Hotel: International Sales Manager

**Summary**:
The International Head of 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.
**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 Commercial Director /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
- 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
- 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 Commercial Director
- Assist in planning &
hosting all necessary FAM/Sales Trips/site inspections to each property.
- To update and check as necessary all company rates
- Attends and assists the Commercial Director 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 Commercial Director 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 Commercial Director
- 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 Commercial Director
**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
- Must be willing to travel extensively internationally and locally.
- Must ha