Sales Manager/ Assistant Sales Manager (Proactive)

JOB SUMMARY

• Responsible for managing Special Corporate segment of the Hotel (i.e. RFP Accounts)
• To identify, solicit & prospect new business opportunities with potential revenue for all areas of the Hotel i.e. Guestrooms (Transient & Groups), catering events, F&B outlets, Retail etc.
• Build and strengthen relationships with existing and new corporate customers. Activities include sales calls, entertainments, sales trips, roadshows, site inspections etc.
• To meet and exceed individual and team sales targets.
• To generate a YOY ADR increase (stipulated %) for RFP accounts.
• To contribute positively to the Department Engagement Survey result by being proactive in all aspects of department and interdepartmental issues.

JOB DUTIES AND RESPONSIBILITIES

1. To meet and exceed individual assigned sales goals and share responsibility achievement of total department sales budget. Derive creative upsell initiatives.
2. To conduct 25 sales activities per week i.e. sales call, entertainment & site inspections.
3. To submit sales call report on weekly basis.
4. To identify and develop new potential accounts through organizing sales activities ie phone solicitation, physical sales calls, site inspections, trade shows, sales blitz, e-mail, research via news channels, online resources and telemarketing exercise etc. (to prospect at least 2 new accounts per week).
5. Develop sales plans to generate business from identified markets/accounts.
6. Determine corporate account needs and initiate sales activities of each assigned market/account to enable future bookings.
7. Assist with special projects / events that may be assigned.
8. Promote Marriott Bonvoy benefits (Transient and Events) and ongoing promotions to the customer in order to solicit and secure future business.
9. Actively participate in MI Leads Generation (Cross-property referral program) to meet property and team goals.
10. Continuously communicate the benefits and ongoing promotions of the hotel to the customer.
11. Management and growth of corporate accounts by tracking individual transient, group and catering production goals.
12. Negotiate transient rates for assigned accounts.
13. Gather market intelligence: new product ideas, competition activities, new customer trends and performance.
14. Support Sales Centre Team by providing information to close groups/catering.
15. Sell the benefits of the Sales Center/property sales and event management structure.
16. To ensure clean data of all accounts in Opera system / SFA including their team members.
17. To take lead on projects for customer focused events, i.e., Business Council, Partnership in Excellence and GCAW.
18. Be actively involved in ensuring prompt follow-up on incoming phone calls, site inspections, proposal / inquiries. Accuracy in booking, commitments to customer on all sales/operational documents and adhering to the standards set by the department in execution and filing of all said documents.
19. Be a team player motivating peers and subordinates in support of department goals in sales and operations. To manage and develop Interdepartmental relations while not compromising customer satisfaction, revenue, profitability or associate morale of department / Hotel. To initiate team building activities.
20. To share responsibility for development and training of direct reports.
21. To adhere to personal behavioural norms of integrity such as grooming, ownership, contactability, accountability, responsibility, visibility and punctuality.
22. Perform any duties assigned by immediate supervisor or department head according to changing business, economic, customer needs or restructure within Sales & Marketing department.
23. Any other duties as may be assigned from time to time.

JOB REQUIREMENTS

• At least a Diploma in Hospitality Management, Business Administration, Marketing, or a related field.
• Minimum 2 years of sales experience within the hotel or hospitality industry.
• Strong overall sales and communication skills.
• Understanding of hotel business mix needs of transient, group and catering events business.
• Confident, high-energy and enthusiastic.
• Ability to present ideas, expectations and information in a concise, well-organized manner.
• Excellent interpersonal conflict management skills.
• Software knowledge (Microsoft Office, Microsoft Excel).
• Good to have Hotel Sales systems knowledge (i.e. Opera S&C).
• Understanding and achieving team and individual goals.
• Effective time management skills.
• Understanding of sales strategies and account profitability.
• Demonstrated leadership skills.
• Demonstrated customer development and relationship management skills.