Sales Manager - Corporate

at  Pullman

Company Description
“Why work for Accor?
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By joining Accor, every chapter of your story is yours to write and together we can imagine tomorrow’s hospitality. Discover the life that awaits you at Accor, visit https://careers.accor.com/
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Job Description

YOUR EXPERIENCE AND SKILLS INCLUDE:

• Relevant sales experience is an asset for 2 to 3 years in a 4 to 5-star hotel.
• Degree in Hospitality
• Ability to focus attention on guest needs, remaining calm and courteous at all times
• Highly responsible & reliable
• Excellent communication skills, both written and verbal required
• Strong interpersonal and problem problem-solving
  Additional Information

• To develop in conjunction with the Director of Sales & Marketing structures, timely, achievable personal business plan.
• To support staff needs in other Divisions based on the hotel priorities and anticipated business levels.
• To maintain complete and supported records of all sales agreements, contract and quotes for the hotel as per Pullman Resort Al Marjan Island & Accor Policies and Procedures.
• To have a good understanding of contribution margins for each product results and work with respective heads of departments to maximize Operating results.
• To achieve targets in terms of number of new active Accounts, Room Nights, Banquet Covers and Revenue as set by the Director of Sales.
• To submit weekly entertainment schedule to the Director of Sales for approval.
• As directed, plans sales trips or attends trade shows and exhibitions under the direct approval and guidance of the DOS and where applicable in coordination with International Sales Offices.
• Arranges site inspections of hotel and lunches and dinners.
• Attends major functions and promotional events (i.e. exhibitions) and promotes sales (rooms, catering and other facilities and services) for the hotel.
• Where applicable, closely coordinate and communicate with International sales office with regards to accounts/markets that are serviced by International Sales
• Ensures that selling strategies are adhered to during negotiations and up selling opportunities whenever possible.OPERATIONS:
• Maintains a sales call pattern averaging 25 calls a week.
• Minimum two accounts entertainment per week.
• Establishes and maintains histories on every account with his/her market segments.
• Attend the daily Departmental Sales briefing and debriefing.
• Attend weekly review, with all feedback and planned calls and entertainment of the following week.
• Submit weekly sales activity report to the Director of Sales, on Leisure Segment.
• Develops Prospects Accounts, and implement a Sales Action Plan for each account.
• Attends at the start of functions related to accounts handled.
• Seeks intelligence information from accounts and competition.
• Interacts and liaise closely with Front Office, Reservations, Food & Beverage, and Banquet & Conference Departments.
• Assist with Sales Blitz, coordinated by the Director of Sales.
• Performs related duties and special projects as assigned.
• Attend the start of the functions related to his/her accounts handled.
• Implements and executes all sales objectives and action plans to reach and exceed targets set
• Solicits and service both Leisure and Groups business
• Within established parameters, quotes and negotiate contracts and groups business and where need be involved Director of Sales & Marketing to close contract.
• Where applicable, closely coordinate and communicate with the international sales office with regards to RFP accounts/markets that are serviced by Outbound Sales
• Ensures that the response to any business request is actioned within 24 hours maximum.
• Promotes and produces sales leads for the Pullman hotels & Resorts outside of coverage area
• Provides feedback to the Director of Sales on changing marketing conditions, including trends in the competition, as a result of direct sales solicitation, telephone and direct mail, in his / her market areas.
• Solicits and serves transient and group business and meetings
• Formulates offer letters and yearly contracts and any other required business correspondence
• Arranges site inspections of hotel.
• Handles incoming calls and ensures messages are taken an details are forwarded to the person concerned
• Attends departmental and communication meeting as requested by Department Head
• Attends major events in hotel and city as requested by Department Head
• Closely monitors accounts revenue and business production of own portfolio and that of any assigned Sales Executives.
• Maximizes up selling opportunities whenever possible.
• Establishes and maintains files of major accounts and assists Assistant DOS in maintaining the accounts management system.
• Ensures that selling strategies are adhered to during negotiations and maximizes up selling opportunities whenever possible.
• Disseminates sales related information to other departments as appropriate.
• Maintains close communication with the Events Management Team in the negotiation process of their accounts.
• Follow up with the conference coordinator after the invoice is posted – following an event or meeting with a Thank You and send Thank You Letter
• Performs all duties and responsibilities in a timely and efficient manner in accordance with established hotel policies to achieve the overall objectives of the position.
• Reviews direct competition and conducts regular research.
• Closely monitors accounts revenue and business production for the accounts.
• Keeps updated with client relationships and overall business goals.
• Updates the Director of Sales on the negotiation event / progress of each group.
• Maintain an up to date account and contact database and details in property management system.
• Ensure comprehensive and up to date knowledge of properties’ unique selling points, features, amenities, services and policies.
• Ensure that Accor Sales Policies and are adhered to at all times.
• Attends departmental and communication meeting as requested by Department Head.