Head of Leisure Sales Hotel

Summary

The Head of Leisure Sales is solely responsible for all local and international sales activities with a specific focus on selling to the hotel’s leisure market. Heavy emphasis will be placed on building a strategy and maintaining relationships within this market while mentoring and guiding the leisure segment team.

Key Results Areas

• Researches, establishes and assists in writing the Sales Plan incorporating all areas within each property within the group
• Develops relationships with the major clients and establishes new clients for the properties within the group
• Produces the necessary reports required by the Director of Sales /or Management
• Ensures that research work is carried out in accordance with the Group policies and procedures (refer to Group SOP Manual)
• Keeps the necessary records detailing progress with clients and adheres to the “Chase System”

Organisational Relationships

Liaises with Heads of Department, in particular

• General Managers (when required)
• Front Office Managers
• Reservations
• Sales Segmentation Heads
• Leisure Sales Team
• Food & Beverage Management Team
• Executive Housekeeper (when required)
• Banqueting Departments
• Revenue Team

Responsibilities:

Sales Administration

• Ensure all account correspondence is kept in updated files
• All actions listed in account files have the appropriate trace dates
• All client files have complete details of contact names, telephone, fax, email etc which must be loaded and kept up to date in Sales Force
• Ensures that research work is undertaken in accordance with accepted research standards and growing competitor market intelligence (ie. Competitor rates & key accounts)
• Fosters good relationships with key contacts & product buyers in the leisure sector both locally and internationally.
• Assist in increasing the number of contacts we have recorded on our Top Accounts and have a plan to send these contacts regular notes and sales information/specials both locally and internationally.
• Visits potential clients to sell the facilities within each property.
• Attends such meetings as deemed necessary by the Director of Sales
• Assist in planning & hosting all necessary FAM/Sales Trips/site inspections to each property.
• To update and check as necessary all company rates
• Guide and lead leisure segment team in alignment to the leisure strategy
• Attends and assists the Director of Sales in organising participation at trade exhibitions/workshops both locally and internationally.
• Performs all necessary administrative duties as laid out in the Group Operating Procedure Document (SOP)
• Complete all required reports – daily, weekly, monthly

Account Management

• Maintains a consistent & qualified sales call plan per week including your teams’ actions and plans according to the sales plan and in line with the budget for the year.
• Understand your clients’ booking trends, potential volumes and other preferred properties
• To have face-to-face meetings with key influencers and bookers from assigned clients
• To set clear call objectives and complete detailed call reports for each appointment including follow-up/chase system
• To grow list of account contacts to ensure best possible account penetration both locally & internationally.
• To gain a clear understanding of your accounts’ company structure and implement a plan to penetrate all relevant divisions
• To develop profiles for all key influencers, bookers and decision makers and include birthdays, anniversaries, personal preferences etc

Business Development

• To work closely with the Director of Sales to identify our competitors Top Accounts
• With support of the Sales Co-ordinator, complete research on potential accounts
• To work closely with the Front Desk, Reservations & Banqueting Departments to collect all potential sales leads
• To be aware of key selling points of all properties within the group and to cross sell these on every relevant opportunity
• Attend all required meetings
• Provide a weekly sales update to the Director of Sales
• Develops & grows leisure business from the international markets.
• Develop & present a sales strategy & budget for the local and international leisure markets.
• Performs any additional duties that may be required or requested by the Director of Sales

Performance Standards & Assessment

• The overall results of the properties in terms of sales volumes and key performance indicators
• Achievement of targets, room nights, events and functions sold.
• Hotel/property revenue budgets will meet/exceed budgeted expectations
• Development of key clients and leads
• Timekeeping and appearance whilst on duty and representing the company outside of the properties
• The quality of the administration practiced and the records that are kept
• That Sales expenses will be kept in-line with budgeted guidelines.

Skills & Knowledge

• Minimum of 5 years’ experience in an international sales position as well as managing a team, within the hospitality industry
• International trade experience with key contacts, preferably
• Computer literate: MS Word, PowerPoint, Excel, and Outlook
• Sales diploma and/or equivalent
• Experience with sales tracking tools - Salesforce
• Must be willing to travel extensively internationally and locally.
• Must have excellent interpersonal and communication skills
• Must have an eye for detail
• Must be able to plan, prioritise and work well under pressure, in a dynamic environment
• Must be a good team player and also have the ability and motivation to work under own instruction
• Excellent sales, influencing and negotiation skills
• Excellent public relations skills
• Ability to conclude contracts