Hotel Sales Manager - Sandton - Previous Mice & Corporate Key Account Mangement Essential

C & G Hospitality Recruitment T/A Hotelrecruiters; Randburg; On-site; ZAR 200 000 - 300 000; Full time

Job summary

An international hotel group is looking for a seasoned Sales Manager to join their team in Gauteng. This role focuses on managing relationships with key clients and supporting the sales teams to achieve targets. Candidates should have at least 5 to 7 years of hospitality sales experience, strong communication skills, and the ability to develop effective sales strategies. Join a fast-paced environment and contribute to our group's success in the hospitality sector.

Qualifications

• Minimum of 5 to 7 years' experience in a hospitality sales position, preferably in hospitality or travel industry.
• Must have excellent interpersonal and communication skills.
• Ability to plan, prioritize and work well under pressure.

Responsibilities

• Develop and implement sales strategies to achieve targets.
• Maintain and grow relationships with key clients.
• Produce sales reports and updates for management.

Skills

Hospitality Sales Experience

Excellent Communication Skills

Sales Strategy Development

Client Relationship Management

Negotiation Skills

Education

Sales diploma and/or equivalent

Tools

MS Word

PowerPoint

Excel

Outlook

Job description

An International Hotel Group is requiring a seasoned Sales Manager to be based in Gauteng.

This Sales Management role is to provide support to all the Regional Sales teams with a Key focus on Key Sales Account management and MICE (Meetings, Incentives, Conferences, and Exhibitions)The successful candidate should be able to manage & maintain corporate strategy, resulting in ongoing relationships within the SA and International Hospitality Sales Markets.

Key Results Areas

• Researches, establishes and assists in writing the Sales Plan incorporating all areas within each property within the group

• Develops relationships with the major clients and establishes new clients for the properties within the group

• Produces the necessary reports required by Head of Sales and/or Management

• Ensures that research work is carried out in accordance with the Group policies and procedures (refer to Group SOP Manual)

• Keeps the necessary records detailing progress with clients and adheres to the “Chase System”

Responsibilities:

• Sales Administration

• Ensure all account correspondence is kept in updated files

• All actions listed in account files have the appropriate trace dates

• All client files have complete details of contact names, telephone, fax, email etc which must be loaded and kept up-to-date in the CRM

• Ensures that research work is undertaken in accordance with accepted research standards and growing competitor market intelligence (ie. Competitor rates & key accounts)

• Fosters good relationships with key contacts & product buyers in the leisure sector

• Assist in increasing the number of contacts we have recorded on our Top Accounts and have a plan to send these contacts regular notes and sales information/specials

• Visits potential clients to sell the facilities within each property

• Attends such meetings as deemed necessary by the Sales Director

• Assist in planning & hosting all necessary FAM/Sales Trips/site inspections to each property

• To update and check as necessary all company rates

• Attends and assists the Sales Director in organising participation at trade exhibitions/workshops

• Performs all necessary administrative duties as laid out in the Group Operating Procedure Document (SOP)

• Complete all required reports – daily, weekly, monthly

Account Management

• Maintains a consistent & qualified sales call plan per week

• Understand your clients booking trends, potential volumes and other preferred properties

• To have face-to-face meetings with key influencers and bookers from assigned clients

• To set clear call objectives and complete detailed call reports for each appointment including follow-up/chase system

• To grow list of account contacts to ensure best possible account penetration

• To gain a clear understanding of your accounts’ company structure and implement a plan to penetrate all relevant divisions

• To develop profiles for all key influencers, bookers and decision makers and include birthdays, anniversaries, personal preferences etc

Grading of clients for the database as follows:

• A client: 100 – 249 room nights per annum

• B client: 25 – 99 room nights per annum

• C client: 0 – 25 room nights per annum

Business Development

• To work closely with the Head of Sales to identify our competitors Top Accounts

• With support of the Sales & Marketing Co-ordinator, complete research on potential accounts

• To work closely with the Front Desk, Reservations & Banqueting Departments to collect all potential sales leads

• To be aware of key selling points of all properties within the group and to cross sell these on every relevant opportunity

• Attend all required meetings

• Provide a weekly sales update to the Sales Director

• Develops & grows leisure business from the leisure markets

• Develop & present a sales strategy & budget for the leisure markets in conjunction with the Sales Director

• Performs any additional duties that may be required or requested by the Sales Director

Performance Standards & Assessment

• The overall results of the properties in terms of sales volumes and key performance indicators

• Achievement of targets, room nights, conferences, banquets, events and functions sold

• Hotel/property revenue budgets will meet/exceed budgeted expectations

• Development of key clients and leads

• Timekeeping and appearance whilst on duty and representing the company outside of the properties

• The quality of the administration practiced and the records that are kept

• That Sales & Marketing expenses will be kept in-line with budgeted guidelines

Skills & Knowledge

• Minimum of 5 to 7 years’ experience in a Hospitality sales position, preferably in the hospitality or travel industry

• Computer literate: MS Word, PowerPoint, Excel and Outlook

• Sales diploma and/or equivalent

• Must have excellent interpersonal and communication skills

• Must have an eye for detail

• Must be able to plan, prioritise and work well under pressure, in a dynamic environment

• Must be a good team player and also have the ability and motivation to work under own instruction

• Excellent sales, influencing and negotiation skills

• Excellent public relations skills

• Ability to conclude contracts

• Corporate sales knowledge advantageous

• Must be able to do presentations

Organizational Relationships:

• Liaises with Heads of Department, in particular

• General Managers (when required)

• Front Office Managers

• Reservations

• Food & Beverage Management Team

• Executive Housekeeper (when required)

• Banqueting Departments

• Revenue Team