Roles and responsibilities
- To acquire, develop and manage local corporate business and government accounts according to the set business mix strategy.
- Ensures maximum acceptance in RFPs.
- To acquire, develop and manage business travel agent accounts (BTA) according to the set business mix strategy.
- To constantly monitor the market and the competition and report on threats and opportunities.
- To provide accurate and timely reporting on segment and account production and propose tactics and strategies to improve revenue or avoid shortfall.
- Implements and executes all sales objectives and action plans to reach and exceed targets set.
- Quotes and negotiates prices with customers for transient, long stay and group business with established parameters.
- Establishes and maintains files of major accounts and ensures maintenance of the accounts in the management system.
- Understands the overall market, including competitors’ strengths and weaknesses, economic trends, supply and demand and knows how to sell against them.
- Ensures that selling strategies are adhered to during negotiations and maximizes upselling opportunities whenever possible.
- Gains understanding of the property’s primary target customer and service expectations; serves the customer by understanding their business, business issues and concern to offer better business solution.
- Cross sells brand across MOHG portfolio through MObilise programme.
- Ensures all requests are handled in the time frame set by the company.
- Attends weekly and monthly department meetings and prepares account performance accordingly and contributes with market and customer feedback.
- Covers accounts when required by Department Head.
- Supports customer loyalty and property’s brand standards by delivering service excellence throughout each customer experience.
- Services our customers in order to grow share of the account.
- Builds strong relationships with customers, Guests and Team Members in order to gain full understanding of their needs and work to serve them effectively
- Sets a positive example for Sales, Reservations and Conference Sales teams.
- Handles guest complaints and disputes.
- Ensures an excellent working relationship with all colleagues within the hotel
- Utilizes all available on the job training tools for colleagues.
- Conducts sites visits as required by hotel operation
- Participates in Client Entertainment with Sales Department as required
- Joint Sales calls with team as required
Desired candidate profile
1. Sales and Negotiation Skills
- Lead Generation: Identifying and nurturing potential leads through various methods (cold calling, networking, inbound leads, etc.).
- Pitching: Crafting and delivering compelling sales pitches tailored to customer needs.
- Negotiation: Negotiating terms, pricing, and deals that benefit both the client and the company.
- Closing Deals: Ability to move prospects through the sales funnel and close deals efficiently.
2. Product Knowledge
- In-depth Understanding: A strong grasp of the product or service you’re selling to effectively communicate value propositions.
- Industry Knowledge: Familiarity with the market, competitors, and trends that impact sales.
- Custom Solutions: Ability to match product features with customer needs and present tailored solutions.
3. Customer Relationship Management (CRM)
- CRM Software Proficiency: Knowledge of CRM tools (e.g., Salesforce, HubSpot, etc.) to manage leads, contacts, and sales pipelines.
- Client Retention: Nurturing long-term relationships with clients through consistent follow-up, service, and support.
4. Communication Skills
- Verbal Communication: Strong speaking abilities to present ideas clearly, persuasively, and confidently.
- Written Communication: Crafting professional emails, proposals, and presentations.
- Active Listening: Understanding customer pain points and needs through attentive listening.
5. Problem-Solving and Objection Handling
- Overcoming Objections: Skill in addressing and overcoming customer objections in a way that reassures and persuades.
- Solution-Oriented: Offering creative and practical solutions to address customer concerns or challenges.
6. Time Management and Organization
- Prioritization: Effectively managing multiple leads, opportunities, and clients while meeting deadlines and quotas.
- Pipeline Management: Keeping track of various stages of the sales cycle and ensuring no lead is neglected.
7. Persuasion and Influence
- Building Trust: Establishing credibility with clients and gaining their trust.
- Motivational Selling: Using persuasive language and techniques to encourage prospects to make decisions.
8. Market Research and Data Analysis
- Research Skills: Conducting market research to understand customer behavior, competitor strategies, and market conditions.
- Data-Driven Decisions: Using data and analytics to refine sales strategies and optimize outcomes.
9. Resilience and Adaptability
- Handling Rejection: Dealing with rejection in a positive and productive manner, learning from setbacks.
- Adaptability: Adjusting strategies based on feedback or changing market conditions.