Sales Manager

The Role: Revenue & Sales Manager

Reporting to: Hotel Operations Manager, The Director of Operations

Outline of Position

To maximize all sales and revenue generating opportunities. To develop new and strengthen existing business opportunities with a particular emphasis on growing the hotels market share.

Key Job Aims

Front Desk & Revenue

• Ensure the guests experience are of the highest quality.

• Lead a team of Front Desk assistants, providing direction on best practices,

• Manage the training program of new hires to the front desk team.

• Assist in efficiently and effectively controlling front office departmental operations.

• Contribute to the strategic running of the hotel.

• Manage and maintain group and transient inventory controls.

• Develop, monitor, and adjust sales and pricing strategies.

• Provide critical analysis of strategies, room's statistics and demand factors.

• Conduct competitive and demand analysis.

• Maintain distribution channel data integrity.

• Implements appropriate hotel inventory distribution strategy; maintains accurate rates and inventory allotments in the CRM/GDS/Website and property PMS in a timely manner to promote rate parity throughout all booking channels.

• Develops near and long-term top-line rooms revenue hotel forecasts upon request from the Group Revenue Management team.

• Loads all preferred, consortia and promotional rates in GDS and PMS.

• Spearheads troubleshooting and resolution of any rate loading issues as they occur.

• Analyse and determines whether hotel is effectively marketing itself across electronic distribution channels.

• Participate and prepare rolling forecast and annual budget for each property using PMS.

• Ensure that all rooms statistics reports and any other related reports are accurate and consistent.

• Ensure that all revenue management related systems are maintained.

• Attend Monthly Revenue & Sales Meeting to maintain communication of strategies and need periods.

Sales

• To achieve Corporate Rooms, Meeting & Events and Food & Beverage hotel sales targets. Targets will be agreed on an annual basis.

• To compile, implement and proactively manage the Hotels annual sales activity plan.

• To successfully carry out an agreed programme of activity as per the performance management plan for the hotel sales department.

• In cooperation with Financial Controller, adhere to sales budgets, analyse results and implement corrective actions as required.

• Maintain and develop new and existing business opportunities.

• Research scope (cold calls, Internet, existing databases etc) for new business and follow up on any opportunities identified to the end of securing new business (Bedrooms, Food & Beverage)

• Follow-up calls on all sales leads, enquiries.

• To schedule and carry out property site visits with current and prospective clients, as appropriate.

• To monitor service quality via receipt of client feedback, both positive and constructive, and communicate to operations team.

• To compile Weekly/Monthly Sales Reports as required and a weekly sales activity report for the Commerical Director and Group Revenue Manager.

• To manage all aspects of the corporate rate contracting process

• To continuously monitor and report on competitor activity with a view to maintaining competitiveness and feedback information to the Director of Operations, Commercial Director & Group Revenue Manager.

• To coordinate and monitor all research campaigns designed to deliver new business prospects for the hotel.

• To manage and coordinate regular database maintenance with agreed parameters.

• To plan and organise Fam Trips, site inspections and Sales promotions as required and represent the Sligo City Hotel at consumer promotions, trade exhibitions, seminars & workshops, and follow up leads where required.

• To attend events held in the hotel and offsite when required.

• To represent and maintain regular contact with local networking groups and trade bodies.

• To work closely with the Group marketing team to ensure that all local marketing opportunities are exploited in line with the Sales & Marketing plan.

• To maintain and continuously develop the company CRM system to ensure the accurate recording of relationships with your customers.

• To plan and effectively execute ‘Database Marketing’ to target markets including Mail shots and Ezines in association with the group marketing department.

• Dealing with clients on telephone and email and responding to all requests and sales leads in a timely and professional manner endeavouring to convert enquiry to sale.

• To manage and develop other members of the sales team to ensure high performance against the performance management plan.

• To strategically manage key accounts and ensure a high level of account management is achieved.

• To ensure all sales administration work is complete, follow-up calls, research calls, rate contracts etc and communicate all negotiated rates to reservation, front office and accounts.

• To be strategic in establishing lasting, favorable relationships with customers/ accounts and provide them with an intelligent, co-operative professional service.

• Strive to meet measurable targets and goals as per the performance management plan.

• To become an active member/colleague of the company sales & marketing team and attend regular hotel and company meetings as required.

• Comply with all company procedures to include all statutory procedures- Fire Health & Safety, hygiene.

• To carry out any other reasonable task as assigned by management to meet with business needs.

Brand Standards

• To ensure all printed material, advertising and promotions are approved by the General Manager and the Group Commercial Director before issuing.

• To ensure that all branded materially used in the hotel or circulated from the hotel is in line with brand stands.

• To promote all marketing initiatives where appropriate.

• To ensure that the agreed level of branded stock is to hand and all hotel publicity material is monitored.

Accountabilities

Planning and Organizing

• To ensure that SOPs are in place for all departments and to ensure they are updated frequently and adhered to at all times.

• To ensure all team members attend all training as required by the company.

• To ensure regular team and departmental meetings are held and that minutes of meetings are recorded, followed up and forwarded for your attention.

• To ascertain and follow up on client feedback, identify and address potential service shortfalls.

• To oversee hotel printed promotional material including brochures, flyers, special offers, posters, etc. as required, always following brand guidelines.

• To work on developing and enhance the hotel website, working with marketing and web supplier to increase the market share for all markets.

• To regularly monitor all factors capable of affecting the hotel tourism business.

General

• To interact and communicate with clients, guests and colleagues in a corteous, friendly and professional manner at all times.

• To be fully aware of all company policies and procedures.

• To be consistently well groomed and professional in appearance and presentation at all times.

• To be innovative – developing and implementing new ideas contributing to company success.

• To protect and promote the image of the Sligo City hotel and The Address brand at all times, both in print and verbally.

• Manage conflict effectively.