Sales Manager

The Sales Manager will be responsible for developing and managing an account portfolio with the aim to generate and maximise hotel revenue and market share.

DUTIES AND RESPONSIBILITIES

FINANCIAL RETURNS

· Identify new potential accounts and create account plans as per the IHG hotels Business Development standard operating procedures

· Develop identified portfolio to meet set goals and maximise profitability

· Gather information on current and prospective clients / contacts to generate incremental business

· Maintain effective control of sales expenses

PEOPLE

· Use both account interaction and publicly available tools to monitor competitors' activities as it relates to both the hotel and the portfolio of accounts and share relevant information with key stakeholders in line with hotel procedures

· Provide feedback to management on changing market conditions, including competition and market trends

· Involve Director of Marketing & Sales where appropriate on sales calls and sales meetings

GUEST EXPERIENCE

· Network within one’s portfolio of accounts to build relationships with key decision makers and other relevant staff

· Conduct client meetings as well as planning and coordinating site introduction tours and inspections

· Handle and manage clients’ queries or issues

· Be proactive and responsible for the follow up of new sales leads to enhance guest experience

· Develop and maintain contact with business generators (MICE Planner; travel agents; etc.)

RESPONSIBLE BUSINESS

· Ensure accurate and timely updating of an accurate record of all relevant activities in the provided Sales System for future reference and control purposes

· Update Account and Contact profiles, attach Account plans, ensure ‘live’ information for action

· Develop awareness and reputation of the hotel and the brand in the local community.

 Perform other duties as assigned.

ACCOUNTABILITY

This is middle level sales and marketing position in a full or limited service hotel and may include meeting space and/or catering facilities.

Performance of this role should be measured by the following key metrics:

· Key Performance Objectives set annually (as per IHG policy)

· Individual Account Plans

· No. of sales meetings / visits / calls

· No. of leads from new accounts

· No. of leads from existing accounts.

· Value of definite leads from new accounts.

· Value of definite leads from existing accounts.

· Process compliance as the indicated compliance in the Standard Operating Procedures.