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Sales Manager - MICE & Corporate

  • Ho Chi Minh
  • Manager
  • Permanent
  • 4 - 5 Years
  • Negotiable
  • Sales & Marketing
  • 30/09/2019

Job Description

Position Summary

 

Sales Manager approaches potential customers with the aim of winning new business, as well as maintaining good relationships with clients. Together with the team to meet the target/objective which is delivered in terms of revenue. Following company guidelines/policy, doing the right things for company image and message to market.

Responsibilities

 

  • Work with VP of Marketing to implement short and long range goals, objectives, policies and corporate driven operating procedures.  Proactively communicate guidelines for staff that shapes the unparalleled standards expected. 
  • Develop, prioritize, and implement proactive and reactive sales action plan.  Coordinate sales selling cycle and methodology.
  • Create and execute a sales strategy to meet the production requirements from the Travel agent, Mice planner, corporate segments consistent with the hotel’s group rate and production goals.
  • Identify market trends and develop strategic and tactical recommendations to the VP of Marketing.
  • Provide research for developing plans which identify marketing opportunity, direct and web-based marketing and new project development.
  • Consults with representatives of client group or organization to plan details.
  • Compiles estimated costs, submit input on final budget, track budget statistics and prepares management reports.  Assist with analysis for improvement in effectiveness of sales, methods, costs and results.
  • Oversee facility and equipment in the responsible areas to make sure they are in complete working order.
  • Recommend/implement incentive programs in each department that addresses reducing costs or increasing revenues and meets company’s budgetary guidelines.
  • Projects monthly forecasts; produces regular and special reports; maintains required records and files.
  • Maintain excellent working relationships with Key Travel Agents, M.I.C.E planners , Event companies, Corporate Companies.
  • Represent The Grand Ho Tram Strip at community functions and business meetings to promote company and hotel.
  • Support all hotel and corporate wide training, guest relations, branding and cultural indicatives.
  • Provide input in recruiting, training and evaluating performance of Leisure and Travel sales team members under direct supervision.  To ensure staff delivers a first-class service with unmatched elegance and professionalism while promoting a culture of accountability. 
  • Propose staff changes in assigned areas, including the hiring, promotion, demotion, and vacations, leaves of absence and release of staff.
  • Creates an encouraging atmosphere that stimulates and motivates employees to acceptable levels of turnover, absenteeism, and promotions.
  • Maintains close work relationships with other departments and their leaders to promote feedback, cross training and efficient operations. 
  • 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.
  • Proactively manage a portfolio of accounts in the assigned geographic/business market with the objective of exceeding the budgeted room revenue.
  • Conducting a minimum of 18 physical sales calls per week plus 4 storied introductions/ entertainment appointments.
  • Conduct telesales activity as directed
  • Service existing accounts and maximize business for other services of the hotel
  • Research and Identify major prospects and formulate sales action plan to convert them into clients. Including annual RFP process preparation and actioning.
  • Keep our marketing database up-to-date with detailed profiles of leisure accounts, pattern of usage, historical growth, key contact persons/telephone numbers/addresses, competitive hotels used/sales/volume/etc.
  • Meet with & entertain supportive and potential clients in order to maintain or develop a mutually beneficial business relationship.
  • Constantly monitor and report on competitor activities including promotions, special rates and events.
  • Maintain regular contact with all clients and report any adverse comments to management for rectification.
  • Achieving the individual targets set and completes assignment on schedule.
  • Be able to conduct an intensive Hotel storied introductions and join any hosted functions and networking events (inside and outside hotel) 
  • Handle issues related to his/her own accounts or handle any other matters as directed by VP of Marketing.
  • Guest Service Responsibilities
  • To ensure all complaints received are reviewed and investigated with ADOS then discussed with (VP of Marketing if required) and review follow-up action by sales persons.
  • Take any client complaints/concerns into consideration and find compensation.
  • Inform guest of any special future promotions of the Grand Ho Tram Resort.
  • Follow up the relationship with the customer after any event and enquire about any future needs.
  • Carefully respond to all requests for explanations or any complaints by the customer within 48 hours. If this is not possible, inform the customer precisely when he or she can expect a response and ensure delivery on this promise
  • Proactively plan appropriate visits to potential clients in view of entering into business discussions and/or recognizing successes and contact milestone events.
  • Proactively coordinate, execute, and follow up domestic and overseas sales trips and missions as part of the S&M business plan.
  • Personalize the proposal and scrupulously follow customer specifications

 

Job Requirement

Qualifications

 

  • Four- Five years working experience required.
  • Bachelor degree is required and Higher Education is preferred.
  • Proven experience with computers and business software.
  • Must present a well-groomed appearance.
  • Ability to communicate fluently in the primary language of the workplace both verbally and nonverbally.  Fluent in English is encourage/required (depending on guest contact level).
  • Exceptional and professional communication skills, both oral and written.
  • Proven successful sales record.  Ability to structure sales quota goals and revenue expectation, while creating measurable results.
  • Strong math skills and familiarity with statistical reports.
  • Ability to implement strategic plans.
  • Exemplary contract negotiation skills.
  • Knowledge of market segmentation, yield and inventory management.
  • Ability to create and present visual and oral presentations.
  • Capacity to foster productive relations and communicate ideas, thoughts and direction in client and group meetings.
  • Strong leadership, sound judgment, and superior decision-making, problem-solving and follow up skills.  Ability to resolve operational and sales conflicts and challenges.
  • Excellent guest service skills. Ability to respond to handle difficult or stressful situations with tact and diplomacy.  Exercise confidentiality with hotel and guest data.
  • Adheres strictly to confidentiality agreements and other policies and procedures provided by the company and appropriate for the region.
  • Strong understanding and appreciation of the concept of luxury and hospitality.

 

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