Sales & Marketing Manager Job Description

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:
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- Appraisals:
- To appraise all staff regularly in accordance with agreed appraisal procedure
- Identify employees with potential for promotion and assist in implementing development plans
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- 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
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- 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
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- 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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