Leisure Sales Manager

2 weeks ago

Cape Town, South Africa Newmark Hotels Full time

**Summary**

The Leisure Sales Managers 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 hospitality or travel industry
- Computer literate: MS Word, PowerPoint, Excel and Outlook
- Sales diploma and/or equivalent
- 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 an

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