The Sales Executive will be responsible for managing an account portfolio with the aim to generate and maximise hotel revenue and market share. Key to this role is building relationships and developing networks within new and existing accounts in order to increase revenue and conversion.
Duties and Responsibilities
FINANCIAL RETURNS
· Validate the potential of assigned accounts and create account plans as per the IHG hotel standard operating procedures
· Grow assigned accounts so to meet fixed 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 interactions 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 the Sales Manager where appropriate on sales calls and sales meetings
· Communicate to his/her superior any issues encountered and other relevant information
· Attend and participate in training sessions, daily briefings and other meetings as required
· Where applicable, supervise, guide and train Sales Coordinators in carrying out their responsibilities
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 (i.e. Delphi; Opera; etc.) 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 sales and marketing executive 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
· 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
QUALIFICATIONS AND REQUIREMENTS
Degree or Diploma in Marketing, Business or Hospitality Management desired, and a minimum of one year of relevant Sales experience in Hospitality or a related service industry.
Expected to possess the following skills:
· In-depth knowledge of sales principles and techniques
· Effective communication and negotiation skills
· Strong knowledge of hotel products, rates and marketing programmes
· Excellent PC skills (including MS Office)
· Ability to develop strong relationships with customers and other stakeholders
· Knowledge and experience of Sales Systems (i.e. Delphi; Opera; etc.) is advantageous
