Cluster Sales Manager - Corporate

Job description / Role

We are Heartists®

"Heartist © " describes both our culture and who we are. Everything we do comes from the heart, and we're experts in what we do. Generous, attentive, and free, we ensure that everyone can come as they are, and feel like they belong. As one big team, we know that only together can we do amazing things!

We believe that the world is more welcoming when we're connected. So that we see what we have in common, instead of what sets us apart.

Life in Movenpick

The Place to Savour Life- We believe true hospitality is about turning small gestures into heartwarming moments.

We enable our guests to Savour the flavor of life, balancing small indulgence with what's good for them- and good for the world.

The Role

- Under the general guidance and supervision of the Director of Sales and Marketing, implements all sales activities and maximizes business opportunities in his / her specific area of responsibility.
- To drive, manage and maintain robust positive relations with all key accounts and business partners of MH&R and the hotel.
- To work as a team member to create the most professional sales team, in Mövenpick Hotels and Resorts. To meet and exceed sales targets set in the monthly and yearly forecasts and to direct all efforts to maximizing the hotel's revenues and profits in across all revenue streams specifically rooms, small meeting conference and food & beverage departments.
- To develop network of contacts to encourage and secure hotel trial of key decision makers.
- Generates and maintains customers of corporate segment through various sales activities (face to face sales calls, telephone calls, entertainment)
- Maintains a high level of exposure for the hotel through direct sales, telephone, fax, and written communications.
- Ensures comprehensive and complete coverage of own portfolio covering all departments and accounts' management for a comprehensive client servicing, achieving targets and maximum productivity
- Provide service that is sincere, warm and enthusiastic, ensuring guests'/residents' & colleague's satisfaction at all times.
- Take time to familiarise yourself with all guests, residents and colleague's, and be committed to service excellence.
- To promote efficiency, confidence, courtesy and an extremely high standard of social skills.
- To generally promote and ensure good inter-departmental relations
- To display a pleasant manner and positive attitude at all times and to promote a good company image to guests and colleagues.
- To demonstrate pride in the workplace and personal appearance at all times when representing the hotel thus identifying a high level of commitment
- Maintains the highest standards of professionalism, ethics and attitude towards all hotel guests, clients, staff and employees.
- Maintains professional business confidentiality.
- To adhere to Company and Hotel rules and regulations at all times.
- Good knowledge of S&C, Microsoft Office and Microsoft outlook. Uses technology available for reports, communication and client correspondences.
- Flexible to adapt to sudden increase in working hours as per business needs

Key Deliverables and Responsibilities

Planning & Organizing:

- To develop in conjunction with the Director of Sales & Marketing structures, timely, achievable personal business plan.
- To support staff needs in other Divisions based on the hotel priorities and anticipated business levels.
- To maintain complete and supported records of all sales agreements, contract and quotes for the hotel as per Mövenpick Hotels & Resorts Policies and Procedures.
- To have a good understanding of contribution margins for each product results and work with respective heads of departments to maximize Operating results.
- To achieve targets in terms of number of new active Accounts, Room Nights, Banquet Covers and Revenue as set by the Director of Sales and Marketing.
- To submit weekly entertainment schedule to the Director of Sales & Marketing for approval.
- As directed, plans sales trips or attends trade shows and exhibitions under the direct approval and guidance of the DOSM and where applicable in coordination with International Sales Offices.
- Arranges site inspections of hotel and lunches and dinners.
- Attends major corporate functions and promotional events (i.e. exhibitions) and promotes sales (rooms, catering and other facilities and services) for the hotel.
- Where applicable, closely coordinate and communicate with International sales office with regards to accounts/markets that are serviced by International Sales
- Ensures that selling strategies are adhered to during negotiations and up selling opportunities whenever possible.

Requirements

Operations:

- Maintains a sales call pattern averaging 25 calls a week.
- Minimum two accounts entertainment per week.
- Establishes and maintains histories on every account with his/her market segments.
- Attend the daily Departmental Sales briefing and debriefing.
- Attend weekly review, with all feedback and planned calls and entertainment of the following week.
- Submit weekly sales activity report to the Asst. Director of Sales, on Corporate Segment.
- Develops Prospects Accounts, and implement a Sales Action Plan for each account.
- Attends at the start of functions related to accounts handled.
- Seeks intelligence information from accounts and competition.
- Interacts and liaise closely with Front Office, Reservations, Food & Beverage, and Banquet & Conference Departments.
- Assist with Sales Blitz, coordinated by the Asst. Director of Sales.
- Performs related duties and special projects as assigned.
- Attend the start of the functions related to his/her accounts handled.
- Implements and executes all sales objectives and action plans to reach and exceed targets set
- Solicits and service both Corporate and Groups business
- Within established parameters, quotes and negotiate corporate contracts and groups business and where need be involved Director of Sales & Marketing to close contract.
- Where applicable, closely coordinate and communicate with the international sales office with regards to RFP accounts/markets that are serviced by Outbound Sales
- Ensures that the response to any business request is actioned within 24 hours maximum.
- Promotes and produces sales leads for the Mövenpick hotels outside of coverage area
- Provides feedback to the Director of Sales & Marketing on changing marketing conditions, including trends in the competition, as a result of direct sales solicitation, telephone and direct mail, in his / her market areas.
- Solicits and serves transient and group business and meetings
- Formulates corporate offer letters and yearly contracts and any other required business correspondence
- Arranges site inspections of hotel.
- Handles incoming calls and ensures messages are taken an details are forwarded to the person concerned
- Attends departmental and communication meeting as requested by Department Head
- Attends major events in hotel and city as requested by Department Head
- Closely monitors accounts revenue and business production of own corporate portfolio and that of any assigned Sales Executives.
- Maximizes up selling opportunities whenever possible.
- Establishes and maintains files of major accounts and assists Assistant DOS in maintaining the accounts management system.
- Ensures that selling strategies are adhered to during negotiations and maximizes up selling opportunities whenever possible.
- Disseminates sales related information to other departments as appropriate.
- Maintains close communication with the Events Management Team in the negotiation process of their accounts.
- Follow up with the conference coordinator after the invoice is posted - following an event or meeting with a Thank You and send Thank You Letter
- Performs all duties and responsibilities in a timely and efficient manner in accordance with established hotel policies to achieve the overall objectives of the position.
- Reviews direct competition and conducts regular research.
- Closely monitors accounts revenue and business production for the corporate accounts.
- Keeps updated with client relationships and overall business goals.
- Updates the Director of Sales & Marketing on the negotiation event / progress of each group.
- Maintain an up to date account and contact database and details in property management system.
- Ensure comprehensive and up to date knowledge of properties' unique selling points, features, amenities, services and policies.
- Ensure that MH&R Sales and Marketing Policies and Standard Operational Procedures are adhered to at all times.
- Attends departmental and communication meeting as requested by Department Head.

Administration:

- Disseminates sales related information to other departments as appropriate.
- Updates the Director of Sales on the negotiation event / progress of each group.
- Ensures that the response to any business request is actioned within 24 hours
- Performs all duties and responsibilities in a timely and efficient manner in accordance with established hotel policies to achieve the overall objectives of the position.
- Maintain an up to date account and contact database and details in property management system

Generic Aspects on Hygiene / Personal Safety / Environment/Confidentiality:

- Ensure proper care of all equipment and furniture entrusted for Heartists use.
- Be well-familiar with the hotel's policies and procedures, well-acquainted with the physical layout of the hotel and its premises and knowledgeable of the hotel's emergency procedures in regard to fire, medical, bomb threat, black-out and evacuation.
- Knows the safety regulations and ensures their application & ensures the safety of people and property in the hotel.
- Respects and ensures respect of the hotel's commitments to the "Environment Charter" of Planet 21 program (saving energy, recycling, sorting waste etc).
- Understands and strictly adhere to the Rules & Regulations established in the Heartists Handbook and the Hotel's policy on Fire, Hygiene, Health and Safety.
- Ensure that confidential records and other confidential information are properly safeguarded and are not removed from the office.
- Does not disclose any financial information or any other information of the Accor Hotels.

About the Company

A caring employer providing respect, training and career development for our employees. An attractive employer offering more than 100 professions across the 5 continents.

We are much more than a world leader. We are 250,000 hoteliers with the same shared passion for welcoming. We take care of millions of guests in our 4,300 addresses and on our digital platforms. As an operator and franchisor (HotelServices), owner and investor (HotelInvest), we invest all our energy into making "Feel Welcome" resonate as the finest hotel promise.

From luxury to economy and in every corner of the globe, AccorHotels'​ more than 20 brands meet all the needs of business and leisure travelers seeking comfort, attention and high-quality services.