- Cape Town CBD
- Salary: Market Related
- Job Type: Permanent
- Sectors: Hospitality Sales Travel & Tourism
- Reference: 2174114
Vacancy Details
Employer: Bright Placements
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.
Required Skills
- Sales Manager: 5 to 6 years
- Hospitality Service: 5 to 6 years
Candidate Requirements
· 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
5 people have applied for this job. 299 people have viewed this job.
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