Sales & Marketing Manager Job Description

sales manager
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Sales & Marketing Manager Job Description

Job Title: Sales Manager Job

Reporting to: General Manager and Regional Sales and Marketing Manager

Purpose of job:

To operate the day to day business of securing and transacting business in a professional manner, supporting the Management in promoting and achieving targets and budgets within the Hotel and managing the team in the Sales, Reservations, Revenue and Meeting & Events Office

Key responsibilities:

Customer care:

  • A positive personal image is presented to the customer and interaction is developed
  • A climate and environment is fostered which delights customers
  • The needs and feelings of the customer are anticipated and responded to appropriately and kept in balance with the needs of the organisation
  • Feedback from customers is actively solicited. Problems affecting the customers are identified and interpreted and solutions generated which are actioned and evaluated
  • Customer complaints are monitored to identify trends and potential problems
  • Opportunities for positive publicity are sought

Statutory management:                      

  • Procedures and legal requirements pertaining to safety, hygiene and security are adhered to
  • The highest standards of personal health & hygiene are maintained at all times
  • Energy efficiency is promoted to support the hotel Green Policy

Performance Management:

  • Training and development needs of direct reports are identified in relation to business plans and objectives
  • Motivation is sustained through recognition, reward and incentives
  • Contribution is made to the improvement of development processes
  • Team members are encouraged to be entrepreneurial, think and share ideas
  • Individuals are coached in and given feedback on the daily performance of duties
  • Performance management processes are fully implemented in the department
  • Development actions are evaluated against business objectives
  • Disciplinary and grievance procedures are implemented in connection with the HR department
  • Improvement targets are met relating to formal measurement tools such as labour turnover and employee satisfaction survey
  • Succession planning needs are identified and people are developed accordingly

Personal Effectiveness:           

  • Self development needs are identified and agreed within a personal development plan and commitment made to its implementation
  • Personal work planning is monitored and evaluated to enhance performance
  • Initiative is taken to pursue opportunities for self development and business opportunities through experimentation, networking and by seeking exposure to new challenges & experiences
  • Issues are confronted assertively
  • Strong leadership and personal presence is projected
  • The commitment of others is secured through persuasion
  • Previous experiences, knowledge and best practices are applied effectively
  • Focus, energy and tenacity are demonstrated in the pursuit of results
  • Change is actively sought and there is a readiness to challenge in the interests of continuous improvement

Strategic management:

  • A long term vision for the business is established
  • Business plans are devised, reviewed, evaluated and updated
  • Information is obtained and evaluated to aid strategic decision making
  • Awareness of competitor activity and market forces is demonstrated in planning
  • Consultation with teams and individuals is undertaken to assist in strategic decision making and problem resolution
  • Personal objectives are agreed and set in relation to the business strategy
  • Objectives for management teams and individuals are agreed and updated
  • Action plans are initiated to meet objectives and implementation monitored
  • Opportunities for business improvement and risk taking are identified and cost benefit analysis undertaken

Sales:

  • Understanding the hotel product with the ability to quote for all eventualities
  • Dealing with clients on telephone, fax, email and responding to all requests in a professional & timely manner, endeavoring to convert every call into a sale
  • Understanding the business – GDS, third party systems, yield, wholesalers, Operators and Travel Agents, RFP’s, Consortia, Multiples and the corporate/ airline market, inclusion in websites and links to keep the hotel at the forefront of the industry
  • Promoting the hotel at every opportunity, creating collateral and PR opportunities to achieve this
  • To plan and implement a sales and marketing plan for the hotel
  • To achieve Rooms and conference Sales Budget for the hotel
  • To compile weekly and monthly sales report for the Hotel
  • To set targets for the sales teams in terms of sales calls and revenue
  • To strategically target all market segments for business
  • To allocate sales territories to the sales team to ensure existing business is maintained and new business is developed
  • To plan and agree advertising budget in advance
  • To co-ordinate the production of hotel brochures and sales brochures
  • To ensure all company profiles are updated and maintained according to the market segments agreed by the hotel
  • To promote the hotel where possible
  • To liaise with advertising company on the production of all adverts.
  • To plan and organise sales promotions
  • To plan and organise mail shots
  • To plan and organise trips, site inspections, corporate golf day etc. as required
  • To ensure all administration work is complete, follow up calls, research calls, rate contracts etc. & communicate all negotiated rates to reservations, front office and accounts
  • To maximise on all sales and referral leads
  • To represent the hotel at consumer fairs, trade exhibitions, seminars etc.
  • To ensure credit procedures are followed in line with company policy
  • To train all new team members
  • To be fully aware of our competitors and their rates
  • To market the hotel both within South Africa and abroad
  • To be familiar with the business activities of the hotel on a weekly basis
  • To identify any P.R opportunities
  • To be fully aware of events in Dublin and the local area
  • To maximise our revenue at all times
  • To provide support in other areas of the hotel as necessary
  • To carry out any reasonable request from senior manager
  • To attend weekly Revenue meetings and to ensure all items agree are actioned within the allocated time
  • To efficiently and effectively control your departmental operation

Training:

  • To carry out a regular review of departmental Training needs in conjunction with departmental training plan and to assist in ensuring that all appropriate training is carried out.
  • To ensure appropriate plans are in place for departmental training and to help in measuring the effectiveness of this training
  • To ensure all training is recorded in accordance with agreed procedures
  • To attend training as required
  • To ensure Induction training is carried out in accordance with Hotel procedures

People management:

    • Appraisals:
  • To appraise all staff regularly in accordance with agreed appraisal procedure
  • Identify employees with potential for promotion and assist in implementing development plans
    • Interviewing and selection:
  • To assist in the recruitment and selection of departmental staff in accordance with agreed Hotel procedure
  • Liaison with Hospitality Recruitment Agencies to find right fit to vacancies
    • Grievance & Disciplinary:
  • To ensure the agreed disciplinary and grievance procedure is adhered to at all times
  • To ensure all employee counseling is documented and passed to HR
    • Morale and motivation:
  • To work with the management & own team to ensure good morale amongst the team at all times
  • To ensure all problems are resolved immediately within the department
  • To set realistic team targets
  • To encourage and support employees to enter trade related competitions, both for the benefit of the development of the employee and for the image of the Hotel as an employer

Communication:          

  • To maintain good liaisons and communications with management and all other heads of department
  • To ensure that all agreed employee terms and conditions are adhered to

 Finance management:

  • Information is obtained and evaluated to aid sales forecasting
  • Business performance targets are met
  • Budget must always be achieved

 The above list is not exhaustive and may be added to in the future

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