Senior Sales Manager (Leisure/ Corporate)

*DIRECTLY REPORTS TO: Director of Sales/ Director of Sales & Marketing

*Job Summary – (Role Summary)
• To manage sales activities and events in line with the annual sales and marketing plan and to achieve/exceed budget and sales strategy for your hotel.

*Essential Duties and Responsibilities – (Key Activities of the role)
• Monitors competitors activities and assists in marketing intelligence
• Refers sales leads to appropriate personnel within the Inter Continental Hotels Group
• Sells to new, existing and prospective customers considering goals set forth in the sales strategy, negotiating optimum rate for the benefit of the business
• Services existing business through management of account bases
• Sell all facets of the hotel
• Manage the corporate head office and the preferred hotel history for that company
• Develop and maintain a regular pattern of sales calls, meeting with principals of target market
• Provides direction on, and conducts market research and analysis
• Develops and maintains contact with business generators, meeting and convention planners, visitors/convention bureau, corporate accounts, and other producers closely allied to Hotel business
• Builds profile within local market place through attendance at various events and local market place
• Conduct client interviews
• Entertain clients
• Plan and conduct familiarization tours and site inspections
• Travel when required to promote the hotel and develop potential business
• Maintain regular contact with the IHG hotels in your region and the regional reservation office
• Monitors existing business and inputs into sales strategy meetings to maximize business
• Grows existing business and establishes and pursues leads which will develop business
• Interfaces with operations on a timely basis
• Initiates and prepares tenders for business
• Assesses sales and marketing data
• Assists with the preparation of new products and services
• Assists in the evaluation of sales and marketing activities
• Analyses sales mix and likely impact on hotel goals
• Implement direction from Director of Sales and Marketing and Regional Managers
• Liaison with advertising agency
• Stock control of collateral
• Collateral input
• Execute advertising/creative briefs in a timely manner
• Works with superior on manpower planning and management needs
• Works with superior in the preparation and management of the Department’s budget

*Required Skills
• Demonstrated ability to interact with customers, employees and third parties that reflects highly on the hotel, the brand and the Company.
• Problem solving, reasoning, motivating, organizational and training abilities.
• Proficient in the use of Microsoft Office
• Good writing skills
*Qualifications
• Bachelor’s degree or Diploma in Sales & Marketing, Hotel Management, Business Administration, or related field preferred.
*Experience
• 2 years related experience or an equivalent combination of education and experience

*ACCOUNTABILITY
Number of employees supervised
Direct Sales Executive / Business Development Executive/ Sales Coordinator
Indirect NA

*Key Metrics
• Sales Target
*Decision Making Responsibilities (Decision Rights) –
• Guests requests
• Within the authority as assigned for Hotel Band 6 role

*KEY RELATIONSHIPS
*Key Internal Relationships
• Hotel Employees and Corporate Employees
*Key External Relationships
• Interacts with guests and individuals outside the hotel including, but not limited to, current and potential clients, owning company representatives, suppliers, competitors and other members of the local community.

- Company 's Policy

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