Assistant Sales Manager

Roles and responsibilities

• Active business development, client relationship management, hotel show arounds, networking / business entertainments.
• Actively sell all hotel services through outside sales calls, telemarketing, entertainment, sales trips, events and other channels.
• Understand the overall Palm business, Dubai market, competitors’ strengths and weaknesses, economic trends, supply and demand and identify opportunities to sell above competitors.
• Know the business in the market including where and why clients book at competitor hotels.
• Identify business trends and sales opportunities that can improve hotel's performance.
• Identify opportunities and ways to maximize and exceed revenue goals.
• Monitor segment and productivity and targets.
• Identify best opportunities for future business based on hotel needs.
• Use negotiating skills and creative selling abilities to close business for hotel and maximize revenue opportunities.
• Effectively manage and develop relationships with key internal and external stakeholders.
• Maintain a central and up to date file of all rates contracted, offers and promotions in place.
• Budget, strategies and execute sales plan as requested by the Director of Sales & Marketing.
• Prospect and qualify new business by conducting regular market drives, utilizing reports such as Hotelligence, in-house guest lists, industry publications, etc.
• Review market analysis to determine client needs, occupancy potential, desired rates, etc.
• Negotiate with clients to achieve maximum profit while satisfying client need
• Identify and analyze competitor hotels both locally and regionally to understand competitor strengths and weaknesses.
• Prepare and review weekly sales report, listing daily efforts, including a summary of all definite and tentative business booked along with any cancellations and/ or lost business.
• Coordinate transient and group room commitments to insure proper market mix.
• Enhance the hotel’s community image and stays abreast of competition, new development, and sales methods and techniques in the hotel industry.
• Networking with Destination Account Managers within various Tourism entities.
• Develop strategic plan by studying technological and financial opportunities, presenting assumptions and recommending objectives.
  

What we need from you

• 4-5 years of experience in Leisure Sales with premium or lifestyle destination hotels.
• 2-3 years of experience in Corporate Sales
• 1-2 years of experience in Groups & Events Sales
• Strong presentation and communication skills
• Strong interpersonal skills to develop and foster beneficial relationships especially with owning company and business partners
• High level of passion in the Sales & Marketing field including F&B commercial, enthusiasm and drive for result
• Problem solving, analytical, reasoning, motivating, organizational and training abilities

Desired candidate profile

. Sales Strategy Development

• Developing Sales Plans: Creating and executing sales plans to achieve revenue targets, expand market share, and drive business growth.
• Target Market Identification: Identifying and targeting specific customer segments, such as corporate clients, groups, or individual consumers, based on the organization’s objectives and market research.
• Sales Forecasting: Estimating future sales and setting realistic sales goals, ensuring the team stays on track to achieve them.
• Monitoring Market Trends: Keeping abreast of industry trends, competitor activity, and customer needs to adjust sales strategies accordingly.

2. Team Management and Leadership

• Managing Sales Team: Leading and motivating the sales team, providing coaching, training, and support to help them achieve their goals.
• Setting Performance Targets: Setting clear sales targets for the team and tracking their progress, ensuring individual and team targets are met consistently.
• Performance Evaluation: Monitoring team performance, providing constructive feedback, and conducting performance reviews to improve sales tactics and results.
• Recruitment and Onboarding: Hiring and onboarding new sales staff, ensuring they are trained and aligned with the company’s sales approach and culture.

3. Client Relationship Management

• Building Client Relationships: Cultivating and maintaining strong relationships with key clients and stakeholders, including current customers, potential leads, and strategic partners.
• Negotiation and Closing: Leading negotiations with key clients to secure deals, close sales, and meet customer needs while ensuring profitability.
• Customer Retention: Developing and implementing strategies to retain customers, ensuring they continue to do business with the company in the long term.
• Client Feedback: Actively seeking and analyzing customer feedback to improve the product or service offering and tailor sales approaches to customer preferences.

4. Sales Operations and Administration

• Sales Reporting: Creating detailed reports on sales activities, revenue performance, and progress toward targets, and presenting them to upper management.
• CRM System Management: Using Customer Relationship Management (CRM) software to track leads, manage accounts, and monitor customer interactions.
• Pipeline Management: Overseeing the sales pipeline, ensuring leads are properly nurtured, and following up on leads in a timely manner to move them through the sales process.
• Contract and Proposal Management: Managing the creation and negotiation of sales contracts and proposals, ensuring all necessary terms are clear and beneficial for both parties.

5. Marketing Collaboration

• Collaboration with Marketing: Working closely with the marketing team to align sales and marketing efforts, ensuring that promotional campaigns, events, and marketing materials support the sales strategy.
• Lead Generation: Collaborating with marketing on lead generation campaigns, analyzing the effectiveness of these campaigns, and using insights to optimize sales outreach.
• Brand Promotion: Representing the company at industry events, conferences, and trade shows, promoting the brand, and establishing business relationships.