Sales Manager - Holiday Inn Express… at InterContinent… · Singapore

What’s the job? The Sales Manager is responsible for generating revenue by securing new business opportunities and maintaining relationships with existing clients. The role involves creating and implementing sales strategies, meeting sales targets in line with hotels budget, and ensuring customer satisfaction.

Your day-to-day

Essential Duties and Responsibilities – (Key Activities of the role)

• Manage existing corporate accounts, including handling contracts and reservations in the system

• Maintain personal connections with guests and account managers to ensure high satisfaction and loyalty and consistent production

• Build and maintain strong relationships with clients, including corporate accounts, travel agencies, event planners, and other key stakeholders

• Search for new corporate accounts and groups, negotiating optimal rates to benefit the business

• Secure repeat business from both groups and corporate accounts

• Promote all facets of the hotel to potential and existing clients

• Manage all corporate accounts, including local negotiated accounts and those signed globally by IHG

• Negotiate and prepare contracts, close sales deals and prepare invoice for payments

• Develop and maintain a consistent pattern of sales calls, meeting with key decision-makers in the target market.

• Identify new market opportunities and business prospects

• Conduct market research and analysis and stay updated on industry trends, competitor activities, and market conditions

• Develop and execute comprehensive sales plans to meet and exceed revenue targets

• Track and analyse sales performance metrics and adjust strategies as needed

• Establish and maintain contact with business generators, meeting and convention planners, visitors/convention bureaus, travel agents, tour operators, airlines, corporate accounts, government departments, and other key stakeholders

• Build a strong profile within the local marketplace through attendance at various events and networking sessions and by monitoring competitors

• Conduct regular sales calls, site visits, entertain clients, and presentations to prospective clients to generate future business opportunities

• Plan and conduct familiarization tours and site inspections to showcase the hotel

• Travel as required to promote the hotel and develop potential business opportunities

• Participate in the annual commercial conference and other relevant events

• Maintain regular contact with IHG hotels in the region, IHG Support Office, and Shared Services Office (Sales & Marketing, Reservation, Revenue for Hire, Distribution Relationship Marketing, Marketing Communication).

• Monitor existing business and contribute to sales strategy meetings to maximize revenue

• Work closely with the Revenue Manager to determine optimal pricing for corporate accounts and groups

• Assist with the preparation of budgets, monthly management reports for owners, and monthly statistics

• Analyse sales mix and assess the likely impact on hotel goals

• Implement directions from the General Manager and Area Director of Sales & Marketing

• Participate in revenue meetings and pricing calls to ensure alignment with the hotel’s strategy

• Assist with marketing requests during absence of Marketing Team and help operations team if required

• Use Oasis and other programs and instruments of IHG as work tools. Keep current documentation of daily, weekly, and monthly actions.

• Use IHG Way of Sales as a tool to enhance your sales skills:

o Set the Right Sales Goals

 Situation Analysis Checklist

 Sales and Marketing Plan templates and guidelines

 ART Tool (account valuation)

 Strategic Sales Plan Workbook (measure account production vs. sale performance)

o Developing Account Plans

 Hotel Account Planner

o Account Generation

 Account Management Grid (to ensure that sales targets and objectives are being met)

 Market Analysis Tip Sheet (understand accounts in the area)

 Account Analysis Tip Sheet (identify potential accounts)

 Lead Generation Tip Sheet

 Sales Activity Planner

o Lead Qualification

 Lead Qualification Form

o Win the Right Business

 Enquiry Tip Sheet (collect the right information about customers’ needs)

 Sample Proposal template

• Know about and use the many sales tools and resources available to you through IHG including:

o IHG Way of Sales, The Sales Source, Business Source

o Meeting Broker and Easy Groups and Meetings

o Lead Share

o Hotel Content Manager

o Strategic Pricing and Corporate Gold

o Travel Consultant Connection and GDS

o The IHG Wheel and Hotel Solutions

o Strategic Business Revenue Plan

o Employee and Friends and Family Rate programs

o IHG One Rewards Club

o Business Edge

o RFPs

What we need from you:

Required Skills

• Demonstrated ability to interact with customers, employees and third parties that reflects highly on the hotel, the brand and the Company.

• Problem solving, reasoning, motivating, organizational and training abilities.

• Proficient in the use of Microsoft Office

• Good writing skills

• Bachelor’s degree in hospitality management, Business Administration, Marketing, or a related field

• Proven experience in sales, with a track record of meeting or exceeding sales targets.

• Strong understanding of the market and market trends and key industry players

• Excellent communication, negotiation, presentation and interpersonal skills.

• Ability to work independently and as part of a team.

• Flexibility to travel and work outside regular business hours as needed.

Experience –

• 3-4 years related experience or an equivalent combination of education and experience

Key Metrics –

• KPI, Sales Targets, Budget

Decision Making Responsibilities (Decision Rights) –

• Within the authority as assigned for Hotel Band 5 role

4. KEY RELATIONSHIPS

Key Internal Relationships –

• Hotel Employees and Corporate Employee

Key External Relationships –

• Interacts with guests and individuals outside the hotel including, but not limited to, current and potential clients, owning company representatives, suppliers, competitors and other members of the local community.