Sales Manager

Roles and responsibilities

The Sales Manager - Leisure's primary purpose is to maximize the hotel's sales revenue by proactively attracting and securing new business opportunities. He/she is responsible for creating and maintaining strong relationships with clients, meeting their needs, and exceeding their expectations to promote repeat business.

Main Responsibilities

• Develop, implement and execute comprehensive sales strategies to achieve individual revenue goals and increase market share.
• Identify and target key market segments and develop strategies to capture new business opportunities.
• Generate and maintain customers of defined accounts through sales activities (face to face calls, telephone calls, site inspections etc.)
• Establish and maintain strong relationships with local DMCs, overseas Tour Operators and other client groups (ie Corporate and Mice if applicable as per specific market segmentation) to generate leads and secure sales.
• Conduct market research to stay updated on industry trends, competitor activities, and customer preferences, and use the insights to set-up sales and marketing strategies, to be shared and discussed with the Director of Sales & Marketing.
• Monitor own sales performance, analyse sales data, and generate regular reports to evaluate progress, identify areas for improvement, and recommend corrective actions. Closely monitoring of own accounts performance and production from managed accounts.
• Develop and negotiate sales contracts and pricing agreements with clients to maximize revenue and profitability while maintaining strong customer satisfaction.
• Work closely with the operations team to ensure smooth handover of bookings, efficient guest service delivery, and seamless event execution.
• Maintain a high level of knowledge about the resort's facilities, services, promotions, and local attractions to effectively communicate with customers and address their needs.
• Handle site inspections with individual clients or groups (if required also on weekends/evenings).
  
  

Key Competencies

• Communication & interpersonal skills
• Sales & Negotiation skills
• Market knowledge
• Proactive and driven

Desired candidate profile

1. Sales Strategy and Planning

• Market Analysis: Ability to analyze market trends, competitor activities, and customer needs to identify opportunities for growth and adjust sales strategies accordingly.
• Sales Forecasting: Developing accurate sales forecasts to ensure that the sales team is aligned with business goals and the company’s revenue targets.
• Strategic Sales Planning: Creating detailed sales plans, including identifying target markets, setting goals, and planning tactics for approaching potential clients.

2. Leadership and Team Management

• Team Leadership: Leading, motivating, and coaching the sales team to achieve sales goals. Providing guidance and fostering an environment of collaboration and accountability.
• Performance Monitoring: Tracking team performance, setting individual sales targets, and providing constructive feedback to team members.
• Training and Development: Conducting training sessions to ensure the sales team is well-equipped with product knowledge, sales techniques, and customer service skills.

3. Customer Relationship Management (CRM)

• Client Acquisition: Developing strategies for identifying, approaching, and acquiring new clients. This may involve cold calling, networking, and attending industry events.
• Customer Retention: Maintaining strong relationships with existing clients to encourage repeat business and referrals. Implementing customer loyalty programs and follow-up systems to keep clients engaged.
• Negotiation Skills: Ability to negotiate pricing, contracts, and terms with clients, ensuring both customer satisfaction and profitability for the business.

4. Communication and Interpersonal Skills

• Clear Communication: Strong verbal and written communication skills to articulate value propositions, present products/services, and convey key sales messages to clients and internal teams.
• Relationship Building: Developing strong relationships with customers, partners, and stakeholders to build trust and long-term business connections.
• Conflict Resolution: Ability to resolve customer concerns or conflicts professionally, maintaining client satisfaction while protecting the company's interests.

5. Sales Analytics and Reporting

• Sales Metrics: Using data and metrics to track sales performance, identify areas for improvement, and make informed decisions. This includes monitoring KPIs (Key Performance Indicators) such as conversion rates, average deal size, and sales cycle length.
• CRM Software: Proficiency with CRM software (e.g., Salesforce, HubSpot, Zoho) to manage customer data, track sales activities, and generate reports.
• Reporting: Creating detailed sales reports for senior management, outlining achievements, challenges, and opportunities for growth.

6. Problem-Solving and Decision-Making

• Solution-Oriented: Ability to understand client needs and present tailored solutions to solve problems or meet specific business requirements.
• Adaptability: Being flexible and adjusting strategies as needed to respond to changing market conditions, customer needs, or internal business objectives.