JOB DESCRIPTION OF SALES MANAGER (OF A HOTEL)

JOB DESCRIPTION
SALES MANAGER (OF A HOTEL)

This job description applies to hotels with less than 400 rooms.

Organisational Position

Reports to General Manager of the unit and has a dotted line relationship with Vice President (Marketing).

General Responsibilities

- In charge of defining, proposing to the hotel General Manager and applying Sales & Marketing Policies aimed at obtaining the highest possible occupancy rate at a satisfactory receipts / unit level.
- Advise and assist the restaurant department to help it maximize results.
- Assist room division and restaurant department to heighten awareness and supervise. Sales training of personnel in direct contact with clients.

Specific Responsibilities

A. Propose and define hotel marketing strategy. This requires.

- Knowledge and understanding of markets.
- Know and analyze the economic, political and social situation of the country.
- Keep abreast of all traffic trends and developments from a local, national and international stand point.
- Detect potential growth markets for his hotel.
- Know the competition products (advantages/weakness) and developments, clients/market mix rate policies, results (ARR, Sale)
- Know existing clientele, reports statistics and data of the hotel in consultation with the Front Office Manager.

1. Sales:

- Make up the client file.
- Apply methods designed to follow client portfolio evolution.
- Define and apply sale call plan and follow up on results.
- Apply methods for following up sales personnel results.
- Negotiate contract with intermediates and clients with high potential.
- Make certain that the information that figures in the reservation systems is updated and correctly used.
- Take part in important promotional events (trade shows/workshops etc) when judged necessary.
- Apply the inter hotel sales policy defined by Head Office vis-à-vis clients already in hotel, in close collaboration with Front Office Manager.
- Promote the other hotels in the chain on the local market.
- Advise and assist the restaurant manager.
2. Product Policy Conception

- To meet the expectations of target client segments, the sales manager must make certain that his product policy evolves in conjunction with client expectation.

3. Rates, Policy Definition

- Must take into account product positioning, competition and market evolution.

4. Distribution Policy Definition

- Must take into account segments.
- Must respect applicable rates for the payment of intermediaries.

5. Proposals And Definition Of Marketing Action Plan

- Based on above elements, the sales manager is to propose marketing objectives for his hotel (occupancy rate / client mix markets / average room rate)
- Plan of action is to be applied to reach objectives in terms of:
- Advertising
- Promotion
- Public Relations
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