SCOPE

Responsible for achieving hotel target by optimising revenues through an assigned account base, as well as prospecting new clients in assigned markets. Assigned markets may change according to hotel needs. The key measurement of performance will be performance versus the Revenue goals.

OVERALL OBJECTIVES

The job of Senior Sales Manager / Sales Manager (Luxury Sales) is executed satisfactorily when:

• The Hotel achieves its Financial Objectives (including stretch target).
• The Sales Team that the person works with achieves their Revenue Objectives.
• The person achieves their Personal Objectives.
• The TTTT is carried out to the satisfaction of both the Director of Sales / Director of Sales & Marketing.

Qualifications MAIN RESPONSIBILITIES

• Responsible for key account management on an assigned account base or geographic area, ensuring revenue maximization, achievement of personal targets and increasing fair market share versus competitor set.
• To focus on lead generation through sales call (5 per day), conducting site inspections and entertainment of clients (3 per week).
• To actively secure RFP and Local Corporate accounts. To assist in managing and timely response of Corporate contract and RFP responses.
• Responsible to build, develop & maintain a portfolio of VIP client relationships by prospecting new clients, cross selling and offering suitable accommodation or F&B needs.
• Excellent presentation and interpersonal skills.
• Drives revenue from proactively up-selling room categories or creatively packaging the room with the required services.
• Engages in proactive selling of all of facilities (e.g., Spa, Golf, Restaurants) to guests from various segments (Corporate, Leisure as well as Group planners).
• Understands competitor’s strengths and weaknesses to differentiate the Brand from the competition during the site visit.
• Provides expert knowledge on local destination (e.g., local attractions, events, etc.).
• Monitors the effective resolution of guest issues that arise as a result of the sales process by creating mechanisms to channel issues to property leadership and/or other appropriate stakeholders.
• Implements the brand’s service strategy and applicable brand initiatives in all aspects of the sales process and drives customer loyalty by delivering service excellence throughout each customer experience.
• To actively secure groups. Focus on group conversion through timely follow through of prospect and tentative bookings.
• Adhere to the Corporate SOPs.
• Detailed knowledge of all services provided by the Hotel and all relevant facts and figures of hotel.
• Responsible for timely contracting from the client base responsible for.
• SMART contracting to ensure optimum yielding during annual rate negotiations.
• Attend trade shows, sales blitz, workshops, etc. in the assigned markets.
• To implement all sales related activities such as planning, monitoring and measuring all customer within the defined territory.
• Assist the Director of Sales / Director of Sales & Marketing in defining an annual sales action plan and execute set actions accordingly.
• Assist the Director of Sales / Director of Sales & Marketing with the preparation of the annual budget by providing statistics and forecasts of account productions.
• Execute sales actions within set cost budget structure.
• Document all sales actions in SFA (S&C).
• Update Opera contact database at all times.
• Cross sell other Kempinski Hotels.
• Understand and follow the Company Sales Vision.
• Participation in Duty Manager rota.
• Understand and strictly adhere to the Rules & Regulations established in the Employees Handbook and the Hotel’s policy on Fire, Hygiene, Health & Safety.
• Ensure that all potential and real hazards are reported and rectified immediately.

Additional responsibilities and tasks can be added at any time according to the needs of the business and of the hotel.