Head of Leisure Sales

2 months ago

Cape Town, South Africa HotelJobs.co.za Full time

**HEAD OF LEISURE SALES, CAPE TOWN, SALRY Rneg**

**Key Responsibilities**:

- ** Sales Strategy Development**: Research, establish, and assist in writing the comprehensive Sales Plan for the hotel group, covering all properties and focusing on the leisure market.
- ** Client Relationship Management**: Build and maintain relationships with major local and international clients, as well as identify and establish new clients for the group’s properties.
- ** Team Leadership**: Mentor and guide the leisure segment team, ensuring that targets are met and growth is sustained within this market segment.
- ** Reporting**: Produce necessary reports for the Director of Sales and management, detailing sales activities, performance metrics, and market insights.
- ** Market Research**: Conduct in-depth market research in accordance with the Group’s policies and procedures (SOP Manual) to stay ahead of trends and competitor activities.
- ** Client Tracking**: Maintain accurate and up-to-date records of client progress using the “Chase System” and other tools.

**Requirements**:

- Proven experience in **sales management** within the **hospitality** or **hotel industry**, specifically targeting the leisure market.
- Strong **relationship-building** skills with local and international clients.
- Demonstrated ability to develop and implement successful sales strategies.
- Leadership skills, with experience in **mentoring** and **leading teams**.
- Ability to conduct market research and adhere to corporate policies and procedures.
- Strong communication, reporting, and organizational skills.

Organisational Relationships

Liaises with Heads of Department, in particular
- General Managers (when required)
- Front Office Managers
- Reservations
- Sales Segmentation Heads
- Leisure Sales Team
- Food & Beverage Management Team
- Executive Housekeeper (when required)
- Banqueting Departments
- Revenue Team

Responsibilites:
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 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 Director of Sales
- Assist in planning & hosting all necessary FAM/Sales Trips/site inspections to each property.
- To update and check as necessary all company rates
- Guide and lead leisure segment team in alignment to the leisure strategy
- Attends and assists the Director of Sales 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 Director of Sales 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 Director of Sales
- 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 Director of Sales

Performance Standards & Assessment
- The overall results of the properties in terms of sales volumes an

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