Cluster Sales Manager

2 days ago

Dubai, Dubai, United Arab Emirates IHG Hotels & Resorts Full time
Roles and responsibilities
  • To drive total revenue (Rooms, Events and F&B) and sell to new, existing and prospecting accounts, mainly targeting Non Residential producing accounts and catering business across the cluster.
  • To support financial goals of the hotel through upselling, proper use of the hotel products and packages and cost of control.
  • To contribute to an atmosphere of open and efficient communication.
  • Ensuring accuracy in all communication documents such as BEO, Change logs and latest updates.
  • Attending internal meetings such as morning briefing, BEO/GIS meeting.
  • Understand through open communication and good rapport where Events Operations supports Event Sales as well as other internal stake holders.
  • To maintain a positive attitude at all times and be involved with hotel activities and initiatives.
  • To utilize IHG sales tools in an appropriate manner to ease work processes and make the same more efficient and transparent.
  • Take a proactive sales approach and in line with strategy, adapt sales solutions to meet client needs and expectations
  • Competitor analysis to be completed and recorded on a regular basis including: Promotions, pricing, availability, test calls and conference boards.
  • Consistently communicate "within" to share market intelligence, provide feedback and ensure customer awareness with the Hotels and to ensure planning and coordination of sales.
  • Assist with the preparation of new products and services.
  • Be familiar with all hotel services/features and local attractions/activities to respond accurately to any guest inquiry.

What We Need From You

  • At least 2 years of experience in a similar role within a 5-star hotel or the MICE industry, with exposure to an F&B operations environment.
  • Diploma from a university or hotel school, ideally in Sales & Marketing or Tourism/Hotel Management.
  • Strong passion, enthusiasm, and drive for results, with a focus on quality.
  • Self-motivated, organised, and able to demonstrate effective teamwork.
  • Excellent communication skills across various platforms – presentations, telephone, correspondence, and face-to-face interactions.
  • Ability to develop and nurture beneficial relationships.
  • Strong problem-solving and decision-making abilities, with a high level of common sense.
  • Culturally adaptable.
  • Experience with Delphi and Opera systems.
  • Ability to anticipate guests' needs.
Desired candidate profile

1. Sales Leadership and Strategy

  • Sales Planning: Developing and implementing effective sales strategies across multiple properties or locations to achieve revenue targets.
  • Team Leadership: Leading, motivating, and managing a team of sales professionals across a cluster of properties, ensuring they meet their individual and collective sales goals.
  • Sales Target Management: Setting realistic and measurable sales targets for the cluster, monitoring performance, and adjusting strategies to achieve the targets.
  • Sales Coaching: Providing ongoing coaching and mentorship to sales team members, helping them to refine their skills and improve performance.

2. Market and Industry Knowledge

  • Market Research: Understanding market trends, competitor analysis, and the needs of the target audience to strategically position the cluster properties.
  • Industry Awareness: Keeping up to date with developments in the hospitality and tourism industries, as well as changes in consumer behavior.
  • Revenue Management: Working with the revenue management team to maximize room rates, occupancy levels, and ancillary revenue streams across the cluster of hotels or properties.

3. Client Relationship Management

  • Building Relationships: Establishing and maintaining strong relationships with key corporate clients, travel agents, and other strategic partners to ensure repeat business.
  • Customer Retention: Implementing strategies to retain existing clients and ensuring high levels of satisfaction to encourage repeat bookings and long-term contracts.
  • B2B Sales: Cultivating relationships with corporate clients, meeting planners, event organizers, and travel agencies to drive group bookings, events, and conferences.

4. Negotiation and Persuasion

  • Negotiation Skills: Leading contract negotiations with key clients, securing profitable deals while maintaining positive relationships.
  • Persuasive Communication: Presenting the value of the cluster's properties, services, and amenities in a compelling way to potential clients, addressing their needs and requirements.
  • Closing Deals: Overseeing the final stages of the sales process, ensuring that contracts are signed and that clients' expectations are met.

5. Sales and Marketing Alignment

  • Collaboration with Marketing: Working closely with the marketing team to ensure sales campaigns, promotions, and collateral align with the sales strategy for the cluster.
  • Brand Representation: Ensuring the cluster's properties are well-represented in the market through targeted promotions and advertisements.
  • Event Promotion: Coordinating with the events and marketing teams to promote conferences, meetings, and other events hosted at the cluster properties.

6. Customer Service and Guest Experience

  • Customer-Oriented Approach: Focusing on delivering an exceptional guest experience, ensuring that the needs of clients are met before, during, and after their stay.
  • Personalized Service: Offering tailored sales proposals and packages that meet the unique needs of clients, ensuring a memorable experience.
  • Handling Escalations: Addressing any issues or complaints from clients that impact their experience or relationship with the cluster properties.

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