Sales Manager – ALL Market Segments

PULLMAN • Full-time • Johannesburg, Gauteng, South Africa • 2w ago

Job Description

The Sales Manager is primarily responsible for developing new business opportunities whilst assisting in the management of the hotel's existing accounts across various segments. The role of the Sales Manager involves orchestrating, developing, and implementing Sales and communication strategies These strategies are tailored to meet the external and internal requirements of our four hotels: Pullman Cape Town, Movenpick Windhoek, Mercure Windhoek, and Windhoek International Convention Centre. Each is distinct in style and ranges from 4 to 5 stars, thus requiring a nuanced approach that respects their individuality and brand essence. Additionally, the Sales Manager will oversee the following primary responsibilities

To stay informed of the market and competitor changes
To act as an ambassador for Pullman Hospitality and cross-sell all brands in all locations as relevant to your client’s requirements.
To be responsible for an assigned market/territory and to cultivate new commercial relationships and revenue streams from the allocated areas as instructed.
New business targets per team member to be clarified based on the budget and strategy implemented.
Analyse the leisure segment performance based on segmentation objectives & strategies.
Establish parameters, quotes and negotiate prices, and seal contracts.
Participate in tradeshows, conventions, and promotional events.
Sell to external markets which may encompass corporate/ Leisure /events/meetings/conferences, receptions, exhibitions, and events.
Maintain knowledge about the local and global accounts (existing and new accounts).
Achieve targets in terms of numbers of new active accounts, room nights, banquet covers, and revenue set by the Director of Sales and Marketing.
To increase the volume of transients and groups as set down, targeting new business from existing and/or potential clients.
To record all objectives and planned activities for any managed accounts in the form of an account development plan and/or in ANAIS ensuring the information is up to date at all times.
To meet agreed monthly performance targets – appointments, account management calls, client appointments & revenue targets as set by your line management calls, client appointments & revenue targets as set by your line manager.
To work effectively during the RFP process to ensure that all rate loading is completed by specified dates.
To renegotiate and re contract all annual wholesale and leisure accounts.
To recommend membership of relevant industry associations, sales trips and tradeshows that will benefit the hotel in terms of achieving budget as set down.
Attend and assist with in-house marketing activities, fam-trips, client hospitality evenings, presentations, show rounds, and promotional activities.
Update & maintain sales contact lists and account information in ANAIS or other systems as directed.
Maintain awareness of the hotel's key competitors, of their interaction, their key account base and corresponding rates, and any property developments.
To achieve a number of KPIs relating to appointments, client interaction & account development.
To achieve new business targets and manage an agreed portfolio of existing accounts in order to retain and develop the business.
Produce required reports of completed sales activity including details of face-to-face client appointments, presentations, familiarization trips, and any other related client interaction.
Assist with office administration ensuring all accounts have on file the necessary documentation, contracts, contact forms, and up-to-date Account Development Plans. Each account is to have a complete and up-to-date ADP.
Ensure constant familiarity with the hotel's financial position and selling strategy versus the previous year and current budget.
Maintain awareness of the hotel's key competitors’ financial performance, of their client interaction, their key account base corresponding rates, and any property developments.
To work closely with the Accor Sales Network on order to assist with the achievement of the overall sales target for the hotel on monthly basis or when required.
Carry out Sales Trips to all business areas as specified both domestically and internationally as required.
To carry out any other reasonable duties that may be required/attend & assist with in-house marketing activities