Senior Sales Manager

Employer

ZANNIER HOTELS SPAIN S.L.

Carrer Major des Born 8
07760 Ciutadella de Menorca, Spain

Job Title

Senior Sales Manager

Frame of Job Role and Requirements

• Full-time position
• Home office in or near Barcelona until further notice
• Must be able to travel with flexibility
• Must possess a valid driver’s license

Main Purpose of the Job

• To sell, market and promote all Zannier Hotels globally, resulting in generated sales, product and brand awareness
• To establish and maintain Zannier Hotels as a preferred product choice in their respective destination within the global travel trade
• To manage commercial initiatives, strategic and tactical actions for the business segments of FIT leisure, group, MICE and corporate with the objective to meet or surpass revenue budgets set for each property, while keeping in line with the determined Sales & Marketing expense budgets

Organisational Context

• Zannier Hotels Spain S.L. owns and operates luxury hotels in Europe, Africa and Asia.

Key Relationships

• Direct reporting: to the Director of Sales & Marketing of Zannier Hotels with dotted line to the Assistant Director of Sales & Marketing
• Internally: local property Sales teams, E-Commerce & Revenue Manager, Sales Administrator, Head Office team, Social Media Manager, Group Executive Director and CEO
• Hotels: The General Managers, HODs and the reservations and accounting teams
• Externally: Local and International Tour Operators, Travel Agencies, Destination Management Companies, Incentive Houses, Wedding Organisers, Corporate Companies and similar business partners
• Affiliations / Partners: Representation Offices, Consortia, Airlines, Tourism Boards

Main Responsibilities

• Strategically and proactively executing all sales initiatives for all Zannier Hotels through daily contact with the travel trade (email, phone, online, sales calls, trade show attendance)
• Handle direct VIP booking requests
• Handle group and buy-out enquiries, from proposal stage to handover to the operations
• Targeting international MICE organizers, predominantly for Zannier Bãi San Hô, Bendor and Phum Baitang
• Proactively targeting new or dormant FIT accounts in the Sales CRM and develop their business
• Develop new and existing partnerships or markets as assigned
• Conducting product presentations, trainings and webinars
• Complaint handling (B2B or B2C)
• Constant sourcing of new potential business partners and sales opportunities
• Obtaining market intelligence relevant to the hotels
• Assisting the DOSM in preparations of presentations, SWOT analysis, market research, sales action plans etc. for existing or new hotels
• Distribution of promotional material or tactical offers through mass mailings
• Full understanding and regular review of key performance indicators of all Zannier Hotels (occupancy, ADR etc.)
• Regular sales calls to selected markets, as advised by the DOSM / ADOSM
• Attendance at selected tradeshows with the objective of generating business and new leads
• Managing all follow-ups of sales calls and trade shows, impeccable updating of database
• Regular communication with the GMs and property teams, ensuring reservations, VIPs, high profile inspections, weddings and events are managed and coordinated well by operational departments
• Produce comprehensive rate comparisons and competitor surveys upon request
• Contribute to the Head Office month-end report
• Any other sales-related task as assigned by the DOSM / ADOSM / HQ

Key Competencies Required

• Excellent communication and interpersonal skills
• Excellent presentation and negotiation skills
• Strategic planning
• Sensible prioritizing
• Organisational skills
• Time management
• Self-drive, pro-activeness and discipline
• Ability to work independently
• Creativity and innovative thinking
• Resource management
• Rational decision making
• Problem solving abilities

Experience

• A degree in hospitality or tourism
• Minimum of 2 years experience in a similar sales role in luxury hotels
• Good knowledge of hotel business and operations as well as the nature of the luxury travel trade and its requirements
• Fluent in English (oral and writing)