Trade Account Executive

2 weeks ago

Cape Town, South Africa Tanya Serra Full time

Job Posted: 23-Aug-2023
- Location: Cape Town

**SUMMARY**

As a Trade Account Executive, your primary responsibility will be to drive revenue and foster partnerships with key trade agents within the industry. Your focus will be on cultivating strong relationships with travel agencies, tour operators, MICE companies, production companies, government institutions, and other relevant businesses to promote and sell portfolio properties and services.

**MINIMUM REQUIREMENTS**

**EDUCATION**:

- Grade 12 or equivalent
- Diploma / degree in Business, Marketing, Hospitality Management, or a relevant discipline is preferred but not mandatory

**EXPERIENCE**:

- Minimum of 3 years' experience in sales or business development, preferably within the hospitality industry or a related field
- Opera Experience and knowledge
- Communications - must be a strong communicator in verbal and written forms
- Above average efficiency in Microsoft Excel
- Valid drivers’ licence & own roadworthy vehicle

**GENERIC COMPETENCIES**:

- ** Sales and Negotiation Skills**: Ability to identify potential clients, build relationships, and effectively persuade and negotiate to close deals with trade agents.
- ** Customer Relationship Management (CRM)**: Proficiency in using CRM software to manage and track interactions with trade agents, ensuring timely follow-ups and personalized service.
- ** Industry Knowledge**: Understanding of the hotel industry, market trends, competitor analysis, and the unique selling points of the groups’ offerings.
- ** Product Knowledge**: Thorough knowledge of services, facilities, amenities, and room categories to effectively communicate the value proposition to trade agents.
- ** Communication Skills**: Strong verbal and written communication skills to convey information, respond to inquiries, and maintain professional correspondence with trade agents.

**UNIQUE COMPETENCIES**:

- ** Hospitality Expertise**: An understanding of the hospitality industry, including hotel operations, guest experience, and industry-specific challenges, allowing for more insightful and customised solutions for trade agents.
- ** Revenue Management**: Proficiency in understanding revenue management principles, allowing you to offer competitive pricing and negotiate rates that align with revenue objectives.
- ** Long Sales Cycle Management**: Expertise in managing longer sales cycles typical of hotel sales, which require consistent nurturing and relationship-building over extended periods.
- ** Destination Knowledge**: Thorough knowledge of hotel's locations, nearby attractions, and local events to position the property as an ideal destination for trade agent clients.
- ** Relationship-Based Selling**: Emphasis on building long-term relationships with trade agents, going beyond transactional sales to become a trusted advisor and preferred partner.

**DUTIES AND RESPONSIBILITIES**

**Product Knowledge**:

- In-depth knowledge of the hotels, facilities, services, amenities especially pertaining to Trade products.
- Knowledge of Policies and Procedures.
- Stay updated on renovations, expansions, and upcoming enhancements to effectively communicate these updates to trade agents.
- Understand menu offerings at each property
- In-depth knowledge of Touch-Points at properties

**Customer Service**:

- Anticipate and exceed the expectations of trade agents, providing personalised attention and solutions to enhance their experience.
- Proactively follow up with trade agents after their guests' stays or events, demonstrating a commitment to their satisfaction.
- Conduct training sessions and product presentations for trade partners to enhance their knowledge of properties, services, and unique selling points.
- Provide updates on renovations and special promotions to trade partners to keep them informed and engaged.

**Sales Strategy**:

- Identify, target, establish, and maintain relationships with Trade Partners, including Travel Agencies, Tour Operators, PCO's (Professional Conference Organizers), MICE (Meetings, Incentives, Conferences, and Exhibitions), Government entities, Production companies, and Corporate clients.
- Training of agents’ consultants on products at their premises.
- Achieve assigned sales targets by actively promoting properties to trade partners, effectively positioning the properties as preferred choices for their clientele.
- Segment trade agents based on their potential value and prioritise sales efforts accordingly to maximize ROI.
- Develop tailored sales pitches and proposals that align with the unique needs and preferences of individual trade agents.

**Key Account Management**:

- Organise and host property visits and site inspections for key trade partners, showcasing facilities and services.
- Collaborate with trade partners to create enticing packages and offers that drive bookings and revenue.
- Act as the main point of contact for key trade agents, addressing their concerns and ensuring their require

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