Digital Sales Manager

Roles and responsibilities

• This position is responsible for the development of new business within the Transient, Group and Events segments as well as maintenance of existing accounts to ensure maximum delivery.
• Attending Sales strategy meeting, pre-event/ functions meetings, training and other sales related meetings as required by the DOS/ DOSM.
• Manages the Sales teams (under the direction of the DOS/ DOSM), to ensure the efficient day to day operation of the Sales Department.
• In absence of the DOS/ DOSM, the Assistant DOS leads the team.
• Manages the office administrator/coordinator and supervises the execution of tasks assigned to the team.
• ADOS must demonstrate high energy levels in motivating the team and focuses on the team on providing consistently high levels of customer service, leading the rest of the team members, by example.
• Ensuring that the activities of all team members are aligned with hotel strategy and recorded in Opera or in Alternative Place accordingly.
• Aassists the DOS/ DOSM when needed in recruiting, directing, managing, training and counseling sales talents;
• Updates team on monthly results and updates the appropriate system accordingly.
• Manages the completion of all RFPs / FIT contracts solicitations ensuring they are completed accurately and in line with budgeted guidelines. Ensuring accurate follow up and communication both internally to reservations and accounting departments and confirmation to client;
• Manages all Weekly reports, consolidating and submitting the Month End Report to the DOS/ DOSM for review (including sales calls, site inspections, banquet figures, lost business, big gains etc)
• Ensuring that all members of the team utilise systems - BRAND RELATED and the external platforms, like Cvent, Meetingbroker, Hotelplanner etc. to their full capacity.
• Involved in the preparation of the annual departmental budgets - Topline and Bottomline initiatives.
• Approves space release for catering to maximize revenue in the absence of an Event Manager, if required.
• Participates in sales calls with members of sales team to acquire new business and/or close on business, where required.
• Executes and supports the operational aspects of business booked (e.g., generating proposal, writing contract, customer correspondence).
• Supervises the arrangement of FAM TRIPS in line with business needs, if requested by the DOS/DOSM. Conducts FAM trips and Site inspections if needed.
• If required, to plan and attend any trade fairs as a representative of the Hotels, ensuring that the quality image of the organisation is portrayed, and that every opportunity is taken to promote the Cluster Hotels;
• Proactively manages a pre-determined number of key accounts, assigned by the DOS/DOSM and key prospects and other active accounts to ensure maximum yield in line with budgetary objectives.
• Maintain valid call objectives and relevant action plans for each key account/key prospect and ensure all follow up is executed in a timely manner (typically within less than 24 hours). Ideally within 6 hours during working hours and 24 hours on a weekend.
• Proactively prospects new accounts for the hotel and other properties worldwide, within the own brand(s), following the sales process through to convert into 'producing' accounts.
• In conjunction with the DOSM, develops the sales strategy for the hotel, plans and manages its implementation, and responsible for communication this strategy to the sales team;
• Assist the DOS/DOSM in planning, development and implementation of promotional strategies and marketing plans;
• Create and implement programs to achieve greater profitability through increasing average rate, overall occupancy and increased business volume;
• Maintains knowledge of market, competition and customers.
• Responsible for sales department statistics: Supervises completion of reports, attendance schedule and sales calls schedule of the team;
• Liaises with DOS/DOSM in the delivery of specific hotel marketing projects such as production of sales collateral and advertising campaigns etc in partnership with the Marketing Department.
• Maintain Company Brand Standards within the cluster hotels.
• Conducts and attends maximum Sales-Related and Mandatory Brand Trainings, in order to share knowledge and guide the team, where needed.
• Conducts a minimum of 5 -Face to Face Sales Calls daily, 2 Entertainments weekly and 5 Telesales daily, to support the business needs and coverage of the property(es).
• Performs other duties, as assigned, to meet business needs.

Desired candidate profile

1. Sales Leadership and Strategy

• Sales Planning: Developing and implementing effective sales strategies across multiple properties or locations to achieve revenue targets.
• Team Leadership: Leading, motivating, and managing a team of sales professionals across a cluster of properties, ensuring they meet their individual and collective sales goals.
• Sales Target Management: Setting realistic and measurable sales targets for the cluster, monitoring performance, and adjusting strategies to achieve the targets.
• Sales Coaching: Providing ongoing coaching and mentorship to sales team members, helping them to refine their skills and improve performance.

2. Market and Industry Knowledge

• Market Research: Understanding market trends, competitor analysis, and the needs of the target audience to strategically position the cluster properties.
• Industry Awareness: Keeping up to date with developments in the hospitality and tourism industries, as well as changes in consumer behavior.
• Revenue Management: Working with the revenue management team to maximize room rates, occupancy levels, and ancillary revenue streams across the cluster of hotels or properties.

3. Client Relationship Management

• Building Relationships: Establishing and maintaining strong relationships with key corporate clients, travel agents, and other strategic partners to ensure repeat business.
• Customer Retention: Implementing strategies to retain existing clients and ensuring high levels of satisfaction to encourage repeat bookings and long-term contracts.
• B2B Sales: Cultivating relationships with corporate clients, meeting planners, event organizers, and travel agencies to drive group bookings, events, and conferences.

4. Negotiation and Persuasion

• Negotiation Skills: Leading contract negotiations with key clients, securing profitable deals while maintaining positive relationships.
• Persuasive Communication: Presenting the value of the cluster’s properties, services, and amenities in a compelling way to potential clients, addressing their needs and requirements.
• Closing Deals: Overseeing the final stages of the sales process, ensuring that contracts are signed and that clients' expectations are met.

5. Sales and Marketing Alignment

• Collaboration with Marketing: Working closely with the marketing team to ensure sales campaigns, promotions, and collateral align with the sales strategy for the cluster.
• Brand Representation: Ensuring the cluster’s properties are well-represented in the market through targeted promotions and advertisements.
• Event Promotion: Coordinating with the events and marketing teams to promote conferences, meetings, and other events hosted at the cluster properties.

6. Customer Service and Guest Experience

• Customer-Oriented Approach: Focusing on delivering an exceptional guest experience, ensuring that the needs of clients are met before, during, and after their stay.
• Personalized Service: Offering tailored sales proposals and packages that meet the unique needs of clients, ensuring a memorable experience.
• Handling Escalations: Addressing any issues or complaints from clients that impact their experience or relationship with the cluster properties.