Sales Office Manager

  • Job Reference: 00003786-1
  • Date Posted: 11 October 2021
  • Recruiter: Airth Castle Hotel
  • Location: Falkirk, Stirlingshire
  • Salary: £26,000 to £29,000
  • Sector: Hotels, Sales & Marketing
  • Job Type: Permanent

Job Description

TASKS, DUTIES AND RESPONSIBILITIES

·       Achieves sales goals by supervising sales and revenue staff.

·       Prepares and costs the hotels annual Sales & Marketing plan, Implementing strategies to improve market penetration.

·       Maximizes sales productivity by ensuring that sales staff utilize “profitable sales” sales techniques

·       Conducts Sales research with sales personnel and monitors call productivity for each person by tracking results

·       Improves call productivity by mentoring sales staff on appropriate selling techniques

·       Increases sales volume and profitability by formulating and executing projects for all market areas as stated in the business plan

·       Analyses sales statistics to formulate profitability

·       Conducts and reviews market analysis to determine client needs, occupancy potential, desired rates, etc.

·       Meets overall budgeted sales and profit margins by soliciting, evaluating, selling, and confirming business

·       Conducts direct sales solicitations through phone calls, field sales, emails, direct mailings, appoiuntments, site tours, cold calling or any other new channels of guest solicitation.

·       Ensures and enforces at all times GDPR guidelines.

·       Designs and proposes new programmes to surpass client’s needs/expectations

·       Negotiates with clients to achieve maximum profit while satisfying client needs.

·       Ensures customer satisfaction and hotel profit by overseeing the coordination of various department’s activities related to booked business

·       Ensures maximum occupancy on a daily basis by performing follow-ups on progress of groups booked with Front Office Manager, Revenue Manager and General Manager.

·       Enhances the hotel’s community image and stays abreast of competition, new developments, sales methods and techniques in the hotel industry

·       Prepares informative reports for improved management decision making and critical evaluation of work activities

·       Plans for, and implements, methods of maintaining/ increasing business volume through cost effective sales promotion, advertising and special sales projects

·       Provides feedback to General Manager on changing market conditions and trends in competition

·       Coordinates special local activities with the Revenue Manager And General Manager

·       Creates and implements special programmes to increase overall occupancy especially in slow periods

·       Directs all sales activities for all staff with sales opportunities to ensure that objectives are achieved in the Sales business plan

·       Attends major travel functions and trade shows to promote the hotel with the Revenue Manager as directed by the General Manager.

·       Creates awareness of other company associated properties and overall brands associated with McLeod Group companies and passes leads to relevant hotels and/or companies

·       Prepares and controls the Sales Department’s budget

·       Maintains accurate sales statistics, client account records and reports

·       Analyses departmental budget, and deviations to budget; takes corrective action and immediate follow-up

·       In liaison with external public relations agents, prepares press releases and enhances awareness of Airth Castle & Hotel in the local and national market.

·       Makes sure the sales team follows all applicable laws, and corporate standards and guidelines

 

MANAGING THE SALES TEAM

·       Utilises leadership skills and motivation to maximise employee productivity and satisfaction.

·       Monitors the sales team’s overall progress, service and teamwork daily.

·       Co-operates with other McLeod Group associated hotels in the area to maximise the total occupancy of all.

·       Maintains good relationships with the hotels Revenue Manager/Team to ensure “buy in” to hotel sales initiatives.

·       Chairs daily/weekly sales & revenue team meetings to ensure both areas are working in partnership and maximising sales/leads potential.

·       Screens, interviews and selects potential sales team candidates.

·       Identifies training needs and develops the departmental training plan.

·       Trains the sales team staff appropriately and proactively.

·       Ensures that staff meets and exceeds guest expectations by training and inspiring them to provide EXCELLENCE in Service.

·       Encourages, develops and manages effective employee relations within department and throughout the hotel.

·       Identifies employees with potential for promotion and/or transfer and makes appropriate development plans for him or her together with the Talent and Training Manager and General Manager.

·       Works closely with the Talent and Training Manager to execute the following Human Resources related tasks within department: Performance appraisals
Coaching
Counselling
Discipline and grievance
Employee relations
Wage and salary administration
Compensation and benefits