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K.B.C. Associates Limited
,
London, Greater London
Corporate Sales Manager
Overview
Job Description
Responsible to : Director of Sales Key Responsibilities/Accountabilities : Revenue Generation and Account Management: To effectively manage a portfolio of accounts, key prospect and suspect accounts To achieve agreed room nights/revenue targets from the account portfolio To conduct a minimum of 8 appointments per week To identify new accounts within the sales territory To effectively manage and develop a portfolio of Network Accounts To compile potential analysis forms, tracker and sales actions plans for each account in conjunction with hotel To review each account on a monthly/quarterly basis with the customer and update action plans as required To have knowledge of the trading conditions and sales objectives of the hotel and focus sales activity to support hotel's needs To monitor and communicate competitor activity and act upon it as required To monitor and communicate corporate trends and market information and act upon this information as required To organise and host familiarisation visits and corporate hospitality events - 1 per month To represent the hotel at exhibitions, trade shows, presentations and such like and similarly to any professional bodies and organisations To keep up to date product knowledge To keep up to date product knowledge on all sales and marketing promotions and programmes and to actively sell and promote as appropriate Sales Administration: To maintain and update files in accordance with agreed standards To monitor all aspects of account administration to ensure accurate and effective.This includes the completion of RFPs, collation of rates, issuing contracts, rate loading and tracking To submit weekly and monthly reports as agreed To update Delphi in accordance with company standards To achieve minimum of 10 Sales calls per day based on existing contracts To achieve minimum of 20 research calls per day based on new business To compile presentations and tenders To submit purchase orders and expense claims in accordance with company standards and to operate within agreed expenditure budgets Communication: To involve hotel in account activity To participate in sales meetings Notes: Accounts will be managed by the Senior Corporate Sales Manager Accounts to contribute to Rooms Revenue in line with the Rooms Revenue Budget Key focus - brickwalling existing accounts, securing New Business and support to Sales Team Responsibilities: Responsible to: Director of Sales Key Responsibilities/Accountabilities: Revenue Generation and Account Management: To effectively manage a portfolio of accounts, key prospect and suspect accounts To achieve agreed room nights/revenue targets from the account portfolio To conduct a minimum of 8 appointments per week To identify new accounts within the sales territory To effectively manage and develop a portfolio of Network Accounts To compile potential analysis forms, tracker and sales actions plans for each account in conjunction with hotel To review each account on a monthly/quarterly basis with the customer and update action plans as required To have knowledge of the trading conditions and sales objectives of the hotel and focus sales activity to support hotel's needs To monitor and communicate competitor activity and act upon it as required To monitor and communicate corporate trends and market information and act upon this information as required To organise and host familiarisation visits and corporate hospitality events - 1 per month To represent the hotel at exhibitions, trade shows, presentations and such like and similarly to any professional bodies and organisations To keep up to date product knowledge To keep up to date product knowledge on all sales and marketing promotions and programmes and to actively sell and promote as appropriate Sales Administration: To maintain and update files in accordance with agreed standards To monitor all aspects of account administration to ensure accurate and effective.This includes the completion of RFPs, collation of rates, issuing contracts, rate loading and tracking To submit weekly and monthly reports as agreed To update Delphi in accordance with company standards To achieve minimum of 10 Sales calls per day based on existing contracts To achieve minimum of 20 research calls per day based on new business To compile presentations and tenders To submit purchase orders and expense claims in accordance with company standards and to operate within agreed expenditure budgets Communication: To involve hotel in account activity To participate in sales meetings Notes: Accounts will be managed by the Senior Corporate Sales Manager Accounts to contribute to Rooms Revenue in line with the Rooms Revenue Budget Key focus - brickwalling existing accounts, securing New Business and support to Sales Team