International Sales Manager

2 weeks ago

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

Kendrick Recruitment are currently seeking an International Sales Manager for a Luxury Hospitality Group, the role will be based in Cape Town.

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 the Sales Director 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

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 (i.e. Competitor rates and key accounts).
- Fosters good relationships with key contacts and product buyers in the leisure sector.
- Assist in increasing the number of contacts recorded on 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 and 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 and monthly.

Account Management
- Maintains a consistent and qualified sales call plan per week.
- Understand 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 the list of account contacts to ensure the best possible account penetration.
- To gain a clear understanding of the 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: 250 room nights or more per annum.
- B Client: 100-249 room nights per annum.
- C Client: 25-99 room nights per annum.
- D Client: 0-25 room nights per annum.

Business Development
- To work closely with the Sales Director to identify competitors Top Accounts.
- With the support of the Sales & Marketing Co-ordinator, complete research on potential accounts.
- To work closely with the Front Desk, Reservations and 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 and grows the leisure business from the international markets.
- Develop and present a sales strategy and budget for the international markets in conjunction with the Sales Director.
- Performs any additional duties that may be required or requested by the Sales Director.

PERFORMANCE STANDARDS AND ASSESSMENTS
- 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 practised and the records that are kept.
- Sales and Marketing expenses will be kept in-line with budgeted guidelines.

SKILLS AND KNOWLEDGE
- Minimum of 3 years’ experience in an international sales position within the hospitality 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 and moti

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