Corporate Sales Manager

Principle Accountabilities:

To maximize all sales and revenue generating opportunities. To develop new and strengthen existing business opportunities with a particular emphasis on growing the hotels Corporate and Conference Bedroom market share. A secondary focus is on growing the local leisure sector for food, beverage, and other leisure-based offerings. You will also work in conjunction with the hotel events, marketing and revenue teams to achieve Hotel budget and personal targets.

Knowledge:

• To be fully aware of The Hotels products and services and those of the competitive set locally and nationally.
• Understand hotel pricing structure and be familiar with current rates in the market
• Understand of hotel seasonality, need periods and periods of high demand
• Understanding of the corporate travel market including Global Distribution Systems as a channel to the corporate market
• Understanding of social media communications
• Ability to work on own initiative

Key responsibilities:

• To achieve Corporate Rooms, Conference Rooms, Meeting & Events and Food & Beverage hotel sales targets. Targets will be agreed on an annual basis.
• To compile, implement and proactively manage the Hotels annual sales activity plan which includes the following key documents: - Annual sales activity plan
• To successfully carry out an agreed programme of activity as per the performance management plan for the hotel sales department.
• In cooperation with Financial Controller, adhere to sales budgets, analyse results and implement corrective actions as required.
• To assist in the production of the annual sales & marketing plan with the direction of the director of revenue & brand to include a detailed spend analysis on all planned sales expenditure across all departments.
• Maintain and develop new and existing business opportunities.
• Research scope (cold calls, Internet, existing databases etc) for new business and follow up on any opportunities identified to the end of securing new business (Bedrooms, MICE, Food & Beverage)
• Follow-up calls on all sales leads, enquiries – passing on leads to other sales personnel/management in the hotel where appropriate.
• To schedule and carry out property site visits with current and prospective clients, as appropriate.
• To monitor service quality via receipt of client feedback, both positive and constructive, and communicate to operations team.
• To compile Weekly/Monthly Sales Reports as required and a weekly sales activity report for the director of revenue & brand and company directors.
• To drive the Hotel’s sales through all relevant channels including: GDS (Global Distribution System), Corporate Direct, Corporate Events, MICE Channels, Local Residents
• To manage all aspects of the corporate rate contracting process
• To continuously monitor and report on competitor activity with a view to maintaining competitiveness and feedback information to the management team & relevant departments.
• To coordinate and monitor all research campaigns designed to deliver new business prospects for the hotel.
• To manage and coordinate regular database maintenance with agreed parameters.
• To plan and organise Fam Trips, site inspections and Sales promotions as required and represent The Address Connolly at consumer promotions, trade exhibitions, seminars & workshops, and follow up leads where required.
• To attend events held in the hotel and offsite when required.
• To represent and maintain regular contact with local networking groups and trade bodies.
• To work closely with the Group marketing team to ensure that all local marketing opportunities are exploited in line with the Sales & Marketing plan.
• To maintain and continuously develop the company CRM system to ensure the accurate recording of relationships with your customers.
• To support the planning and effectively execute ‘Database Marketing’ to target markets including Mail shots and Ezines in association with the group marketing department.
• Dealing with clients on telephone and email and responding to all requests and sales leads in a timely and professional manner endeavouring to convert enquiry to sale.
• To manage and develop other members of the sales team to ensure high performance against the performance management plan.
• To strategically manage key accounts and ensure a high level of account management is achieved.
• To ensure all sales administration work is complete, follow-up calls, research calls, rate contracts etc and communicate all negotiated rates to reservation, front office and accounts.
• To be strategic in establishing lasting, favorable relationships with customers/ accounts and provide them with an intelligent, co-operative professional service.
• Strive to meet measurable targets and goals as per the performance management plan.
• To become an active member/colleague of the company sales & marketing team and attend regular hotel and company meetings as required.
• Comply with all company procedures to include all statutory procedures- Fire Health & Safety, hygiene.
• To carry out any other reasonable task as assigned by management to meet with business needs.

Brand Standards:

• To ensure all printed material, advertising and promotions are approved by the director of brand & revenue before issuing.
• To ensure that all branded materially used in the hotel or circulated from the hotel is in line with brand stands
• To promote all marketing initiatives where appropriate.
• To ensure that the agreed level of branded stock is to hand and all hotel publicity material is monitored.

Quality & Customer Service:

• To work with the hotel team to ensure new & existing companies are looked after, ensuring they receive excellent service to grow a loyal relationship with the customers.
• To deal with any queries or complaints that may arise in a professional and efficient manner, making sure to notify the relevant manager of any problems that have occurred.

Communication, Teamwork & Leadership:

• To attend weekly/monthly sales meetings & regular meetings with the management team as requested.
• To lead by example, specifically with regard to personal presentation, punctuality, attendance, application to work, team work and customer care.
• To be flexible with regard to working hours, travel and place of work
• To be conscious of expenditure in relation to travel, accommodation etc, and to find the best value when possible.