Sales Manager

Roles and responsibilities

• Responsible for key account management on an assigned account base or geographic area, ensuring revenue maximization, achievement of personal targets and increasing fair market share versus competitor set.
• Responsible for prospecting new accounts.
• Responsible for all segments of assigned geographical markets
• Conduct site inspections.
• Adhere to the Corporate SOP’s.
• Follow up of tentative bookings in the assigned markets.
• Detailed knowledge of competitor set.
• Detailed knowledge of all services provided by the Hotel and all relevant facts and figures of hotel.
• Responsible for timely contracting from the client base responsible for.
• SMART contracting to ensure optimum yielding during annual rate negotiations.
• Attend trade shows, sales blitz, workshops, etc. in the assigned markets.
• Assist the Director of Sales / Director of Commercial Strategy in defining an annual sales action plan and execute set actions accordingly.
• Assist the Director of Sales / Director of Commercial Strategy with the preparation of the annual budget by providing statistics and forecasts of account productions.
• Execute sales actions within set cost budget structure.
• Document all sales actions in SFA (S&C).
• Update OPERA contact database at all times.
• Understand, and follow the Hotel's Sales Vision.
• Participation in Duty Manager rota.
• Mandarin Speaker preferred.
  

Additional responsibilities and tasks can be added at any time according to the needs of the business and of the hotel.

Desired candidate profile

A Sales Manager is responsible for overseeing the sales operations of a company, ensuring that the sales team meets or exceeds sales targets, and driving business growth. They lead the sales team, develop sales strategies, and ensure that the company’s products or services are marketed effectively to the right customer segments. A Sales Manager plays a key role in generating revenue, managing customer relationships, and aligning sales strategies with business objectives.

Key Responsibilities of a Sales Manager

1. Sales Strategy Development

• Sales Planning: Develop and implement sales strategies to achieve business goals and revenue targets. This includes identifying key markets, potential clients, and competitive strategies.
• Target Setting: Establish clear and measurable sales targets for individual sales representatives and the team as a whole. Monitor and adjust these targets as needed to meet company goals.
• Market Research: Conduct market analysis to identify customer needs, emerging trends, and competitor activity. Use this information to refine sales strategies and capitalize on market opportunities.

2. Team Leadership and Management

• Sales Team Management: Lead, manage, and motivate a sales team to achieve their targets. Provide guidance and support to ensure team members are performing at their best.
• Training and Development: Recruit, train, and develop new sales staff. Provide ongoing training to keep the team updated on sales techniques, product knowledge, and industry developments.
• Performance Monitoring: Set clear performance metrics for the team and evaluate individual sales performance. Offer constructive feedback and conduct regular performance reviews.
• Coaching & Mentoring: Act as a mentor to sales representatives, providing feedback and guidance to help them achieve personal and professional growth.

3. Sales Operations and Performance

• Sales Forecasting: Provide accurate sales forecasts based on market conditions, past sales data, and team performance. Adjust forecasts and strategies as needed based on changing circumstances.
• Pipeline Management: Oversee the sales pipeline, ensuring that sales representatives are managing leads and prospects effectively. Ensure a continuous flow of qualified leads and opportunities.
• CRM Management: Utilize customer relationship management (CRM) systems to track leads, customer interactions, and sales progress. Ensure that the system is updated regularly with accurate data.
• Reporting & Analytics: Prepare and present regular sales reports to upper management, analyzing performance trends, identifying opportunities for growth, and making recommendations for improvement.

4. Customer Relationship Management

• Client Acquisition: Work with the sales team to attract new customers, convert leads into sales, and expand the customer base. Develop strategies for prospecting, qualifying leads, and closing deals.
• Account Management: Build and maintain relationships with key clients and existing customers. Ensure customer satisfaction and address any issues or concerns that may arise.
• Negotiation & Closing: Lead negotiations with key clients, ensuring that agreements are mutually beneficial and aligned with company objectives. Close high-value deals and ensure customer retention.

5. Collaboration with Other Departments

• Cross-Functional Collaboration: Work closely with marketing, product, finance, and customer support teams to ensure alignment of sales goals with overall company objectives.
• Feedback Loop: Communicate customer feedback to product development and marketing teams to help improve product offerings, customer experience, and sales messaging.
• Promotions & Campaigns: Collaborate with the marketing department to develop promotional campaigns, discounts, or offers that support the sales strategy.

6. Sales Process Improvement

• Continuous Improvement: Continuously evaluate and improve the sales process to ensure efficiency, maximize revenue generation, and minimize bottlenecks or inefficiencies.
• Sales Tools & Technology: Stay updated on the latest sales tools, technologies, and best practices. Implement new tools to improve productivity, streamline sales processes, and enhance customer engagement.
• Customer Insights: Gather customer insights from the sales team and use this information to enhance future sales strategies.

7. Budgeting and Financial Oversight

• Budget Management: Manage the sales department budget, ensuring resources are used efficiently. Track expenses related to travel, marketing, and sales initiatives.
• Profitability: Monitor the profitability of sales deals, ensuring that margins are maintained and that costs are controlled without sacrificing quality or customer satisfaction.