Sales Executive

Job description

Job Description

Position Overview

·  The Multi-Site Hotel Sales Manager is primarily responsible for developing new business opportunities whilst assisting in the management of the Hotels Corporate / Leisure / MICE accounts.
·  The Sales Executive is primarily responsible for developing new business opportunities whilst assisting in the management of the Hotels existing
Corporate, Groups and MICE accounts.
·  This will be achieved through the provision of a well organized and responsive booking service, the delivery of the product offer, the development of customer relationships and offering a personalized and tailored event management service.
·  This role for combo hotels Novotel and Ibis Budget Cardiff Centre

Main responsibilities:

Duties-

·  Account manage an allocated portfolio undertaking complete account management responsibilities for maintaining, servicing & developing the accounts, growing revenue and tracking production.
·  To increase the volume of transient corporate business levels, Business group and MICE as set down, by targeting new business from existing and/or potential clients.
·  To record all objectives and planned activities for any managed accounts in the form of an account development plan and/or in ANAIS ensuring the information is up to date all times.
·  To meet agreed monthly performance targets – appointments, account management calls, client appointments & revenue targets as set by you line manager
·  To work effectively during the RFP process to ensure that all rate loading is completed by specified dates.
·  To re-negotiate and re contract all annual corporate accounts.
·  To recommend membership of relevant industry associations, sales trips and tradeshows that will benefit the hotel in terms of achieving budget as set down.
·  Attend and assist with in-house and external marketing activities, fam-trips, client hospitality evenings, presentations, show rounds and promotional activities.
·  Maintain awareness of the hotels key competitors, of their client interaction, their key account base and corresponding rates and any property developments.
·  To achieve a number of KPI’s relating to appointments, client interaction & account development.
·  To achieve new business targets and manage an agreed portfolio of existing accounts in order to retain and develop the business.
·  Produce required reports of completed sales activity including details of face to face client appointments, presentations, familiarisation trips and any other related client interaction.
·  Update and maintain sales contact lists and account information in Anais or other systems as directed.
·  Assist with office administration ensuring all accounts have on file the necessary documentation, contracts, contact forms, and up to date Account Development Plans.
·  Ensure constant familiarity with the hotels financial position and selling strategy versus previous year and current budget.
·  Maintain awareness of the hotels key competitors’ financial performance, of their client interaction, their key account base and corresponding rates and any property developments.
·  To work closely with the Accor Sales Network in order to assist with the achievement of the overall sales target for the hotel on monthly basis or when required
·  Carry out Sales Trips to all business areas as specified both domestically and internationally as required.
·  To carry out any other reasonable duties that may be required/attend & assist with in-house marketing activities.

Sales Strategy

·  Develop a flexible sales strategy to reflect the achievement of hotel budget commitment and which responds to local market conditions
·  Take a proactive sales approach and in line with strategy, adapt sales solutions to meet client needs and expectations
·  Ensure online meeting partner websites are regularly updated and managed including photos, descriptions, and promotions
·  Competitor analysis to be completed and recorded on a regular basis including:
·  Promotions, pricing, availability, test calls and conference boards
·  Assess competitor brand standards and best practices

E-Enquiry (Database Management):

·  Ensuring all enquiries are recorded accurately in the E-Enquiry application
·  Data input rules and client file updates are respected
·  Establish suitable chase dates, follow up and action accordingly
·  Analyse E-Enquiry to understand business lost and business gained
·  Use as a means to research new clients and follow up
·  Carry out local research of potential new local business. Maintain records and ensure appropriate follow up with your GM, RSM, and the Accor MICE sales team
·  To develop relationships with local clients, direct bookers and agency bookers to ensure a strong base of new and regular repeat business and to ensure confidence in the hotel and booking process
·  Accurately identify customer needs, draw up well presented and customised proposals in line with brand policies and standards of presentation
·  Maintain current and past client records

Business bookings (Diary Management) :

·  Make commercial decisions to maximize MICE income on a daily basis
·  Actively manage business bookings, record denials, make referrals direct to other Accor properties or through ‘Sandown’
·  Ensure necessary follow ups are carried out to identify future business potential
·  Each month review the next 6 months availability to highlight high demand/ low demand dates and take steps to minimize the risk of any
·  shortfall
·  Ensure the conference sales team members are fully informed and able to promote all the Accor business products: ALL – Accor Live Limitless; AOB and ABA
·  Conduct a daily and weekly Sales meeting to ensure all departments are fully briefed to provide a high service standard

Promotions and Local Marketing:

·  Animate your hotel locally and in line with the business strategy.
·  Christmas – the brochure production, distribution, animation, booking and payment process.
·  Local and ad hoc events and promotions – appropriate to the hotel needs.
·  Weddings – Activity based upon the importance, location and potential
·  Identify need periods and undertake comprehensive program of sales activity to secure new and ad hoc business minimizing the impact of low activity periods

Talent & Culture Responsibilities

·  Establish on-going On Job Training Programs within the department to meet Brand and Service Standards. Use Department Procedure Manuals as a base for all service procedures training.
·  Induct new staff into the team, department and Hotel in the first week of their employment following guidelines. Ensure that all staff under you control carry out their duties in accordance with the Brand and Service Standards and Procedures Manuals.
·  Effectively use the guest feedback to improve product and service delivery.
·  Openly communicate with staff ensuring

Health & Safety

·  Notify you Manager of any reason you may not be capable of performing your tasks safely.
·  Participate in workplace consultation on matters pertaining to Occupational Health and Safety, as per the hotels agreed arrangements.
·  Comply with safe work practices by following Accor Health, Safety and Environment policies, including the use of safe manual handling techniques, safe use of hazardous chemicals and machinery, working at heights procedures, using protective clothing and safety equipment where available and necessary, maintaining a clean, tidy work environment, and any other safety practice promoted and required by the Hotel.
·  Ensure all equipment is kept in good working order and used only for the purpose for which it was intended.
·  Attend and actively participate in all WH&S training required of you by the Hotel.
·  Report any health or safety hazards, incidents and injuries to your Manager/Supervisor or Manager on Duty as soon as possible. Hazards may include unsafe working conditions, equipment and machinery faults or damage, and other housekeeping or maintenance needs that may affect the safety or any person/s at the Hotel. Ensure that the appropriate documentation is completed correctly, such as the Injury / Incident Form.
·  Participate and contribute to the risk assessment process when requested by your Supervisor/Manager.
·  Work cohesively in conjunction with the hotel’s rehabilitation program, as required.
·  Maintain standards of hygiene for food handling and presentation as prescribed by council / legislative regulations.
·  Be fully conversant with departmental fire and evacuation procedures.

Systems & Procedures

·  Log and inform your Manager of any system problems. Suggest any improvements that could be made to improve existing systems and procedures.
·  Follow policies and procedures outlined in the Accor Brand Standards Manual, Departmental Service Standards / Procedures Manual and Accor Policy Manuals.
·  Complete all duties, and ensure a concise hand over.

Customer Relations

·  Provide efficient, friendly and professional service to all guests.
·  Lead by example when attending to guest requests. Show efficiency in constantly striving to provide Total Customer Satisfaction.
·  Take initiative to ensure that interactions with our customers (internal or external) are positive and productive, call the Manager on Duty if difficulties arise.
·  Work together with trust so that colleagues and management meet the goals of the department/Hotel.
·  Treat customers and colleagues from all cultural groups with respect, sensitivity and transparency.
·  Take every opportunity to be a “salesperson” by active selling of special promotions and facilities available within the Hotel.
·  Implement the Accor values and Accor customer vision to ‘Offer the Best Service to Our Customers’.

Other

·  Take responsibility to ensure all required tasks are completed accurately and within given time frames.
·  Participate in scheduled training and development programs provided by the Hotel to improve self and department standards and attend departmental meetings as required.
·  Abide by Accor policy on EEO and Harassment in the workplace.
·  Ensure wherever possible that employees are provided with a work place free of discrimination, harassment and victimisation.
·  Follow property procedures with respect to grooming, performance and conduct standards, occupational health and safety, emergency procedures and all other property policies and procedures as detailed in the employee handbook / department procedure manuals / company policy manuals.
·  Ensure Hotel, Customer and Staff information or transactions are kept confidential during or after employment with the company.
·  Any other reasonable request within your range of competence as required by your Supervisor or Hotel Management.

Salary: £12.97 per hour

Job Type: Full Time, Permanent

Qualifications

·  Previous experience in sales, preferably in the hospitality industry, is highly desirable. Candidates with a proven track record of achieving sales targets and building client relationships may have an advantage.
·  Knowledge of industry
·  Communication Skills
·  Customer Service Skills
·  Negotiation Skills
·  Organizational Skills
·  Technology Proficiency
·  Networking Ability
·  Flexibility & adaptability
·  Attention to details
·  Teamwork

Additional Information

Special Note

During the course of duty you will have access to certain information, which demands the utmost confidentiality. Discretion must be exercised at all times. Your responsibilities are included but not limited to this job description as this has been drafted as a guide to the purpose and main duties of the role as it currently exists. The hotel relies on the flexibility of its staff to ensure the continuity of the high standards currently being achieved. It is not intended as a wholly comprehensive or permanent schedule of duties and it does not form part of the contract of employment. The Company reserves the right to amend this job description from time to time to accommodate the requirements of the business and the evolving nature of the role.

Information on the processing of personal data

When you submit an application to [HQ and Midscale Hotels: Accor UK Business & Leisure Hotels Limited] OR [Ibis Family Hotels: Accor UK Economy Hotels Limited], trading as AccorInvest UK, the company processes some of your personal data to consider and manage your application. We may also process data supplied to us by third parties, for example one or more of your former employers or a third-party supplier of personality questionnaires. Please note that your answers to any questionnaire will not lead to an automated decision. In our capacity as data controller, we ensure that we comply with all legislation relating to the protection of personal data (in particular the retained EU law version of the General Data Protection Regulation (Regulation (EU) 2016/679) and the Data Protection Act 2018). Information relating to the processing of candidates' personal data and to the exercise of their rights of access, opposition, rectification and deletion is available in our Employee Privacy Policy.