Senior Sales Manager

COMPANY: FILINVEST COMPANY: QUEST PLUS CONFERENCE CENTER MANILA



POSITION SUMMARY
The Senior Sales Manager handles local corporate companies with individual and group travel potential guests, meetings and events for the hotel. He/she under the guidance of DOSM/DOS/ADOS implements all the sales activities and action plans outlined in the marketing plan of the hotel and maximizes business opportunities.

Key Areas:

1. Sales Functions
2. Marketing Planning/Market Information Research
3. Administration
4. Communication
5. Others
6. Guiding Principles
7. Daily Job Duties

SCOPE AND RESPONSIBILITIES

Sales Function

1. Maximizes upselling opportunities whenever possible.
2. Personally, handles and actively supervises the management of key accounts in each of the hotel's revenue contributing departments.
3. Develops strategies in securing or maintaining a preferred hotel status for global accounts and optimizes revenue contribution at property level.
4. Develops and executes effective business development strategies that will ensure a continued and sustainable profitable growth for rooms as well as all revenue centers.
5. Responsible for a continuous assessment of pipeline accounts and evaluate its viability and potential.
6. Attends major tradeshows and promotional events to promote sales/rooms, catering, F&B/sp and other facilities and services for the hotel.
7. Plans sales trips under the direction and approval of the DOSM/DOS/ADOS to major markets and calling on the accounts within the specific market area.
8. Analyzes market changes. Under the direction of the DOSM/DOS/ADOS, implements proactive programs to meet changes i.e. Changes brought about by political, economic or competitive changes in the market place.
9. Maintains a high level of exposure for the hotel in major market area through direct sales, telephone, fax and written communication.
10. Actively supports and implements group-wide sales initiatives e.g. Online bookings, Advanced Purchase, Bonus Choice, Custom Stay, etc.
11. Participates and contributes information in the forecasting process to come up with an accurate forecast.
12. Recommends contracted room rate structure including but not limited to corporate rates, wholesale rates, long stay rates, group rates, etc. ensuring maximum revenue generation.
13. Conducts site inspection.
14. Supervises aspects of familiarization groups including inquiry, coordination and execution.
15. Responsible for post-familiarization group follow-up such as sending thank you letter and for developing potential clients database for future business opportunities.

Marketing Planning

1. Participates actively in the accounts review meeting chaired by the DOSM/DOS/ADOS and attended by the GM.
2. Keeps abreast of current and future competitors products, pricing and sales programs and deploy resources to efficiently optimize RevPar and achieve/maintain the leading market position.

Administration

1. Assist the DOSM/DOS/ADOS to develop and implement segments of the marketing communications plan relating to sales.
2. Establishes and maintains files of hit list accounts.
3. Ensures that the QPCM Management is strictly adhered to, to achieve maximum productivity levels.
4. Ensures compliance with QPCM standards and integrity of database.
5. Be familiar with the use of the sales and marketing software solutions i.e. Delphi, Opera, Nexus, Meeting Broker and Ideas in managing the sales accounts and optimize all revenue opportunities.

Communication

1. Builds positive working relationship with all departments of the hotel; ensures understanding of sales programs and the wants, needs, and expectations of customers/guests.
2. Maintains active communication and builds teamwork amongst sales team and the other Marketing departments e.g. Events Management, Communications, and Reservations in order to achieve commitment to the overall sales objective of the hotel.
3. Maintains open communication with the DOSM/DOS/ADOS and General Manager.
4. Communicates to senior management (EXCOM) arrival arrangements of high — (cut off in the image)

Others

1. Fully complies with the dress code and grooming standards and business etiquette as required by the hotel.
2. To be aware of the hotel hygiene, food and fire safety and security standards and procedures.
3. Active participation in the implantation of the hotels CSR initiatives on environment through the reduction in the consumption of consumables (electricity, gas, water, office supplies and others), proper disposal of waste in accordance with the established guidelines.
4. To perform duties as may be assigned.
5. Conducts day to day business and internal/external relations with the code of conduct and Guiding Principles in mind.

Guiding Principles

1. Attends Daily Sales Briefing to be updated on the business status of the hotel. Occupancy, revenue achievement, ATR, On books, available and close-out dates, promotions to offer, and to communicate to management and Events counterpart any information relevant for Sales development.

Daily Task

1. Reviews arrival list for the next three days.
2. Welcomes meeting organizers or group head on day of arrival or first day of Event.
3. Conducts Sales calls to develop new accounts or follow-up leads.
4. Set appointment for Sales Calls / Conducts telemarketing to probe potential of clients.
5. Accomplishes Sales summary and Expense reports.
6. Meets important account guests at the Club Lounge during cocktails.
7. Meets with the Events Buddy on a daily and on time for close coordination.
8. Conducts Showroom or Oculars for clients.
9. Replenishes Sales tools: collaterals, brochures, DM promo mats, CD presenter if needed for the next day.
10. Every Friday or Monday, submit summary of Sales Activity Report accomplished for the week.
11. Does other task given by DOSM/DOS/ADOS.