DIVISION : SALES & MARKETING
JOB CODE : S&M03
REPORTS TO : DIRECTOR OF SALES AND MARKETING
The Sales Manager's mission is to primarily promote the hotel and where possible, hotels belonging to the chain in his/her area/region. This position is accountable for booking individual and/or group business on an established base of the top producing key accounts and for managing / converting high potential key prospects.
RESPONSIBILITIES & MEANS
The Sales Manager performs his/her duties within the framework defined by the chain and hotel norms and by internal regulations as specified by the Director of Sales and Marketing.
Assist in drawing up the marketing plan annually with the Director of Sales and Marketing.
Keeps a record on former, existing, potential clients and a profile of each of them.
Organizes regular visits in accordance to a predetermined plan.
Prepares a tentative monthly schedule to record all sales and other related actives for the preceding month.
Presents a summary of his/her visits to the Director of Sales and Marketing on a weekly basis (Weekly Sales Plan) prior and after the week is completed.
Ensures that all new clients have no negative credit references.
Records all daily sales.
Records the statistics of his/her sales accounts.
Submits production reports on his/her list of accounts on a monthly basis.
The Sales Manager is familiar with the operation and application of the hotel's computer / data processing system.
Keeps himself/herself well informed about the operations especially in essential departments (Front Office, Housekeeping, F&B, Banqueting etc.).
Closely observes matters pertaining to competition (sites, prices, services offered on a regular basis - quarterly or more often if need be).
Promotes the hotel as often as possible through entertaining, conducting, site inspections, presentations etc. of the hotel.
Pays visits to former, existing and potential clients in view of entering contracts with them, especially commercial accounts.
Determine and recommend prospecting customers by analyzing historical and other statistical information, participation in conducting customer interview and preparing customer call analysis reports.
Defines precisely guest requirements and ensures that the guest services offered corresponds effectively to their requests.
Solicits group, individual, banquet and other function business directly and jointly with others through the execution of the action plan.
Provides after-sales service and in particular to ensure all guests complaints are taken seriously and discussed with the respective departments if necessary.
Receives in the hotel any important guests whom he has approached.
Negotiates prices with the clients.
Confirms verbal proposals in writing.
Ensures that all complaints are reviewed, investigated and follow-up action is initiated.
As directed, compile and input market intelligence information.
PUBLIC RELATIONS RESPONSIBILITIES
At all times to promote a positive image of the hotel in all forms of contact.
To develop & foster close and positive rapport with the public, guests, clients and members of the trade.
The Sales Manager maintains and ensures the smooth running operation of all his/her accounts within the Commercial Section.
The Sales Manager maintains a close working rapport with professional people, the press, media, and staff, clients/guests and companies who are potential existing and current supporters of the hotel.
REPLACEMENT AND TEMPORARY MISSION
In his or her absence, the Sales Manager may be replaced first by a Sales Manager appointed by the Director of Sales & Marketing or another Sales Manager.
The Sales Manager may be called upon the undertake:
Activities outside his/her own area and to publicize hotels other than his/her own for specific projects and/or programs.
To assist another Director of Sales in the opening or general sales effort of any other of the chain's hotels.