MICE Sales Manager

30 Jul 2010 15:34:10

Purpose/Scope

To sell events, groups and incentive facilities and other Food & Beverage outlets by servicing existing clients and assisting in identifying and securing new business to meet forecast levels of revenue.

Main Duties

• To effectively manage existing accounts for the hotels. This involves potential needs analysis, determining strategies and revenue targets, relationship building, brick walling activities, monitoring performance and rate negotiation.

• To undertake at least 10 client site inspection/visits/sales calls per week liaising with the Banqueting Department and Groups Department to ensure sales action is not duplicated in any area.

• To co-ordinate and attend specific industry events and trade shows, representing the hotels and keep a high profile in the marketplace.

• To co-ordinate sales blitzes in Europe on a regular base to secure business and awareness of the Hotel/s.

• To initiate and escort targeted client familiarization trips and organize regular entertainment functions with new and exciting clients.

• To develop new business from the corporate market, Incentives, DMC’s and other sources of business.

• To provide feedback and explain variances to the DOS on all sales-related activities, including competitors and recommend what action should be taken to remedy significant variances.

• Follow up with clients who have used facilities in the past, including clients who have cancelled, to generate bookings.

Operational

• To participate in the weekly S&M Meeting and update of sales action plan.

• To attend a monthly review meeting with an update of all actions been taken.

• To represent the sales function and the needs of the hotel internally through establishing excellent working relationships with all hotel departments.

• To liaise with the US Representative to convert as many bookings as possible.

• To maintain all aspects of competitor awareness and market conditions and provide regular feedback to management.

Administration

• To submit a monthly sales report to the DOS.

• To complete all correspondence to clients in a professional and timely fashion ensuring that administration falls within corporate identity guidelines.

• To maintain accurate accounts and data on all active and potential accounts, to monitor this data via NetHotel and DELPHI systems and through an effective and efficient office administrative systems.

• Co-ordinate banqueting direct mailings in liaison with the Banquet Manager ensuring any rate information and promotions are forwarded to clients promptly.

Financial

• To maximize yield from major accounts in the most efficient and cost effective manner.

• To increase F&B and Room rental revenue and profits of both hotels through establishing and maintaining good relationships with a number of clients, working to meet sales targets as assigned.

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MICE Sales Manager