Event Sales Manager at Glocient Hospitality

Job Description

• The Event Sales Manager is responsible for targeting, qualifying and contracting predominately local, global corporate accounts and Government agency accounts not yet utilizing our properties. Additional targets are to grow current consortia accounts i.e. American Express, Carlson Wagonlit, BCD Travel, HRG etc.; that can bring incremental revenue to our properties and grow the business MICE group segment through total account management or business development with TMC’s, key agencies and DMC’s.
• The Event Sales Manager will be responsible for maximizing room and catering revenue through increased bookings across Leisure and Corporate business segments.
• They will handle customer inquiries within predefined parameters and communicate booking information to the various hotel service departments. They will actively upsell each business opportunity to maximize revenue for the property.
• They will align the customer profile with the appropriate product.
• They will also achieve personal and team related revenue goals.
• Finally ensure that business is turned over properly and in a timely fashion for proper service delivery in accordance with brand standards.
• All duties that are carried out should be conducted to the highest standard and in accordance with the hotel standards, company policies & procedures, objectives and legal requirements.

As our Event Sales Manager you will be responsible for the below: -

Business Context

• Create awareness with regards to the hotels meeting and banqueting facilities
• Implement brand standards in all sales processes
• Shift market share from the competition with specific focus on group segment
• Sales and Marketing
• Responds in a timely manner to all incoming group/catering opportunities
• Ensures business booked is within hotel parameters
• Processes all business correspondence within acceptable time limits. Creates contracts and other related booking documentation as required.
• Manages and maintain account files.
• Effectively manages business opportunities and maximizes revenue
• Maximizes revenue by up selling packages and creative food and beverage
• Understands the overall market – competitors’ strengths and weaknesses, economic trends, supply and demand etc. and knows how to sell against them
• Closes the best business opportunity based on specific property needs
• Uses negotiating skills and creative selling abilities to close on business proposals
• Builds and strengthen relationships with existing and new customers to enable future bookings
• Effectively manages and develops relationships with key internal and external stakeholders.
• Perform day to day sales activity including lead generation, account management, face to face meetings, contracting & rate negotiation (under the DOSM’ direction), site inspections, attendance at trade shows, client entertainment and national/international sales trips.
• Attend and assist with in-house marketing activities, familiarization trips, client hospitality evenings, presentations, show rounds and promotional activities.
• Produce required reports of completed sales activity including details of virtual client appointments, Conversion reports, Business Block Reports and any other related client interaction.
• To liaise with front office and reservations regarding new MICE business opportunities, farming leads referred by respective teams, acting as ambassador for hotel and department, coordinating, negotiating and contracting MICE business while ensuring production and volume is tracked for corporate business generated by respective teams.
• To attend Sales meetings weekly & monthly
• Reporting on production monthly, while planning on driving/recovering accounts either producing/under producing
• To respond to any changes in the department as dedicated by the needs of the industry, company or hotel.
• To be flexible with the Rota, be available to cover shifts over the weekend or on Public Holidays as the need arises.
• To present a professional, friendly and efficient impression of our properties always
• To ensure that all tasks relating to guest comfort, guest satisfaction or the impression the guest receives of our hotel(s) must be treated with utmost priority.
• To establish a good working relationship with guests, visitors and colleagues, creating a team that works well together and with other departments.
• To assist as required/requested with the solving of any guest feedback and to be able to handle them in the most efficient manner.
• Have knowledge of the facilities and services, events offered by our hotels and their surrounding areas and actively promote them.

Guest Satisfaction

• Transfers accurate, complete and timely information to operating departments at the property.
• Effectively resolves guest issues that arise because of the sales process; brings issues to the attention of property leadership team as appropriate.
• Participate in guest satisfaction review sessions to identify areas of improvement; takes ownership of results and shares recommendations to address guest service issues.

Other​​​​​​​

• Performs other duties as assigned to meet the business need.

Qualifications

Experience

• A minimum of three years of sales experience with a reputed international hotel chain
• Experience in handling top producing accounts and Group and catering business opportunities
• Skills and Knowledge
• Excellent selling skills and understanding of sales processes; can effectively upsell products and services; can bring a sale to closure.
• Possesses excellent telephone sales skills
• Strong customer development and relationship management skills
• Knowledge of Leisure and Group business
• Knowledge of contractual agreements and legal implications
• Strong communication skills (verbal, listening, writing)
• Strong problem-solving skills and effective decision making and conflict management skills
• Strong organization skills
• Good negotiation skills
• Ability to develop and maintain relationships (e.g. associates, customers, vendors)
• Strong customer and associate relation skills
• Ability to use standard software applications and hotel management systems.