Job Description

Sr. Sales Manager (Hotel Banquets & Rooms Sales experience must be)

(Minimum 2 years bond)

Position Description

Department:

Sales and Marketing

Reports To:

General Manager

Purpose:

To achieve Hotel revenue, profit and customer satisfaction goals by developing and implementing strategies to increase product awareness and Hotel sales.

Constituents:

Guests

Employees

Meeting planners, corporate customers

Hotel Owners

Brand Management Team

Vendors

Indictors of Success:

Achievement of customer satisfaction and loyalty goals

Achievement of financial goals

Achievement of revenue and market share goals

Achievement of employee satisfaction (Gallup) and retention goals

Areas of Responsibility:

Participates in the development and implementation of business strategies for the Hotel which are aligned with Brand's overall mission, vision values and strategies

Participates in the development of the Hotel's business strategies

Develops and implements marketing and sales strategies that support achievement of the Hotel's goals

Monitors status regularly and adjusts strategies as appropriate

Develops the annual budget in conjunction with the Executive Team

Achieves market share and revenue goals by directing the group and transient sales and marketing strategies

Analyses sales and market statistics to determine profitability of sold business and opportunities within the market

Develop sales strategies designed to maximise revenue and yield. Participates in the development of yield management strategies for the Hotel

Maximises revenue from WRS by working with Reservation Services to market the Hotel appropriately and ensure current cost structures are reflected in the database

Creates and implements marketing strategies which are designed to increase awareness in the local market. Leverages marketing support provided by Brand

Develops and implements public relations and advertising campaigns

Ensure all materials used to market the Hotel are in accordance with brand standards

Maximises productivity by ensuring that sold business is aligned with the Hotel's yield management strategies

Qualifies prospective leads as to profitability

Designs and proposes programs which meet the client's needs

Develops and implements annual sales goals for sales team which are aligned with the hotel's overall revenue goals

Approves function space allocation for group and catering bookings

Monitors call productivity and revenue goals for each team member by tracking results

Co-ordinates sales efforts for catering and rooms sale

Negotiates and closes contracts with key customers

Creates 100% guest satisfaction by providing Yes I Can! genuine hospitality and by exceeding guests expectations

Communicates and reinforces the vision for Yes I Can! service to employees

Ensures that employees provide Yes I Can! genuine hospitality and teamwork on an ongoing basis

Uses teamwork to support guests and employees

Seeks opportunities to improve the customer experience by seeking customer feedback and reviewing management reports and developing strategies to improve department and hotel services

Provides employees with the tools, training and environment they need to deliver Yes I Can! Service and teamwork

Ensure that all staff maintain up to date administrative account of all sales activity and account information utilising computerised database system (IDS, Sales and Catering and Maximiser)

Represent the Hotel at relevant industry trade shows and events.

Ensure thorough understanding of all Brand sales programs including but not limited to:

Yes I Can Meetings!

Worldwide Hospitality Program

Business Class

Partnership Marketing

Look To Book

Develops and implements strategies and practices which support employee engagement

Recruits and selects qualified candidates

Provides employees with the orientation and training needed to understand expectations and perform job responsibilities

Communicates performance expectations and provides employees with on-going feedback

Provides employees with coaching and counselling as needed to achieve performance objectives

In conjunction with the Finance Manager:

• Prepare the operating budget for Sales and Marketing
• Recommends any items to be included in the capital budget and ensure adherence with the approved budget
• Monitors actual versus budgeted expenses and takes corrective action where required
• Monitor market and competitor activity and carry out ongoing research to establish sales opportunities
• Recommend and implement promotions as appropriate and in accordance with business plan
• Implement weekly and monthly sales and "revenue maximisation" meetings
• Timely submission of the month end report
• At all times ensure brand integrity in all communication.
• Keep immediate Manager fully informed of all problems or unusual matters of significance
• Maintains a high standard of personal grooming at all times in order to represent the Hotel in the best possible manner, reflecting the public role of the position
• Be familiar with objectives, strategies, action plans and other marketing related information contained within the Hotel annual business plan
• Performs all duties and responsibilities in a timely and efficient manner in accordance with established company policies and procedures to achieve the overall objectives of this position
• Maintains a favourable working relationship with all other hotel employees to foster and promote a co-operative and harmonious working environment
• At all times projects a favourable image of the Hotel to the public
• Perform other duties as requested by the General Manager

Success Factors:

Focus on the Customer

Seeks to understand the guest, internal and external customers and meet and exceed the needs of both the customer and the company.

Foster Teamwork

Works well in a team environment and motivates team to sustain exceptional levels of performance.

Communicate Effectively

Clarify and provide information so that co-workers, customers and suppliers understand and can take action.

Influence Decisions and Actions

Persuade and engage others in making plans, reaching decisions and taking action.

Drive for Results

Work to achieve high levels of personal and organisational performance in order to meet or exceed objectives.

Build Strong Relationships

Foster trust and co-operation among co-workers, customers and suppliers; develop and sustain personal contact in order to provide mutual benefit.

Drive for Change

Drive for improvement in all facets of organizational life.

Develop Self and Others

Continually work to develop own capabilities and the capabilities of others.

Think Critically

Take a well-ordered, logical approach to: identifying Hotel, market and inter-departmental issues; analysing problems; organising work and planning action.

Key Skills and Requirements:

Sales Skills

Understand the positioning of the Hotel, services provided and how the Hotel can meet the needs of customers and be capable of closing business.

Negotiation

Understand the cost/benefits of prospective business and vendor contracts and negotiates contracts which result in mutually beneficial outcomes.

Hotel Positioning

Understand the strategic positioning of the Hotel and how the products and services offered compare within the competitive market for targeted market segments.

Budget Management

Still in developing and adhering to department budget.

Performance Management, Supervisory

Demonstrate ability to relate to, communicate with and motive employees to sustain high performance and quality levels.

Think Strategically

Anticipate and take action to deal with problems and opportunities.

Revenue Forecasts

Assists in the preparation of revenue forecasts for the Department based on business booked to date, current and historical booking pace and impact of special promotions.

Coaching

Develop and guide others in professional growth and performance enhancement through assuring clarity of goals, employing reflective listening skills and facilitating the generation of options and action planning.

Job Types: Full-time, Permanent

Pay: Up to ?100,000.00 per month

Benefits:

• Food provided
• Health insurance
• Paid sick time
• Paid time off
• Provident Fund

Supplemental pay types:

• Yearly bonus

Experience:

• total work: 10 years (Required)

Work Location: In person