Director of Sales

Accorhotel; Oxford; On-site; GBP 70,000 - 90,000; Full time

Benefits offered by this job

Employee rates

Free meals on duty

Complimentary stays

Friends & Family discounts

Dining discount 30%

Job summary

Mercure Hawkwell House Hotel, part of the Accor network, seeks a Director of Sales to drive local and global corporate accounts and expand MICE and group business. You will lead a sales team, negotiate key contracts, and collaborate with the Accor Sales Network to hit targets.

The role focuses on strategic business development, relationship building with local partners, and maximizing revenue across rooms, F&B, and events.

Qualifications

• Hotel Sales experience (Ideally large volume hotel with M&E)
• Segments: MICE, Corporate & some Leisure
• Lanyon/CVENT, Delphi, ANAIS, Opera
• Reporting & Prior team management
• Dynamic, Self-motivated, Enthusiastic
• Dependable and Adaptable
• Commercial Mind-set
• Self-Starter, resilient & appetite for business development
• Strategic and Process driven
• Organised with excellent communication

Responsibilities

• Targeting, qualifying and contracting predominantly local and global corporate accounts.
• Grow current consortia accounts to bring incremental revenue and expand business group segments.
• Contract negotiation and re-negotiation of RFPs in C-Vent.
• Generate and prospect new business from local market while managing current accounts.
• Maximise room sales and incremental revenue for F&B and M&E.
• Manage/grow current business groups via direct channels, agencies, DMCs and others.
• Lead day-to-day sales activities: lead gen, account management, meetings, contracting, site visits, trade shows.
• Work with Accor Sales Network to achieve hotel corporate sales targets.
• Conduct sales trips domestically and internationally as required.

Skills

Hotel sales experience

MICE sales

Corporate sales

Self-starter

Excellent communication

Tools

Lanyon/CVENT

Delphi

ANAIS

Opera

Job description

Join the Mercure Hawkwell House Hotel that is a member of the Accor network, whose group brings together more than 45 brands, 5,500 hotels, 10,000 restaurants and lifestyle destinations. Here, we believe in you and what you bring to the table. There are many opportunities for development and advancement. Every gesture, every smile, every action, contributes to creating a positive and memorable impact for our customers, our colleagues and also for our planet. Together, we embody the vision of responsible hospitality.

Take the opportunity to become a Heartist®, and let your heart guide you in this world where life beats faster.

Candidates must have the right to work in the UK.

Job Description

The Director of Sales is responsible for targeting, qualifying and contracting predominately local and global corporate accounts not yet utilising the property. Additional targets are to grow current consortia accounts that can bring incremental revenue to the property and grow the business group segment through total account management or business development with TMC’s, key agencies and DMC’s. The Director of Sales will be proficient in maximising sales opportunities through strategic business development, building relationships with the local area, chamber of commerce, DMC’s, Tourism Bureau’s and leverage relationships with Accor stakeholders to name a few. This is an exceptional role for an entrepreneurial process led individual, focused on achieving results, personal development and working collaboratively within a dynamic sales and events team. All duties that are carried out should be conducted to the highest standard and in accordance with the hotel standards, company policies & procedures, objectives and legal requirements.

• HOD position to manage team (Sales office Manager, Events Coordinator, Reservation Coordinator, Wedding Coordinator)
• Create and implement a proactive sales strategy for Room accommodation in the Group (Business Groups and MICE Groups) & Corporate segment (Transient Negotiated) along with ancillary revenue streams not limited to F & B managed streams such as Room Hire & Catering
• Contract negotiation and re-negotiation of RFP’s in C-Vent
• Accountable for generating and prospecting new business from local market to grow corporate share whilst managing current accounts with long term plan to grow existing portfolio
• To maximise room sales and incremental revenue for supplementary departments such as food & beverage and M & E
• Manage/Grow current business groups segments, through direct channels, agencies, DMC’s and others to name a few
• Perform day to day sales activity including lead generation, account management, face to face meetings, contracting & rate negotiation (under the DOSM’ direction), site inspections, attendance at trade shows, client entertainment and national/international sales trips
• To achieve key performance metrics in appointments, revenue, new business and account development
• Attend and assist with in-house marketing activities, familiarization trips, client hospitality evenings, presentations, show rounds and promotional activities
• To work closely with the Accor Sales Network in order to assist with the achievement of the overall corporate sales target for the hotel
• Carry out Sales Trips to all business areas as specified both domestically and internationally as required

Admin

• Produce required reports of completed sales activity including details of face to face client appointments, presentations, familiarization trips and any other related client interaction
• Update/maintain all market segment sales contact lists/account information in ANAIS, Delphi and other systems as directed
• Compile sales packs and ensure that an adequate supply of relevant stationary, brochures, giveaways are in stock
• To liaise with front office and reservations in regards to new corporate business opportunities, farming leads referred by respective teams, acting as ambassador for hotel and department, coordinating, negotiating and contracting business while ensuring production and volume is tracked for corporate business generated by respective teams
• Assist with office administration ensuring all accounts have on file the necessary documentation, contracts, contact forms, and up to date Account Development Plans focused on corporate
• Ensure constant familiarity with the hotels financial position and selling strategy versus previous year and current budget
• Maintain awareness of the hotels key competitors’ financial performance, of their client interaction, their key account base and corresponding rates and any property developments
• To attend Sales meetings weekly & monthly
• Reporting on production monthly, while planning on driving/recovering accounts either producing/under producing
• Utilising various sales systems to generate new leads and diversify hotels business mix

Guest Centric

• To present a professional, friendly and efficient impression of the hotel at all times
• To ensure that all tasks relating to guest comfort, guest satisfaction or the impression the guest receives of the hotel must be treated with utmost priority
• To establish a good working relationship with guest, visitors and colleagues creating a team that works well together and with other departments
• Contributes to guest satisfaction at all times by providing high quality personalised services throughout their stay.

Health & Safety

• Participate in workplace consultation on matters pertaining to Health and Safety, as per the hotels agreed arrangements.
• Comply with safe work practices by following Accor Health, Safety and Environment policies, including the use of safe manual handling techniques, safe use of hazardous chemicals and machinery, working at heights procedures, tidy work environment, and any other safety practice promoted and required by the Hotel
• Ensure all equipment is kept in good working order and used only for the purpose for which it was intended.
• Participate and contribute to the risk assessment process.
• Maintain standards of hygiene for food handling and presentation as prescribed by council / legislative regulations.
• Be fully conversant with departmental fire and evacuation procedures.

Qualifications

• Hotel Sales experience (Ideally from large volume led hotel with large M & E operation)
• Segments : MICE, Corporate & some Leisure
• Lanyon/CVENT, Delphi, ANAIS, Opera
• TMC & MICE distribution platforms
• Reporting & Prior team management
• Dynamic, Self-motivated, Enthusiastic
• Dependable and Adaptable
• Commercial Mind-set
• Self-Starter, resilient & appetite for business development
• Strategic and Process driven
• Organised with excellent communication

Additional Information

PERKS FOR YOU:

• Employee benefit card offering discounted rates at Accor worldwide
• Free and delicious meal breaks on duty
• Complimentary stays in UK and North Ireland
• Friends & Family discounts
• 30% food discounts in our restaurants
• Pension Scheme
• Learning programs through our Academies
• Opportunity to develop your talent and grow within your property and across the world!

Candidates must have the right to work in the UK.