Sales & Marketing Manager Job Description

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Hospitality Job Descriptions Feb 29, 2020 0

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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