Sales Executive

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Position Overview

The Sales Executive is primarily responsible for developing new business opportunities whilst assisting in the management of the Hotels existing Corporate and MICE accounts. All duties that are carried out should be in accordance with Accor Hotels Standards and legal requirements.

Main responsibilities

Duties

• Account manage an allocated portfolio undertaking complete account management responsibilities for maintaining, servicing & developing the accounts, growing revenue and tracking production.
• To increase the volume of transient corporate business levels, Business group and MICE as set down, by 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 all times.
• To meet agreed monthly performance targets – appointments, account 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 re-negotiate and re contract all annual corporate 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
• Maintain awareness of the hotels key competitors, of their client interaction, their key account base and corresponding rates and any property developments.
• To achieve a number of KPI’s 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.
• Attend and assist with in-house marketing activities, familiarisation trips, client hospitality evenings, presentations, show rounds and promotional activities.
• Produce required reports of completed sales activity including details of face to face client appointments, presentations, familiarisation trips and any other related client interaction.
• Update and maintain sales contact lists and account information in Anais or other systems as directed.
• 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 hotels financial position and selling strategy versus previous year and current budget.
• Maintain awareness of the hotels key competitors’ financial performance, of their client interaction, their key account base and corresponding rates and any property developments.
• To work closely with the Accor Sales Network in 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.

Talent & Culture Responsibilities

Assist the Sales Management Team in the following:

• Establish on-going On Job Training Programs within the department to meet Brand and Service Standards.  Use Department Procedure Manuals as a base for all service procedures training.
• Induct new staff into the team, department and Hotel in the first week of their employment following guidelines. Ensure that all staff under your control carry out their duties in accordance with the Brand and Service Standards and Procedures Manuals.
• Effectively use the guest feedback to improve product and service delivery.
• Openly communicate with staff ensuring

Health & Safety

• Notify you Manager of any reason you may not be capable of performing your tasks safely.
• Participate in workplace consultation on matters pertaining to Occupational Health and Safety, as per the hotels agreed arrangements.
• Comply with safe work practices by following Accor Health, Safety and Environment policies, including the use of safe manual handling techniques, safe use of hazardous chemicals and machinery, working at heights procedures, using protective clothing and safety equipment where available and necessary, maintaining a clean, tidy work environment, and any other safety practice promoted and required by the Hotel.
• Ensure all equipment is kept in good working order and used only for the purpose for which it was intended.
• Attend and actively participate in all WH&S training required of you by the Hotel.
• Report any health or safety hazards, incidents and injuries to your Manager/Supervisor or Manager on Duty as soon as possible.  Hazards may include unsafe working conditions, equipment and machinery faults or damage, and other housekeeping or maintenance needs that may affect the safety or any person/s at the Hotel. Ensure that the appropriate documentation is completed correctly, such as the Injury / Incident Form.
• Participate and contribute to the risk assessment process when requested by your Supervisor/Manager.
• Work cohesively in conjunction with the hotel’s rehabilitation program, as required.
• Maintain standards of hygiene for food handling and presentation as prescribed by council / legislative regulations.
• Be fully conversant with departmental fire and evacuation procedures.

Systems & Procedures

• Log and inform your Manager of any system problems. Suggest any improvements that could be made to improve existing systems and procedures.
• Follow policies and procedures outlined in the Accor Brand Standards Manual, Departmental Service Standards / Procedures Manual and Accor Policy Manuals.
• Complete all duties, and ensure a concise hand over.

Customer Relations

• Provide efficient, friendly and professional service to all guests.
• Lead by example when attending to guest requests.  Show efficiency in constantly striving to provide Total Customer Satisfaction.
• Take initiative to ensure that interactions with our customers (internal or external) are positive and productive, call the Manager on Duty if difficulties arise.
• Work together with trust so that colleagues and management meet the goals of the department/Hotel.
• Treat customers and colleagues from all cultural groups with respect, sensitivity and transparency.
• Take every opportunity to be a “salesperson” by active selling of special promotions and facilities available within the Hotel.
• Implement the Accor values and Accor customer vision to ‘Offer the Best Service to Our Customers’.

Other

• Take responsibility to ensure all required tasks are completed accurately and within given time frames.
• Participate in scheduled training and development programs provided by the Hotel to improve self and department standards and attend departmental meetings as required.
• Abide by Accor policy on EEO and Harassment in the workplace.
• Ensure wherever possible that employees are provided with a work place free of discrimination, harassment and victimisation.
• Follow property procedures with respect to grooming, performance and conduct standards, occupational health and safety, emergency procedures and all other property policies and procedures as detailed in the employee handbook / department procedure manuals / company policy manuals.
• Ensure Hotel, Customer and Staff information or transactions are kept confidential during or after employment with the company. 
• Any other reasonable request within your range of competence as required by your Supervisor or Hotel Management.

• Bachelor Degree in Business, Marketing, Communications or equivalent
• At least 3 years of progressive hotel sales experience required for premium brands within the hospitality industry with successful track record in either hotel or resort sales
• Proven ability to build and maintain good relationships with all guests and Clients.
• Communicate thoughts, actions and opportunities clearly with strong networking skills
• Ability to lead by example, believe in a strong team culture and set the scene for high performance
• Strong computer skills and knowledge of MS Office Suite Programs, Opera knowledge preferred
• Familiarity with virtual tools for the purpose of sales & customer engagement.
• Excellent communication and negotiation skills.
• Strong interpersonal and problem solving abilities.
• Enthusiastic, stress resistant and professional communicative skills
• Excellent command of English, other languages would be an added advantage