Job Purpose
Lead and guide the Sales Team in achieving their objective of identify and gain new corporate business as well as to maintain and develop existing clients
Duties and Responsibilities
- To create and monitor sales targets for the team on a regularly basis (weekly appointment, cold calling, revenue per account, etc)
- Revision of the targets with active guide in order to develop and improve the performance of the team
- To maintain and develop existing accounts to ensure they reach their maximum potential
- Establish key relationships with corporate clients and agencies to ensure maximum exposure and increase revenue
- Take a proactive approach to locating potential new business through the appropriate channels
- To prepare Sales plan annually
- The Sales Plan is prepared for inclusion in the company Business Plan within the agreed timetable
- The Sales Plan reflects the action required to translate the marketing plan into revenue
- The Sales Action Plan is costed with sufficient supporting information as appropriate to support cost projections
- To identify and develop, in liaison with the Ops Director and Chief Executive, initiatives to market the product to potential customers and or companies
- To identify gaps in the Market into which our product could be promoted effectively
- To analyse the company’s performance data in order to identify trends, positive and negative
- Reservations and Communications all comprehensively record customer’ data and feedback to provide accurate and meaningful research data about our business: both statistical and subjective
- External trends and competitor activity is monitored to also inform our marketing targeting
- The rooms pricing policy is prepared for Chief Executive and Board approval at the same time as the annual budget
- Corporate rate pricing agreements are set and adhered to by the sales team
- Significant variances either in price or volume are referred to the Chief Executive and Board for approval
- To ensure that sales activities are executed in accordance with the Sales Action Plans, timetable and costs
- Additional or changed initiatives are executed in response to changing circumstances or demand or costs
- Sales activities are co-ordinated towards achievement of targeted yields
- Sales calls, contacts and activities are properly recorded
- All outcomes are reported and compared with achieved business results
- Sales team feedback is entered into marketing and pricing polices formulation
- Sales enquires are comprehensively and immediately recorded for evaluation
- Response to enquiries is made within as short a time as is practical
- Lost enquiries are periodically reviewed for justification
- To manage sales/operations liaisons
- From time to time you may be required to carry out duties outside the normal sphere of work as may be reasonably requested by Management
- To assist in the production of the Business Plan
- Narrative to support the numbers is submitted simultaneously
- Analysis of the results by market sectors; service, nationality and other appropriate measures including narrative identifying trends
- Analysis include review of action taken or planned to improve margins
- To control costs
- Sales and Marketing Department costs including staff costs are controlled so as to remain within budgeted (or forecasted) limits
- No costs are incurred without authority (purchase order, recruitment authority, etc)
- Controls are co-ordinated with the Sales & Marketing where cost responsibility is shared to protect the control
- To recruit, train and develop the Sales Team
- To prepare, conduce and follow-up on the Team annual appraisal (or more frequently if appropriate) as well as monitoring the results of the team over the year
- Training and Development plans are prepared for staff arising out of appraisal of training and development needs
- To ensure the health, safety and well being of staff
- Understanding relevant H&S legislation and the implications on the operation of the department
- Communicating to the team their responsibilities within H&S
- Ensuring that safe and healthy working practices are implemented at all times