The principal purpose of the Cluster Sales Manager is to oversee and manage Leisure/MICE to ensure maximum revenue from their designated markets. The Cluster Sales Manager should work closely with the DOS of each resort and the Global Director of Sales, to develop partnership and maximise market share.
The Cluster Sales Manager represents by proactively soliciting new business from accounts, sourcing new accounts, identifying new targets, and re-soliciting past business leads. Represents the hotels within the designated market (UK) and meets goals in room nights and revenue as set in each resort:
* Schloss Roxburghe, part of Destination by Hyatt
* 7Pines Resort Sardinia, part of Destination by Hyatt
* 7Pines Resort Ibiza, part of Destination by Hyatt
* Tophotel Hochgurgl, Austria
* Hotel Stadt Hamburg, Sylt, Germany
The job of Cluster Sales Manager is executed satisfactorily when:
* Works with the Global Director of Sales and DOS of each property to identify the top accounts, determine deployment structure, identify account managers, and coordinate efforts to pull-through business from the accounts.
* Solicits new business from assigned business accounts (Leisure and MICE) and leads sent through internal referral from each resort and Hyatt systems.
* Solicits potential new accounts or business opportunities by leveraging business intelligence and support or other third-party data sources in order to generate leads.
* Re-solicits non-deployed realized opportunities, including turndowns, lost opportunities, and actualized business when appropriate.
* Drives customer satisfaction through daily interactions (e.g., solicitations, re-solicitations, account calls, new business calls, face to face activities, etc.).
* Conducts customer facing sales activities/ business trips on behalf of the hotels as appropriate. (e.g., lunch and learns, social hours, activities, local industry events, convention and visitors bureau activities, etc.).
* Arrange fam trips with selected key accounts (Leisure & MICE) for all resorts based on availabilities and priorities of each resort – also utilizing the Hyatt network and supported by the local team.
* Maintains complete and up-to-date lead information on each account to verify accurate reporting and customer base information (weekly reports, business trip reports, monthly reports).
* Qualifies and maintains customer’s long-term business potential and refers customers to the entire portfolio of 12.18. Hospitality Management.
* Verifies accurate and timely lead turnover to other sales channels.
* Presents hotel benefits and features based on customer needs.
* Understands and utilizes all business processes written in support of the sales organization.
* Utilizes negotiation skills and creative selling abilities to uncover new business.
* Uses all information systems to research the deployment and values of the accounts deemed important for the hotel.
* Understands the overall market (e.g., competitors strengths and weaknesses, economic trends, supply and demand, etc.) in order selling effectively against competitors
* Communicates trends, opportunities and market changes through reports.
* Understands and actively utilizes the company marketing initiatives/incentives converting cold to warm leads.
* Tracks weekly activities and relationships to revenue and room night production.
* Adjusts to significant variation in daily work load through independent prioritization.
* Participates in community and the hotels networking events.
* Important ability to travel around specific countries to meet MICE/ Leisure key accounts (5 days every two weeks average).
* Support lead conversion of each resort by traveling to specific accounts at key moments of the negotiation.
What you will find:
Excellent working environment with a great, committed, and cohesive team to be part, career growth opportunities internally and internationally within a fast-growing lifestyle brand, innovative tools to help you and your colleagues perform their work.
Desirable Skills:
* Strong sense of urgency, able to prioritize.
* Excellent organizational and communication skills.
* Ability to listen, interact positively and work effectively with others.
* Ability and capacity to carry out complex activities, involving business ideas, technical and interpersonal skills.
* Knowledge of technical applications of sales management systems and their utilization.
* Knowledge of reservation, group/catering and transient sales processes (Hyatt processes).
* Knowledge of the pricing process for leisure travel sales accounts.
* Knowledge of all Resorts cultures and brand strategies.
* Ability to interpret market data and apply to sales strategy.
* Ability to develop and implement successful sales strategies for multiple properties.
* Highly result oriented.
* IT literacy (Hospitality industry standard related and social media).
* Travel savvy.
* Fast moving company requiring continuous adjustability.
Prerequisites:
* Three years’ experience in a Sales position, preferably in a 4/5 stars hotel.
* Two years’ experience as Sales Manager, specialized in either Leisure or MICE segment (or both).
Education:
* Hotel Apprenticeship, Higher College Education, Business Administration Degree.