Under the guidance of the Sales Manager responsible for maximising rooms / F&B / Conference and Banqueting business from a defined account base. Proactively uncovering new prospects for the property and maximising conversion of business in line with the Hotels’ budgetary goals. This position is considered to be a key role within the Sales structure, and requires a high degree of self-motivation and the ability to work unsupervised using own initiative. Representing Starwood Hotels worldwide, promoting the quality image of the company at every opportunity.
1- Working closely with Sales Manager to achieve both personal revenue goals (by working towards an agreed Masters target) and the budgeted goals of the Property.
2- Proactively manage a pre-determined number of key accounts, key prospects and other active accounts to ensure maximum yield in rooms and banqueting revenue in line with budgetary objectives.
3- Maintain valid call objectives and relevant action plans for each key account/key prospect and ensure all follow up is executed in a timely manner.
4- Proactively sourcing and prospecting new accounts for the Property, and following the sales process through to convert into ‘producing’ accounts.
5- To attend any trade fairs as a representative of Starwood Hotels, ensuring that the quality image of the organisation is portrayed, and that every opportunity is taken to promote the Property.
6- A sales report is to be completed in a timely manner after attendance of trade shows or missions.
7- To take personal responsibility for understanding the Marketing plan and the required budgetary guidelines of the Hotels, to enable empowered decisions in all rate negotiations.
8- To participate in the annual Marketing Planning process under the direction of the DOS&M, and to take responsibility in conjunction with the Sales Manager for the compilation of the competitor rate and product information, pricing analysis and Key Account Analysis.
9- Communicating client requirements in a timely and accurate manner to all internal departments as required, ensuring delivery of superior guest service.
10- Re-negotiation of corporate rate agreements within budgetary guidelines for all corporate accounts within agreed time frames.
11- Ensuring accurate follow up and communication both internally to reservations and accounting departments, and confirmation to client.
12- Ensure property rates sheets are accurate at all times.
13- To accurately complete all Global Preference, SET Preferred rate agreements ensuring Smart contracting accounts base is kept up to date, including Global Access and Locally Negotiated accounts.
14- Compile and execute quarterly sales action plans as agreed with DOS&M and communicate any obstacles to completing action plans to the Sales Manager.
15- To complete a quarterly production review of account base.
16- To arrange and manage familiarisation trips in line with business needs.
17- To take responsibility for agreed projects outlined within the individual PMP and support DOS&M/Sales Manager with any additional projects as required.
18- To understand and be in a position to action any group and events enquiries and ensure accurate hand over and follow up to Events Teams.
19- Proactively respond to any Group/banqueting requests, checking space/rates and communicating to Events Managers for further follow up.
20- To participate in preparation and presentation of Sales and revenue meetings as required.
JOB KNOWLEDGE, SKILLS & ABILITIES:
Must be proficient in writing, speaking and negotiating in local language, English and at least one additional language. Must pass the Starwood Sales Select Test.