GROUP SALES SUPERVISOR

As a supervisor you will be the first point of contact for around 4/5 group sales executives. You will confirm offers, assist in the decision making process and answer questions. Also, you will be responsible for their personal development and wellbeing by having face to face check ins several times per year, weekly 1-to-1’s to check in and at least 2 times per year a performance review. As you will be their first point of contact it will be mandatory to travel to the different regions several times per year to check in and chat personally with each Group Sales Executive.
In your Group Sales Role for your own region you are responsible to maximize revenue through increased bookings across all segments and for all our hotels across all brands (Moxy Hotels, Courtyard by Marriott, AC Hotels by Marriott, Residence Inn by Marriott). You will provide an efficient and effective process to quickly handle customer enquiries within pre-defined parameters, communicate booking information to all relevant departments and effectively present and sell all Group and Meeting products as relevant for our hotels which meet customer needs.
You will be based in Courtyard Glasgow SEC hotel. However, the group sales executives will be based in different countries, so you will need to travel from time to time.

KNOWLEDGE

• You have previous experience within a Reactive Group and Event sales administration environment
• You have Sales and coordination experience with relevant comparable market knowledge
• You have strong administrative and interpersonal skills
• You have understanding of sales data and its use
• You have a proven record of sales achievement
• Worked in an international culture with different working styles

EXPERIENCE / SKILLS

• Good interpersonal skills and shows patience and understanding towards team members
• Good selling skills and understanding of sales processes; able to provide solutions for customers Group & Event needs
• Possesses excellent telephone sales and writing skills
• Good customer development and relationship management skills
• Basic understanding of need time strategy as developed by Revenue Management
• Ability to understand sales strategies for multiple properties
• Effective decision making skills
• Clear communicator fluent in English (and other languages a plus!)
• Strong organizational skills
• Ability to use standard software applications and hotel systems with preference for SFA, Opera, MARSHA etc.
• Be proactive
• Have an open mindset and be patient towards colleagues
• Be able to adapt to each situation and different ways of working

EDUCATION OR CERTIFICATION

• High School Diploma or equivalent required

MAIN TASKS & RESPONSIBILITIES

Your duties can be divided in supervisory duties and operational group sales duties.

SUPERVISORY DUTIES

• Answer first line questions from the Group Sales Executive
• Guide, give instructions, follow up and assist in the decision making of each Group Sales Executive
• Check and approve booking sheets and agreements
• Have weekly 1-to-1’s with each Group Sales Executive to discuss the upcoming week
• Lead the onboarding of new team members
• Travel to the different regions to meet with each Group Sales Executive in person
• Arrange coverage of duties in case of illness or holidays
• Keep an eye out on opportunities to develop each Group Sales Executive in their personal way
• Inform your manager about irregularities, challenges or developments on a weekly basis
• Work together with your manager to improve and roll out processes and procedures
• Identify needs within the team and communicate these to your manager

• Identify and manage the best resources to effectively deliver project plans

  Operational group sales duties

• Convert business through proposal, negotiation and contractual agreement to ensure all revenue potential and targets are achieved

• Liaise closely with clients to establish needs and expectations and maintain records to develop sales opportunities
• Responds to telephone/email inquiries/ requests for group business in the defined timeline
• Create and maintain accurate customer meeting/event records in Opera capture feedback and make suggestions for adapting offering
• Suggests positive alternatives through cross-referral, and ensures that business booked is within hotel parameters. Processes all correspondence within acceptable agreed time frames
• Monitor developments, innovations and best practices and implement any process that will improve sales performance
• Ensure follow up takes place with clients and opportunities are sought for repeat bookings
• Produces contracts, proposals, BEO’s and other related booking documentation
• Ensure strong knowledge of cluster Conference & Events products and selling strategies
• Proficiency in meeting room set-ups, basic A/V, and other support services if applicable
• Strong knowledge of all hotels in the cluster; selling features, benefits and objectives
• Understanding of contract terms & conditions
• Maximize revenue by up-selling creative F&B as relevant and other event options
• Understand need hotels strategy as developed by revenue management
• Understand and achievement of team and individual goals
• Perceive the wider impact of issues on the immediate business environment
• Communicate the vision in the way that generates excitement, enthusiasm and commitment
• Focus on the customer and find ways to meet, exceed their expectations
• Build productive relationships with colleagues both internally and externally