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The sales and marketing team is the external representation of the hotel, serving as a bridge between the potential clients and the operations.

The ultimate goal is to convert the potential into revenue for the entire property.

Sales and marketing is made of four areas working closely together: communications, sales (general), event sales and room reservations. The team is led by the Director of Sales & Marketing.

THE IMPACT OF THIS ROLE

Grows revenue in all areas of the hotel, leveraging on the function space and ensures continued employment of operations team.

KEY RESPONSIBILITIES

Sales Activities

·                Ensure appropriate efforts are expanded on the solicitation and development of local and

international accounts or individual clients defined in the assigned portfolios.

·               Keep good records of top 30 accounts/ clients from the above sectors and establishes business development plans for the top room nights generating companies.

·                Actively solicits new potential accounts within markets or regions assigned.

·                Engages with bookers, influencers and decision makers to maintain a good client

relationship to solicit future business.

·                To participate actively in sales blitz as organized by Director of Sales.

·                To be fully aware of the potential and buying decisions of all key accounts/ clients, competitive information on rates and volume to allow for specific strategic planning related to such accounts.

·                Under the DOS, analyses market changes and implements programmes to meet the changes.

·                Ensures that all site visits conducted and handled in the most professional manner and

effectively.

·                To ensure hotel is preferred hotel for corporate, socials, MICE, and weddings events.

·                Ensures that all site visits conducted and handled in the most professional manner and

effectively.

·                Full capable of making decisions on rate and function space block commitment through

effective analysis programme history and hotel marketing strategy or budget.

·                Ensure that one-stop shopping concept is applied at all times for any lead generated for

event business.

Meetings

·                To attend schedule and lead BEO meetings.

·                To attend daily morning sales briefings at DoSM office.

·                Attend monthly Review Meeting (Sales Managers).

·                Attend (in absence of DOS) Department Head meeting.

·                Attend (in absence of DOS) Operations meeting.

·                Attend or chair (in absence of DOS) Sales coordinator meeting.

Prospecting, Outside Calls, Entertainment and Site Inspection

·                Meet the following Activity Goals

o   15 Prospect Calls per week

o   5 Outside Sales Calls per week

o   5 entertainments per week

o   2 Site Inspections per week

Standard Task – Weekly or Monthly Report

·               All information relative account activities, information about accounts and actions done on             behalf of an account must be entered into Sales Force within 48 hours of their occurrence.

·                Weekly sales call plan via Sales Force

·                Monthly Sales month end report (if requested)

·                Monthly reconciliation, actual report (if requested)

·                Rolling 3 Months action plan

·                To report key competitive activities and special programmes or packages in the market

Administration

·                To respond to all enquiries within 6 hours and overseas enquiries 24 hours. Effective

follow-ups are to be conducted for such enquiries.

·                To effectively utilize the standard forms and letters to ensures that such forms and letters

are presented in a most professional manner.

·                To maintain an effective account and account management through Sales Force and to be

fully competent with Sales Force.

·                To ensure that all data input in the Sales Force is accurate and updated.

·               Traces on accounts and bookings are logged into Sales Force daily and ensures that traces  are acted upon timely and thoroughly.

·                To ensure that menu ordering, Banquet event order and change logs and other important

documentation is prepared in a meticulous detail and presented in the most professional manner.

·                To ensure that BEO, change logs, menu ordering and other related documents required

are distributed to support department in a timely manner.

·                To effectively use all available sales tools.

·                Competent with basic computer software.

·                To assist in the preparation of annual business plan.

Periodic Duties

·                Attend all functions hosted by the hotel.

·                To effectively use all the available sales tools.

·                To participate effectively in sales blitz as directed by DOE.

·                To conduct sales call or attend trade shows as and when assigned.

·                To assist in preparation of annual business plan.

·                To provide constant ideas and recommendations on how to better service the accounts,

account management and conversion.