Sales Manager

The Role: Revenue & Sales Manager

Reporting to: Hotel Operations Manager, The Director of Operations

Outline of Position

To maximize all sales and revenue generating
opportunities. To develop new and strengthen existing business opportunities
with a particular emphasis on growing the hotels market share.

Key Job Aims

Front
Desk & Revenue

·       Ensure the
guests experience are of the highest quality.

·       Lead a team of Front
Desk assistants, providing direction on best practices,

·       Manage the
training program of new hires to the front desk team.

·       Assist in
efficiently and effectively controlling front office departmental operations.

·       Contribute to
the strategic running of the hotel.

·       Manage and
maintain group and transient inventory controls.

·       Develop,
monitor, and adjust sales and pricing strategies.

·       Provide
critical analysis of strategies, room's statistics and demand factors.

·       Conduct
competitive and demand analysis.

·       Maintain distribution
channel data integrity.

·       Implements
appropriate hotel inventory distribution strategy; maintains accurate rates and
inventory allotments in the CRM/GDS/Website and property PMS in a timely manner
to promote rate parity throughout all booking channels.

·       Develops near
and long-term top-line rooms revenue hotel forecasts upon request from the Group
Revenue Management team.

·       Loads all
preferred, consortia and promotional rates in GDS and PMS.

·       Spearheads
troubleshooting and resolution of any rate loading issues as they occur.

·       Analyse and
determines whether hotel is effectively marketing itself across electronic
distribution channels.

·       Participate and
prepare rolling forecast and annual budget for each property using PMS.

·       Ensure that all
rooms statistics reports  and any other
related reports are accurate and consistent.

·       Ensure that all
revenue management related systems are maintained.

·       Attend Monthly
Revenue & Sales Meeting to maintain communication of strategies and need
periods. 

Sales

·       To achieve
Corporate Rooms, Meeting & Events and Food & Beverage hotel sales
targets. Targets will be agreed on an annual basis.

·       To compile,
implement and proactively manage the Hotels annual sales activity plan.

·       To successfully
carry out an agreed programme of activity as per the performance management
plan for the hotel sales department.

·       In cooperation
with Financial Controller, adhere to sales budgets, analyse results and
implement corrective actions as required.

·       Maintain and
develop new and existing business opportunities.

·       Research scope
(cold calls, Internet, existing databases etc) for new business and follow up
on any opportunities identified to the end of securing new business (Bedrooms,
Food & Beverage)

·       Follow-up calls
on all sales leads, enquiries.

·       To schedule and
carry out property site visits with current and prospective clients, as
appropriate.

·       To monitor
service quality via receipt of client feedback, both positive and constructive,
and communicate to operations team.

·       To compile
Weekly/Monthly Sales Reports as required and a weekly sales activity report for
the Commerical Director and Group Revenue Manager.

·       To manage all
aspects of the corporate rate contracting process

·       To continuously
monitor and report on competitor activity with a view to maintaining
competitiveness and feedback information to the Director of Operations,
Commercial Director & Group Revenue Manager.

·       To coordinate
and monitor all research campaigns designed to deliver new business prospects
for the hotel.

·       To manage and coordinate
regular database maintenance with agreed parameters.

·       To plan and
organise Fam Trips, site inspections and Sales promotions as required and
represent the Sligo City Hotel at consumer promotions, trade exhibitions,
seminars & workshops, and follow up leads where required.

·       To attend
events held in the hotel and offsite when required.

·       To represent
and maintain regular contact with local networking groups and trade bodies.

·       To work closely
with the Group marketing team to ensure that all local marketing opportunities
are exploited in line with the Sales & Marketing plan.

·       To maintain and
continuously develop the company CRM system to ensure the accurate recording of
relationships with your customers.

·       To plan and
effectively execute ‘Database Marketing’ to target markets including Mail shots
and Ezines in association with the group marketing department.

·       Dealing with
clients on telephone and email and responding to all requests and sales leads
in a timely and professional manner endeavouring to convert enquiry to sale.

·       To manage and
develop other members of the sales team to ensure high performance against the
performance management plan.

·       To
strategically manage key accounts and ensure a high level of account management
is achieved.

·       To ensure all
sales administration work is complete, follow-up calls, research calls, rate
contracts etc and communicate all negotiated rates to reservation, front office
and accounts.

·       To be strategic
in establishing lasting, favorable relationships with customers/ accounts and
provide them with an intelligent, co-operative professional service.

·       Strive to meet
measurable targets and goals as per the performance management plan.

·       To become an
active member/colleague of the company sales & marketing team and attend
regular hotel and company meetings as required.

·       Comply with all
company procedures to include all statutory procedures- Fire Health &
Safety, hygiene.

·       To carry out
any other reasonable task as assigned by management to meet with business
needs.

Brand Standards

·      
To
ensure all printed material, advertising and promotions are approved by the
General Manager and the Group Commercial Director before issuing.

·      
To
ensure that all branded materially used in the hotel or circulated from the
hotel is in line with brand stands.

·      
To
promote all marketing initiatives where appropriate.

·      
To
ensure that the agreed level of branded stock is to hand and all hotel
publicity material is monitored.

Accountabilities

Planning
and Organizing

·       To ensure that SOPs are in place for all departments and to
ensure they are updated frequently and adhered to at all times.

·       To ensure all team members attend all training as required by
the company.

·       To ensure regular team and departmental meetings are held and
that minutes of meetings are recorded, followed up and forwarded for your
attention.

·       To ascertain and follow up on client feedback, identify and
address potential service shortfalls.

·       To oversee hotel
printed promotional material including brochures, flyers, special offers,
posters, etc. as required, always following brand guidelines.

·       To work on
developing and enhance the hotel website, working with marketing and web
supplier to increase the market share for all markets.

·       To regularly monitor all factors capable of affecting the
hotel tourism business.

General

·       To interact and communicate with clients, guests and
colleagues in a corteous, friendly and professional manner at all times.

·       To be fully aware of all company policies and procedures.

·       To be consistently well groomed and professional in
appearance and presentation at all times.

·       To be innovative – developing and implementing new ideas
contributing to company success.

·       To protect and
promote the image of the Sligo City hotel and The Address brand at all times,
both in print and verbally.

·       Manage conflict
effectively.