Senior Sales Manager – Government

Our Vision, we make moments

Mövenpick Hotels & Resorts (MH&R) is in the “moments” business. We’re intimately involved in important times in our guests lives. And you never know when a moment can be made. A simple smile in the lobby can create the positivity that turns a business trip into a new business celebration. An insider tip on the best way to spend a day can make an entire holiday. A romantic dinner for two can lead to a longer term partnership.

It doesn’t take much to make a moment. Just to be genuine. And human. And warm. And take steps to do the ordinary in an extraordinary way.

We understand that this vision cannot be achieved without great people who create and support work environments designed to produce exceptional results. 

The Role

• Under the general guidance and supervision of the Director of Sales and Marketing, implements all sales activities and maximizes business opportunities in his / her specific area of responsibility.
• To drive, manage and maintain robust positive relations with all travel trade key accounts and business partners of MH&R and the hotel.
• Generates and maintains customers of travel trade segment through various sales activities (face to face sales calls, telephone calls, entertainment)
• Maintains a high level of exposure for the hotel through direct sales, telephone, fax, and written communications.
• Ensures comprehensive and complete coverage of own portfolio covering all departments and accounts’ management for a comprehensive client servicing, achieving targets and maximum productivity
• Provide service that is sincere, warm and enthusiastic, ensuring guests’ & colleague’s satisfaction at all times.
• Take time to familiarise yourself with all guests and colleagues, and be committed to service excellence.
• To promote efficiency, confidence, courtesy and an extremely high standard of social skills.
• To generally promote and ensure good inter-departmental relations
• To display a pleasant manner and positive attitude at all times and to promote a good company image to guests and colleagues.
• To demonstrate pride in the workplace and personal appearance at all times when representing the hotel thus identifying a high level of commitment
• Maintains the highest standards of professionalism, ethics and attitude towards all hotel guests, clients, staff and employees.
• Maintains professional business confidentiality.
• To adhere to Company and Hotel rules and regulations at all times.
• Good knowledge of S&C, Microsoft Office and Microsoft outlook. Uses technology available for reports, communication and client correspondences. 
• Flexible to adapt to sudden increase in working hours as per business needs

Key Deliverables and Responsibilities

Planning & Organizing:

• As directed, plans sales trips or attends trade shows and exhibitions under the direct approval and guidance of the DOSM and where applicable in coordination with International Sales Offices.
• Arranges site inspections of hotel and hosts Fam trips
• Responsible for post – Fam Group follow up such as sending Thank You Letter and developing potential clients database for future business opportunities
• Attends major travel functions and promotional events (i.e. trade shows) and promotes sales (rooms, catering and other facilities and services) for the hotel.
• Where applicable, closely coordinate and communicate with International sales office with regards to accounts/markets that are serviced by International Sales
• Ensures that selling strategies are adhered to during negotiations and up selling opportunities whenever possible.
• Attends all pre and post – MICE, as required, arranged by the Event’s Management Department 
• Attends major travel functions and promotional events (i.e. trade shows) and promotes sales (rooms, catering and other facilities and services) for the hotel.

Operations:

1. Maintains a sales call pattern averaging 25 calls a week.
2. Minimum two accounts entertainment per week.
3. Establishes and maintains histories on every account with his/her market segments.
4. Attend the daily Departmental Sales briefing and debriefing.
5. Attend weekly review, with all feedback and planned calls and entertainment of the following week.
6. Submit weekly sales activity report to the Director of Sales and Marketing on the leisure segment.
7. Develops Prospects Accounts, and implement a Sales Action Plan for each account.
8. Attends at the start of functions related to accounts handled.
9. Seeks intelligence information from accounts and competition.
10. Interacts and liaise closely with Front Office, Reservations, Food & Beverage, and Banquet & Conference Departments.
11. Performs related duties and special projects as assigned.
12. Attend the start of the functions related to his/her accounts handled.
13. Implements and executes all sales objectives and action plans to reach and exceed targets set
14. Solicits and service both FIT and MICE business
15. Within established parameters, quotes and negotiate T&T contracts with operators / agents for FIT and MICE business and where need be involved Director of Sales – T/T to close contract
16. Where applicable, closely coordinate and communicate with outbound sales office with regards to accounts/markets that are serviced by Outbound Sales
17. Ensures that the response to any business request is actioned within 24 hours
18. Promotes and produces sales leads for the Mövenpick hotels  outside of coverage area
19. Provides feedback to the Director of Sales & Marketing on changing marketing conditions, including trends in the competition, as a result of direct sales solicitation, telephone and direct mail, in his / her market areas.
20. Disseminates sales related information to other departments as appropriate.
21. Maintains close communication with the Events Management Team in the negotiation process of their accounts.
22. Follow up with the Events Management Team after the post – event meeting with Thank You calls and send Thank You Letter
23. Performs all duties and responsibilities in a timely and efficient manner in accordance with established hotel policies to achieve the overall objectives of the position.
24. Ensures that selling strategies are adhered to during negotiations and maximizes up selling opportunities whenever possible.
25. Reviews direct competition and conducts regular research.
26. Closely monitors accounts revenue and business production for T/T and Wholesale accounts.
27. Keeps updated with client relationships and overall business goals.
28. Updates the Director of Sales & Marketing on the negotiation event / progress of each group.
29. Maintain an up to date account and contact database and details in property management system.
30. Ensure comprehensive and up to date knowledge of properties’ unique selling points, features, amenities, services and policies.
31. Ensure that MH&R Sales and Marketing Policies and Standard Operational Procedures are adhered to at all times. 
32. Attends departmental and communication meeting as requested by Department Head.

Administration:

1. Disseminates sales related information to other departments as appropriate.
2. Updates the Director of Sales on the negotiation event / progress of each group.
3. Ensures that the response to any business request is actioned within 24 hours
4. Performs all duties and responsibilities in a timely and efficient manner in accordance with established hotel policies to achieve the overall objectives of the position.
5. Maintain an up to date account and contact database and details in property management system

•    Strong leadership and interpersonal skills
•    Excellent communication and customer contact skills
•    Results and service oriented with an eye for details
•    Ability to multi-task, work well in stressful & high-pressure situations
•    A team player & builder
•    A motivator & self-starter
•    Well-presented and professionally groomed at all times