HEAD OF LEISURE SALES - CAPE TOWN, R-Neg
Job details
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Job type
Full-time
Location
Cape Town, Western Cape
Full job description
We are seeking an experienced Head of Leisure Sales to lead the sales efforts for a well-established Hotel Group in Cape Town. This role focuses exclusively on local and international sales activities, with a strong emphasis on the leisure market. The successful candidate will be responsible for developing strategies, building and nurturing client relationships, and leading the leisure sales team.
Key Responsibilities:
- Sales Strategy Development: Research, establish, and assist in writing the comprehensive Sales Plan for the hotel group, covering all properties and focusing on the leisure market.
- Client Relationship Management: Build and maintain relationships with major local and international clients, as well as identify and establish new clients for the group’s properties.
- Team Leadership: Mentor and guide the leisure segment team, ensuring that targets are met and growth is sustained within this market segment.
- Reporting: Produce necessary reports for the Director of Sales and management, detailing sales activities, performance metrics, and market insights.
- Market Research: Conduct in-depth market research in accordance with the Group’s policies and procedures (SOP Manual) to stay ahead of trends and competitor activities.
- Client Tracking: Maintain accurate and up-to-date records of client progress using the “Chase System” and other tools.
Requirements:
- Proven experience in sales management within the hospitality or hotel industry , specifically targeting the leisure market.
- Strong relationship-building skills with local and international clients.
- Demonstrated ability to develop and implement successful sales strategies.
- Leadership skills, with experience in mentoring and leading teams .
- Ability to conduct market research and adhere to corporate policies and procedures.
- Strong communication, reporting, and organizational skills.
Organisational Relationships:
- General Managers (when required)
- Front Office Managers
- Reservations
- Food & Beverage Management Team
- Executive Housekeeper (when required)
- Revenue Team
Responsibilities:
- Ensure all account correspondence is kept in updated files.
- All actions listed in account files have the appropriate trace dates.
- All client files have complete details of contact names, telephone, fax, email etc which must be loaded and kept up to date in Sales Force.
- Ensures that research work is undertaken in accordance with accepted research standards and growing competitor market intelligence (ie. Competitor rates & key accounts).
- Fosters good relationships with key contacts & product buyers in the leisure sector both locally and internationally.
- Assist in increasing the number of contacts we have recorded on our Top Accounts and have a plan to send these contacts regular notes and sales information/specials both locally and internationally.
- Visits potential clients to sell the facilities within each property.
- Attends such meetings as deemed necessary by the Director of Sales.
- Assist in planning & hosting all necessary FAM/Sales Trips/site inspections to each property.
- To update and check as necessary all company rates.
- Guide and lead leisure segment team in alignment to the leisure strategy.
- Attends and assists the Director of Sales in organising participation at trade exhibitions/workshops both locally and internationally.
- Performs all necessary administrative duties as laid out in the Group Operating Procedure Document (SOP).
- Complete all required reports – daily, weekly, monthly.
Account Management:
- Maintains a consistent & qualified sales call plan per week including your teams’ actions and plans according to the sales plan and in line with the budget for the year.
- Understand your clients’ booking trends, potential volumes and other preferred properties.
- To have face-to-face meetings with key influencers and bookers from assigned clients.
- To set clear call objectives and complete detailed call reports for each appointment including follow-up/chase system.
- To grow list of account contacts to ensure best possible account penetration both locally & internationally.
- To gain a clear understanding of your accounts’ company structure and implement a plan to penetrate all relevant divisions.
- To develop profiles for all key influencers, bookers and decision makers and include birthdays, anniversaries, personal preferences etc.
Business Development:
- To work closely with the Director of Sales to identify our competitors Top Accounts.
- With support of the Sales Co-ordinator, complete research on potential accounts.
- To work closely with the Front Desk, Reservations & Banqueting Departments to collect all potential sales leads.
- To be aware of key selling points of all properties within the group and to cross sell these on every relevant opportunity.
- Attend all required meetings.
- Provide a weekly sales update to the Director of Sales.
- Develops & grows leisure business from the international markets.
- Develop & present a sales strategy & budget for the local and international leisure markets.
- Performs any additional duties that may be required or requested by the Director of Sales.
Performance Standards & Assessment:
- The overall results of the properties in terms of sales volumes and key performance indicators.
- Achievement of targets, room nights, events and functions sold.
- Hotel/property revenue budgets will meet/exceed budgeted expectations.
- Development of key clients and leads.
- Timekeeping and appearance whilst on duty and representing the company outside of the properties.
- The quality of the administration practiced and the records that are kept.
- That Sales expenses will be kept in-line with budgeted guidelines.
Skills & Knowledge:
- Minimum of 5 years’ experience in an international sales position as well as managing a team, within the hospitality industry.
- International trade experience with key contacts, preferably.
- Computer literate: MS Word, PowerPoint, Excel, and Outlook.
- Sales diploma and/or equivalent.
- Experience with sales tracking tools – Salesforce.
- Must be willing to travel extensively internationally and locally.
- Must have excellent interpersonal and communication skills.
- Must have an eye for detail.
- Must be able to plan, prioritise and work well under pressure, in a dynamic environment.
- Must be a good team player and also have the ability and motivation to work under own instruction.
- Excellent sales, influencing and negotiation skills.
- Excellent public relations skills.
- Ability to conclude contracts.
Please send your updated CV in WORD together with a recent head and shoulders photo of yourself, 2 recent written references, current and salary requirements.
This role offers a fantastic opportunity for an experienced sales leader to influence the growth of the leisure market within a leading hotel group, while guiding a dedicated team.
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