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

C & G Hospitality Recruitment T/A Hotelrecruiters; Randburg; On-site; ZAR 500 000 - 700 000; Full time

Job summary

A leading hospitality recruitment agency is seeking a seasoned Sales Manager to be based in Gauteng. The successful candidate will provide support to Regional Sales teams, managing key sales accounts and developing relationships within the hospitality sales markets. A minimum of 5 to 7 years’ experience in hospitality sales, excellent interpersonal skills, and a strong understanding of account management are essential for this role. This position demands a results-oriented professional adept at fostering client relationships and achieving sales targets.

Qualifications

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

Responsibilities

• Develop relationships with major clients and establish new clients for the properties.
• Ensure all account correspondence is kept in updated files.
• Produce the necessary reports as required by Head of Sales.

Skills

Sales experience

Interpersonal skills

Negotiation skills

Computer literacy

Presentation 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