Summary The Head of Leisure Sales is solely responsible for all local and international sales activities with a specific focus on selling to the hotels leisure market. Heavy emphasis will be placed on building a strategy and maintaining relationships within this market while mentoring and guiding the leisure segment team. Key Results Areas · Researches, establishes and assists in writing the Sales Plan incorporating all areas within each property within the group · Develops relationships with the major clients and establishes new clients for the properties within the group · Produces the necessary reports required by the Director of Sales /or Management · Ensures that research work is carried out in accordance with the Group policies and procedures (refer to Group SOP Manual) · Keeps the necessary records detailing progress with clients and adheres to the Chase System Organisational Relationships Liaises with Heads of Department, in particular · General Managers (when required) · Front Office Managers · Reservations · Sales Segmentation Heads · Leisure Sales Team · Food & Beverage Management Team · Executive Housekeeper (when required) · Banqueting Departments · Revenue Team Responsibilities: Sales Administration · 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. · 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