Sales Manager

4 months ago

Cape Town, 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**
- **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**
- **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 2 years’ experience in a sales position, preferably in the hospitali

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