Commercial Manager

Job Title:Commercial Manager Reports to:General Manager Based at:Warren House – Kingston upon Thames Scope:Office and client work both on site and off site Overall purpose Warren House operates within the conference and events arena, primarily within the corporate, association, public services and private celebration sectors. The aim is to market, sell, manage and operate the business, providing high quality conference & meeting facilities and accommodation and F&B services for residential and non- residential clients. Working closely with the General Manager to determine and implement appropriate sales strategies in all market segments towards maximising revenue and exceeding agreed targets. All activities must be in line with the Warren House Licence obligations and the Sales and Marketing Strategy. To recruit, lead, train and manage the Sales Team to proactively seek out and win Corporate, Association, Government conferencing, meeting and events business for Warren House. To ensure all incoming business is handled professionally and in a timely manner with all opportunities maximised. To gain maximum occupancy through winning the right type of business and ensuring all other opportunities around the annual social calendar is secured in order to optimize general business opportunities. To fully understand, monitor and report on market, trends, seasonality and competition in order to identify and develop new opportunities. To identify and nurture relationships in order to build powerful partnerships locally and within the industry. To create, manage and control the Sales and Marketing Budget and negotiate to ensure all costs are minimised. To ensure the Warren House brand is protected and outwardly managed in line with the guidelines agreed with the Company Directors and General Manager Reporting as required to the General Manager and Company Directors on ail business activity and performance through monthly board meetings, quarterly reviews and budget presentations Main Responsibilities · To work collaboratively with Company Directors, Heads of Departments and the wider Warren House Team · To develop and implement sales and marketing strategy,tactics, segmented sales plans,targets and budgets · To forecast all revenue streams and report on business and performance as required · To set appropriate rates to meet all business requirements and review when required · To work with all sales team members to ensure revenue maximisation of the Warren House diary · To effectively manage the working week of the sales team to ensure that all client sales activity, reporting and administration is thorough and complete in a timely manner · To ensure sales team members have a thorough understanding of Warren House, both venue and services, and be able to present these effectively and professionally during client site visits and familiarisation trips · To lead the team to plan, host and review familiarisation trips and client hosting in line with the Sales & Marketing Strategy including opportunities around the annual social calendar are maximised · To build a portfolio of key clients across all business sectors, relationship manage and work to convert these into actual clients · To comprehensively manage the client pipeline from start to finish through the sales team and be able to report on this as required · To ensure the sales team develop and maximise areas where client spend can be increased · To ensure on all occasions that the expectations of the client are met and exceeded to encourage repeat business, recommendations and endorsement · To ensure the sales team structure, roles and responsibilities are clear and fully implemented · To agree and monitor all KPls in line with business requirements and design smart incentives · To regularly review the conference and event offering in house as well as competitors with a view to maximising opportunities · To assist in pricing all aspects of the business to ensure profitability on every piece of business · To assist or lead the team in representing Warren House at conferences, trade fairs and events ensuring all networking opportunities are maximised · To be an exemplary business professional always and lead the team to follow suit by example · To train, mentor and develop team members to enable them to perform to their full potential and hold regular meetings with the team and individuals to maximise performance. · To manage all suppliers to ensure efficiencies of budget and excellence in customer service and delivery · Other responsibilities not outlined above will be required from time to time to enable the role to be fulfilled. Personal Attributes · Must have experience in up - market venues with a high focus on conferences and events and sales & marketing strategy · Strong understanding of marketing disciplines including direct mail, advertising, digital marketing, SEO, SEM, social media platforms, brand building and Public Relations · Commercially astute and experienced to guide sales and marketing to be able to maximise sales strategies and campaigns · Commercially astute in planning and forecasting business revenues and profitability as well as producing budgets · To manage, flex and optimise the rate strategies for Warren House: conference-24 hour and day delegate, B&B's, weddings & banqueting, and General Dining by monitoring and measuring the following aspects: o historical demand o regional, seasonal and competitive influences by market type o property performance across all profit centres o price sensitivity across segments and markets o demand and booking costs across multiple sales channels o forecasting business profitability o to train and develop operations and sales in pricing strategy · IT literate and ability to become IT system champion for Warren House managing third party internet travel agents, our PMS system, website management and ancillary systems · Good knowledge of Excel is a must– Guestline and Rezlynks know ledge would be an advantage · Relationship skills - Managing and building relationships with the stakeholders who are responsible for bringing revenue into the business · Creative Thinking - Creative thinking and innovative approach to develop strategies and Implement them and champion change · Effective Sales Ability - Although not a sales person , you will need to demonstrate selling ability and maximization of the selling function in the venue and be able to influence stakeholders with the strategy set · Team Manager - The Commercial Manager is key in educating the sales and revenue team as well as the wider Warren House Team in how the revenue and Sales Management Guidelines are created and the role they play in the overall profitability. · Communication Skills - A good listener and communicator, an assertive team leader with clear objective setting and translating complex business language in small understandable pieces for the team This job was originally posted as www.caterer.com/job/89755162