Sales Manager - Corporate

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By joining an Accor brand, every chapter of your story is yours to write and together we can imagine tomorrow's hospitality.  

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Scope and Objectives 

The Sales Manager will manage a portfolio of accounts across specified market segments to drive revenues to achieve targets defined in the sales & marketing budget.

Essential Responsibilities and Duties

Business Development and Prospecting:

• Work together with sales team leadership to achieve market segment budgeted revenues as defined in the Sales & Marketing budget
• Drive results by prospecting and securing business through a proactive, consultative sales approach
• Effectively prepare and present quotations and proposals in a timely manner to customers
• Conduct site visits, FAM trips, sales trips as required based on business requirements and pro-active targets
• Maintain a healthy pipeline at all times that ensures achievement of established revenue targets
• Provide timely market intelligence and research to commercial leadership team
• Research, prospect and qualify contacts and accounts to drive growth in account portfolio and hotel databases
• Review direct competition, recommending tactics and strategies to maintain lead market position
• Monitor competitor set activities and intelligence sources to identify sources of business and prospect new leads/accounts to exceed fair market share performance
• Develop, mentor and share knowledge with the sales team
• Attend weekly sales and revenue meetings
• Attend all compulsory training courses as directed by T&C division
• ‘Meet and Greet’ arrival SAG guests, accurately logging Delphi accounts, contacts and activities
• Keep and maintain an accurate and up to date CRM data base
• Learn and adopt all SOPs and training related to the role and any initiatives or programs implemented
• Manage duties assigned by the Director of Sales, Assistant Director of Sales providing support to the team

Product Knowledge and Training:

• Maintain thorough and complete product knowledge of the hotel and in-depth understanding of comp set’s Features/Advantages/Benefits.
• Create VIP or Group resumes identifying and communicating traveler’s needs and acting as liaison to ensure all operational and marketing aspects of their stay are met. 
• Understand and utilize the sales tools the company provides and to follow and support all sales and marketing MOS. Ability to sell all hotel products and services.
• Understand and maximize the utilization of all automated sales and reservations systems (Opera) involved with corporate or travel industry business.
• Participate in sales meetings, pipeline meetings and leadership meetings as required.
• Respond and maintain effective correspondence with all potential and existing clients. 
• Follow up on all pending and currently booked business details.
• Produce monthly sales recaps of market achievement based upon marketing plan objectives.
• Produce and execute quarterly and annual action plans. 

Skills & Qualifications

• College Degree – 4 years or equivalent experience
• Luxury hotel Sales preferred (minimum of 3 years) or 3 – 5 or operational hotel experience
• Proven sales track record is a plus
• Working computer skills and knowledge including but not limited to Excel, Word, PowerPoint, Internet and Opera.
• Reading, writing and oral proficiency in the required languages
• Creativity in connecting with decision-makers
• Telephone prospecting skills
• Time management skills
• Selling through email and in-person
• Written communication skills
• Can-do attitude