Summary
The Senior Sales Manager reporting to Director of Sales is responsible for identifying, developing and managing accounts within specific segments and develop new accounts or business opportunities within corporate travel industry/leisure generating and maximizing business potential of designated portfolio through daily sales activities.
The Senior Sales Manager will assist the Director of Sales to accelerate corporate, or Leisure client base by expanding the hotel’s business through executing the developed strategic plans to drive measurable and incremental sales revenue meeting revenue targets set within Mondrian. This position requires an excellent communication skill, both written and verbal and to have a proactive and growth mind-set to work towards a successful hotel sales strategy.
Business Development
- Solicit new and existing accounts to meet/exceed revenue goals through telephone solicitation, outside sales calls, site inspections and written communication.
- Meet or exceed personal sales solicitation call goals based on a minimum of 5 daily appointments covering existing and prospective accounts.
- Responsible for administration of all support services including but not limited to responding to emails and correspondence, input and maintenance of databases.
- Maintains a high profile within trade and professional associates dealing with their market area/segment(s)
- Interacts with individuals outside the hotel within their sales area including, but not limited to clients, local hotel associations and other members of the local community
- Solicit corporate, consortia and leisure accounts directly and jointly with others through the preparation, execution and completion of Action Plans
- Implements all Sales Action Plans related to their sales area as outlined in the Revenue/Business Plan
- Within established parameters, quote and negotiate prices with customer representatives confirming reservations by letter and drawing up contracts; sign for the hotel and obtain customer signature to close the transaction
- Upon contracting accounts, this position will be responsible for ongoing account management with contracted accounts and setting of production targets on a quarterly basis
- Achieve established room night and revenue goals as outlined in the agreed upon incentive and annual business plan
- When appropriate, and with agreement with the DOSM, to attend major travel functions (trade shows, associations) that deal specifically with their marketing responsibility
- Plans sales trips, under the direct approval of the DOS, to major marketing areas, calling on accounts within their specific marketing area
- As directed, compile and input market intelligence information to the Sales Information Management system
- Develop and maintain knowledge of market trends, competition and customers
- Actively promote and produce sales leads for other sister hotels and for in house sales staff
- Provides feedback to the DOS/DOSM/DOR on changing conditions, including trends in the competition, as a result of direct solicitation, telephone and direct mail, in their market areas.
- Arrange FAM and Site inspection trips to hotels by major clients and accompanies clients
- Meets deadlines for assigned tasks
- Establishes and maintain files on major active accounts within their marketing area/segment(s)
- Establishes and maintains effective employee relations
- Performs related duties and special projects as assigned
- Maintains punctuality and good timekeeping and appearance
- Trains and develops sales executives and sales coordinator and staff reporting to them in designated sales and marketing areas
- Preparation and completion of timesheets, Rota’s, holiday schedules, in line with business needs, as and when required
- Preparation and completion of Purchase Orders as and when required
- Undertake and complete any special projects, tasks or other reasonable request by your department head and/or Hotel Management
- Prepare correspondence to customers, internal booking reports and file maintenance
- Participate in daily RevMax meeting, pre-convention meetings, training and other sales-related meetings as required
- Work with other departments within the hotel to provide quality service to customers
- Attend local trade shows, community events and industry meetings.
Take ownership of daily sales activities and maximize the productivity by following a system of weekly and monthly action plans
Other duties assigned by the Director of Sales when required from time to time
