Sales Executive

Roles and responsibilities

• To acquire, develop and manage local corporate business and government accounts according to the set business mix strategy.
• Ensures maximum acceptance in RFPs.
• To acquire, develop and manage business travel agent accounts (BTA) according to the set business mix strategy.
• To constantly monitor the market and the competition and report on threats and opportunities.
• To provide accurate and timely reporting on segment and account production and propose tactics and strategies to improve revenue or avoid shortfall.
• Implements and executes all sales objectives and action plans to reach and exceed targets set.
• Quotes and negotiates prices with customers for transient, long stay and group business with established parameters.
• Establishes and maintains files of major accounts and ensures maintenance of the accounts in the management system.
• Understands the overall market, including competitors’ strengths and weaknesses, economic trends, supply and demand and knows how to sell against them.
• Ensures that selling strategies are adhered to during negotiations and maximizes upselling opportunities whenever possible.
• Gains understanding of the property’s primary target customer and service expectations; serves the customer by understanding their business, business issues and concerns to offer better business solutions.
• Cross sells brand across MOHG portfolio through MObilise programme.
• Ensures all requests are handled in the time frame set by the company.
• Attends weekly and monthly department meetings and prepares account performance accordingly and contributes with market and customer feedback.
• Covers accounts when required by Department Head.
• Supports customer loyalty and property’s brand standards by delivering service excellence throughout each customer experience.
• Services our customers in order to grow share of the account.
• Builds strong relationships with customers, Guests and Team Members in order to gain full understanding of their needs and work to serve them effectively.
• Sets a positive example for Sales, Reservations and Conference Sales teams.
• Handles guest complaints and disputes.
• Ensures an excellent working relationship with all colleagues within the hotel.
• Utilizes all available on the job training tools for colleagues.
• Conducts site visits as required by hotel operation.
• Participates in Client Entertainment with Sales Department as required.
• Joint Sales calls with team as required.

Desired candidate profile

1. Sales and Negotiation Skills

• Lead Generation: Identifying and nurturing potential leads through various methods (cold calling, networking, inbound leads, etc.).
• Pitching: Crafting and delivering compelling sales pitches tailored to customer needs.
• Negotiation: Negotiating terms, pricing, and deals that benefit both the client and the company.
• Closing Deals: Ability to move prospects through the sales funnel and close deals efficiently.

2. Product Knowledge

• In-depth Understanding: A strong grasp of the product or service you’re selling to effectively communicate value propositions.
• Industry Knowledge: Familiarity with the market, competitors, and trends that impact sales.
• Custom Solutions: Ability to match product features with customer needs and present tailored solutions.

3. Customer Relationship Management (CRM)

• CRM Software Proficiency: Knowledge of CRM tools (e.g., Salesforce, HubSpot, etc.) to manage leads, contacts, and sales pipelines.
• Client Retention: Nurturing long-term relationships with clients through consistent follow-up, service, and support.

4. Communication Skills

• Verbal Communication: Strong speaking abilities to present ideas clearly, persuasively, and confidently.
• Written Communication: Crafting professional emails, proposals, and presentations.
• Active Listening: Understanding customer pain points and needs through attentive listening.

5. Problem-Solving and Objection Handling

• Overcoming Objections: Skill in addressing and overcoming customer objections in a way that reassures and persuades.
• Solution-Oriented: Offering creative and practical solutions to address customer concerns or challenges.

6. Time Management and Organization

• Prioritization: Effectively managing multiple leads, opportunities, and clients while meeting deadlines and quotas.
• Pipeline Management: Keeping track of various stages of the sales cycle and ensuring no lead is neglected.

7. Persuasion and Influence

• Building Trust: Establishing credibility with clients and gaining their trust.
• Motivational Selling: Using persuasive language and techniques to encourage prospects to make decisions.

8. Market Research and Data Analysis

• Research Skills: Conducting market research to understand customer behavior, competitor strategies, and market conditions.
• Data-Driven Decisions: Using data and analytics to refine sales strategies and optimize outcomes.

9. Resilience and Adaptability

• Handling Rejection: Dealing with rejection in a positive and productive manner, learning from setbacks.
• Adaptability: Adjusting strategies based on feedback or changing market conditions.