International Head of Sales

2 weeks ago

Cape Town, South Africa Recruitment Matters Africa Full time

Our client is looking for a International Head of Sales, This position 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.

**Responsibilities**:

- 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 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 Commercial 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 Commercial Director 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 Commercial Director 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 Commercial Director
- 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 Commercial Director

**Key Skills**:

- 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

**Qualifications**:

- 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

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