Department: Sales and Marketing
Reports To: General Managers, Acting Group Sales Manager, CEO
Positions Supervised: Sales and Marketing coordinator, sales interns
Key Relationships: All hotel departments
Salary: Ksh 40,000 – 50,000 plus handsome performance based commissions
Job Scope: As a corporate sales account manager you are responsible to develop and foster business through pro-active direct sales, marketing, telemarketing, direct mail, appointment calls and tours of the hotel. Also develops strategic action plans for hotels to drive measurable, incremental sales revenue.
Duties and Responsibilities
Solicits business for all the hotels from corporate clients
Follows up on solicitations calls through personal calls, either at the client’s office or at the hotel (minimum 30 business calls per week).
Participates in sales blitz and sales calls with members of sales team to acquire new business and/or close on business.
Writes reports on sales calls made and follow-up activities and submits to Assistant Group Sales Manager weekly and copies to general managers of the hotels
Attends weekly sales meetings
Participates in training sessions both internal and those sponsored by the hotel or by various industries related groups and associations.
Able to provide quick and timely responses, immediate communication to the properties, develop professional long term business relationships.
Provide the highest quality of service to the customer at all times.
Clear understanding of the hotels business strategies then set goals and determine action plans to meet those goals.
Clear understanding of your sales targets and working towards achieving the targets
Update action plans and financial objectives monthly
Identify new markets and business opportunities and increase sales.
Represent the hotels in various events, trade shows and exhibitions.
Visiting clients regularly and organizing cocktails events for them.
Doing competition comparison for other hotels
Preparing contract rates, quotations and proforma invoices on time for the clients and filing them.
Implements all sales action plans related to your market areas as outlined in the marketing plan.
Familiarizing yourselves with sales and marketing department Standard Operating Procedures
When possible, brings clients to the hotel to provide promotional materials and a tour of the hotel’s facilities.
Maintaining information on files for groups which have used the hotel in the past, and on groups which might be expected to use the hotel in the future.
Maintaining a robust database for your clients
Any other duties as assigned by your managers
Key Performance Measures
Measurable – Direct
Account productivity
Attendance & Punctuality
Keeping to deadlines
Man-days of training conducted
Man-days of training attended
Hotel promotions / events assisted with F&B Dept.
Maintenance of database
Customer satisfaction index, as measured through guest comment cards
Response on sales leads / generation of sales leads
Activity – Sales calls / Sales leads / entertainment / Prospects converted
Qualifications
Degree/Diploma in Hospitality related discipline
Sales & Marketing Degree/diploma an added advantage
At least 2 years consistent experience in direct sales
Experience doing direct marketing for hospitality industry a definite plus.
This is target driven, fast performance and demanding role and requires an agile person, driven by ambition to achieve greatness.
