Duties and responsibilities
Sales and Revenue
To effectively manage a portfolio of accounts, key prospect and suspect accounts
To achieve agreed room nights/revenue targets from the account portfolio
To conduct a minimum of 8 appointments per week
To identify new accounts within the sales territory
To effectively manage and develop a portfolio of Network Accounts
To compile potential analysis forms, tracker and sales actions plans for each account in conjunction with hotel
To review each account on a monthly/quarterly basis with the customer and update action plans as required
To have knowledge of the trading conditions and sales objectives of the hotel and focus sales activity to support hotels needs
To monitor and communicate competitor activity and act upon it as required
To monitor and communicate corporate trends and market information and act upon this information as required
To organise and host familiarisation visits and corporate hospitality events 1 per month
To represent the hotel at exhibitions, trade shows, presentations and such like and similarly to any professional bodies and organisations
To keep up to date product knowledge on IHG
To keep up to date product knowledge on all sales and marketing promotions and programmes and to actively sell and promote as appropriate
Sales Administration
To maintain and update files in accordance with agreed standards
To monitor all aspects of account administration to ensure accurate and effective.This includes the completion of RFPs, collation of rates, issuing contracts, rate loading and tracking
To submit weekly and monthly reports as agreed
To update Delphi in accordance with company standards
To achieve minimum of 10 Sales calls per day based on existing contracts
To achieve minimum of 20 research calls per day based on new business
To compile presentations and tenders
To submit purchase orders and expense claims in accordance with company standards and to operate within agreed expenditure budgets
Communication:
To involve hotel in account activity
To participate in sales meetings
Notes:
Accounts will be managed by the Sales Manager
Accounts to contribute to Rooms Revenue in line with the Rooms Revenue Budget
Key focus brickwalling existing accounts, securing New Business and support to Sales Team
Technical Competencies
Intermediate PC skills on all MS applications.
Strong technical experience in budgeting and forecasting.
Benefits
Meals on duty
Staff uniform
Monthly performance-based incentives
Company pension contribution after you passing your probation period
Recommend a friend fee
20 days holiday plus 8 bank holidays
Training fund assistance of NVQs
Awards and Recognition Programme
Seasonal annual parties
Staff rate with IHG hotels globally
TPBN1_UKCT