Responsible to: Director of Sales

Key Responsibilities/Accountabilities:

Revenue Generation and Account Management:

·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 hotel’s 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

·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 Senior Corporate 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