitment Full time

5 Star Hotel Group is requiring an experienced Leisure Sales Manager. The role is to support the Sales team in all leisure 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.

Key Results Areas
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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":

-
Organisational 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

Responsibilities:

-
Sales Administration:

-
Ensure all account correspondence is kept in updated files:


  • All actions listed in account files have the appropriate trace dates:
-
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
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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:
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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:
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A client: room nights per annum:


  • B client: room nights per annum:
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C client: 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 2 years' experience in a sales position, preferably in the hospitali

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