Cluster Sales Manager - Corporate and Long Stay

Role Overview

Planning and Organization

• Develop a timely and achievable personal business plan with the Director of Sales and Marketing.
• Maintain complete records of sales agreements, contracts, and quotations in line with hotel policies and procedures.
• Understand contribution margins and work with department heads to maximize operating results.
• Achieve targets for new active accounts, room nights, banquet covers, and revenue.
• Plan approved sales trips and attend trade shows and exhibitions.
• Arrange hotel site inspections, lunches, and dinners.

Sales Operations

• Generate and maintain corporate-segment customers through face-to-face sales calls, telephone calls, and entertainment.
• Attend corporate functions and promotional events to promote hotel rooms, catering, and other services.
• Solicit and service corporate and group business.
• Quote and negotiate corporate contracts and group business within established parameters.
• Maintain an average of 25 sales calls per week and at least two account entertainment activities per week.
• Monitor account revenue and business production and maximize upselling opportunities.
• Maintain account histories, major-account files, and the account management system.

Targets and Coordination

• Implement sales objectives and action plans to meet or exceed monthly and yearly forecasts.
• Coordinate with international sales offices on accounts and markets where applicable.
• Follow approved selling strategies during negotiations and involve the Director of Sales and Marketing when required to close contracts.
• Support other divisions according to hotel priorities and anticipated business levels.

Requirements

• Ability to achieve targets for new active accounts, room nights, banquet covers, and revenue.
• Ability to develop and maintain corporate and group business accounts.
• Ability to quote and negotiate corporate contracts and group business within established parameters.
• Ability to maintain accurate account histories, sales agreements, contracts, quotes, and account records.
• Understanding of contribution margins and their relationship to operating results.