Sales Manager

Your day-to-day Essential Duties and Responsibilities – (Key Activities of the role) • Manage existing corporate accounts, including handling contracts and reservations in the system • Maintain personal connections with guests and account managers to ensure high satisfaction and loyalty and consistent production • Build and maintain strong relationships with clients, including corporate accounts, travel agencies, event planners, and other key stakeholders • Search for new corporate accounts and groups, negotiating optimal rates to benefit the business • Secure repeat business from both groups and corporate accounts • Promote all facets of the hotel to potential and existing clients • Manage all corporate accounts, including local negotiated accounts and those signed globally by IHG • Negotiate and prepare contracts, close sales deals and prepare invoice for payments • Develop and maintain a consistent pattern of sales calls, meeting with key decision-makers in the target market. • Identify new market opportunities and business prospects • Conduct market research and analysis and stay updated on industry trends, competitor activities, and market conditions • Develop and execute comprehensive sales plans to meet and exceed revenue targets • Track and analyse sales performance metrics and adjust strategies as needed • Establish and maintain contact with business generators, meeting and convention planners, visitors/convention bureaus, travel agents, tour operators, airlines, corporate accounts, government departments, and other key stakeholders • Build a strong profile within the local marketplace through attendance at various events and networking sessions and by monitoring competitors • Conduct regular sales calls, site visits, entertain clients, and presentations to prospective clients to generate future business opportunities • Plan and conduct familiarization tours and site inspections to showcase the hotel • Travel as required to promote the hotel and develop potential business opportunities • Participate in the annual commercial conference and other relevant events • Maintain regular contact with IHG hotels in the region, IHG Support Office, and Shared Services Office (Sales & Marketing, Reservation, Revenue for Hire, Distribution Relationship Marketing, Marketing Communication). • Monitor existing business and contribute to sales strategy meetings to maximize revenue • Work closely with the Revenue Manager to determine optimal pricing for corporate accounts and groups • Assist with the preparation of budgets, monthly management reports for owners, and monthly statistics • Analyse sales mix and assess the likely impact on hotel goals • Implement directions from the General Manager and Area Director of Sales & Marketing • Participate in revenue meetings and pricing calls to ensure alignment with the hotel’s strategy • Assist with marketing requests during absence of Marketing Team and help operations team if required • Use Oasis and other programs and instruments of IHG as work tools. Keep current documentation of daily, weekly, and monthly actions. • Use IHG Way of Sales as a tool to enhance your sales skills: o Set the Right Sales Goals  Situation Analysis Checklist  Sales and Marketing Plan templates and guidelines  ART Tool (account valuation)  Strategic Sales Plan Workbook (measure account production vs. sale performance) o Developing Account Plans  Hotel Account Planner o Account Generation  Account Management Grid (to ensure that sales targets and objectives are being met)  Market Analysis Tip Sheet (understand accounts in the area)  Account Analysis Tip Sheet (identify potential accounts)  Lead Generation Tip Sheet  Sales Activity Planner o Lead Qualification  Lead Qualification Form o Win the Right Business  Enquiry Tip Sheet (collect the right information about customers’ needs)  Sample Proposal template • Know about and use the many sales tools and resources available to you through IHG including: o IHG Way of Sales, The Sales Source, Business Source o Meeting Broker and Easy Groups and Meetings o Lead Share o Hotel Content Manager o Strategic Pricing and Corporate Gold o Travel Consultant Connection and GDS o The IHG Wheel and Hotel Solutions o Strategic Business Revenue Plan o Employee and Friends and Family Rate programs o IHG One Rewards Club o Business Edge o RFPs What we need from you: Required Skills • Demonstrated ability to interact with customers, employees and third parties th…