Head of Sales (Rooms)

Helderberg Personnel; Somerset West; On-site; ZAR 600,000 - 900,000; Full time

Job summary

Helderberg Personnel seeks a dynamic sales professional to drive accommodation revenue through new leisure business. The role focuses on expanding both domestic and international leisure markets, building relationships with tour operators and agents, and converting opportunities into room-night production.

The successful candidate will be highly visible in the market, conduct sales calls, attend trade shows and client meetings, and negotiate commercially viable deals while managing key accounts

Qualifications

• Hospitality, Sales or Marketing qualification advantageous.
• Proven track record in hotel or hospitality sales with leisure focus.
• Established relationships with leisure partners and operators.

Responsibilities

• Develop and execute sales initiatives focused on accommodation and room-night revenue.
• Build and maintain relationships with tour operators, travel agents and wholesalers.
• Maintain CRM records, provide sales reports and pipeline updates.
• Identify new markets and lead generation through leisure channels.
• Collaborate with Revenue, Reservations and Operations to ensure delivery of booked business.

Skills

Leisure sales experience

Relationship building

Negotiation

Presentations

Account management

Education

Hospitality, Sales or Marketing qualification advantageous

Tools

CRM systems

Job description

PURPOSE OF THE ROLE

The purpose of this position is to drive accommodation revenue through the development of new leisure business, strengthening existing relationships and actively expanding the property’s presence across domestic and international markets.

The successful candidate will be expected to be highly visible in the market, building relationships, identifying opportunities, conducting sales calls and meetings, developing new accounts and converting business directly into room-night production and revenue.

KEY RESPONSIBILITIES INCLUDE BUT ARE NOT LIMITED TO

Sales & Revenue Development

• Develop and execute sales initiatives focused specifically on accommodation and room-night revenue
• Identify, develop and convert new business opportunities across the leisure market
• Drive room-night production and achieve agreed accommodation revenue targets
• Develop business across both domestic and international leisure markets
• Identify new market opportunities and actively pursue potential revenue streams
• Maintain a strong sales pipeline and take ownership of opportunities from initial contact through to conversion

Leisure Market & Business Development

• Build and maintain strong relationships with tour operators, travel agents, wholesalers and other leisure partners
• Leverage existing industry networks while actively developing new relationships and accounts
• Conduct regular sales calls, client meetings, presentations and property site inspections
• Represent the property at relevant trade shows, sales missions, networking events and industry functions
• Develop targeted sales initiatives to increase the property's visibility and competitiveness within key leisure markets

Client & Account Management

• Maintain and grow relationships with key existing accounts and business partners
• Understand client requirements and identify opportunities to increase room-night production
• Negotiate commercially viable business and close opportunities effectively
• Ensure regular follow-up and ongoing engagement with clients and partners
• Monitor account performance and identify opportunities for further growth

Commercial & Market Focus

• Monitor market trends, competitor activity and changing leisure travel patterns
• Identify opportunities to maximise accommodation revenue across relevant market segments
• Work closely with Revenue, Reservations and Operations to ensure effective conversion and delivery of business
• Contribute to sales planning, forecasting and revenue discussions

Reporting & Administration

• Maintain accurate CRM records, account information and sales activity
• Provide regular sales reports, pipeline updates, forecasts and market feedback
• Track sales activity, conversion and room-night production against agreed targets
• Ensure all sales administration and client information is maintained accurately and timeously

CRITERIA

• Qualifications & Experience
• Hospitality, Sales, Marketing or related qualification advantageous
• Strong, recent experience in hotel or hospitality sales, with a particular focus on leisure accommodation
• Proven track record of generating room nights and accommodation revenue
• Established relationships with tour operators, travel agents, wholesalers and leisure partners
• Experience working across both domestic and international leisure markets
• Strong understanding of the leisure accommodation sector and its key distribution channels
• Demonstrated ability to develop new business and convert opportunities into revenue
• Hospitality, Sales, Marketing or related qualification advantageous

KEY COMPETENCIES

• Highly commercial and revenue focused
• Energetic, proactive and hungry for new business
• Hands-on and comfortable being actively involved in the market
• Strong relationship builder with an established industry network
• Confident communicator, negotiator and presenter
• Results-driven with strong business development abilities
• Self-motivated and able to work independently
• Strong follow-through and closing ability
• Well organised with sound analytical and administrative skills
• Able to build and maintain long-term commercial relationships