Senior Sales Manager - MICE

Job description

Operational

· Ensures professional sales Calls using Hyatt’s Consultative Selling principles and SMART Selling philosophies.
· Carefully plans Sales Calls into defined objectives.
· Maintains a detailed knowledge of Hotel facilities, features and services.
· Conducts extensive competitor researches and maintains excellent Product Knowledge of the hotel.
· Ensures systematically and efficiently calls on allocated Accounts within location and reports findings and opportunities to the Director of Sales.
· Pre-qualifies and targets prospects, utilising Delphi database and develops appropriate and effective sales solicitation strategies to increase hotel’s market share.
· Professionally conducts routine telemarketing activities to identify new business opportunities. Follows up sales leads to identify prospect.
· Meets and greets VIP guests upon arrival/ departure.
· Plans and makes Sales trips to the parties concerned which is our current and potential clientele to explore into new business opportunities.
· Entertains and conducts hotel inspections to relevant representatives/ delegates whenever required.
· Establishes strong contacts to source for information in regard to planned and up coming functions/ events.
· Assists Sales Buddy to follow-up on all matters in the absence of Sales Buddy.
· Reviews and constantly seeks Productivity level improvements through the process of “taking work out of the system” (when appropriate) and thorough streamlining of work process.
· Implements all sales action plans related to responsibility areas as outlined in the Marketing plan.

Financial

· Achieves the monthly and annual personal target contributing to the Sales revenue.
· Develops and reviews Personal Business Plan which is linked to the Hotel’s Annual Business Plan.

Marketing

· Conducts extensive competitor research and maintains excellent Product Knowledge of the Hotel.
· Constantly monitors and evaluates local, national and international market trends, and the competitor hotels’ sales initiatives, in order to make sure the hotel’s sales remain competitive and cutting edge.
· Ensures a high level of exposure for Hotel through direct sales solicitation via telephone, contracts and written communications.

Personnel

· Ensures all associates maintain an updated awareness of Hotel product knowledge, current promotion, policy changes and appropriate internal communication.
· Assists in the recruitment and selection of Sales associates if required. Adheres to hotel guidelines when recruiting and uses a competency-based approach to selecting associates.
· Assists to oversee the punctuality and appearance of Sales associates, making sure that they wear the correct uniform and maintain a high standard of personal appearance and hygiene, according to the hotel and department’s grooming standards.
· Maximises the effectiveness of associates by developing each of their skills and abilities through the appropriate training, coaching, and/or mentoring.
· Assists to conduct annual Performance Development Discussions with associates and to support them in their professional development goals.
· Assists to plan and implement effective training programmes for associates in coordination with the Training Manager and Departmental Trainers.
· Encourages associates to be creative and innovative, challenging and recognising them for their contribution to the success of the operation.
· Supports the implementation of The People Philosophy, demonstrating and reinforcing Hyatt’s Values and Culture Characteristics.
· Supports the implementation of changes as a result of the Associate Opinion Survey.

Administration

· Ensures that an efficient and accurate filing system, both manuals as well as electronic, is maintained at all times.
· Maintains complete and supported records of all Sales Agreements, Contracts and Quotations for the Hotel.
· Establishes an efficient trace file to ensure that all business booked is properly tracked.
· Submits Sales report to Director of Sales in a timely manner.
· Provides accurate reporting of business booked to the Sales Coordinator for monthly consolidation.

Desired profile

Qualifications :

·  Minimum 2+ years of experience in similar position.
·  Ideally with a relevant degree or diploma in Hospitality or Tourism management.
·  Excellent problem solving and interpersonal skills.
·  Demonstrate a growth mindset
·  Coach, mentor & Empower T.E.A.M.