Hospitality Senior Sales Manager
3 days ago
COMMERCIAL TEAM
Our Commercial department is full of go-getters, and we’re racing ahead with our longer term vision of sustainability and diversification. This means that we have a number of large and smaller scale initiatives in the works to make Silverstone more profitable, sustainable and a better place to work. We take the birds-eye view to work with the rest of the business to drive commercial sales, form strategic partnerships, evolve our customer experience and identify key areas that are missing from the team. And, there has never been a more exciting time to join as we accelerate into the future.
JOB PURPOSE
A Hospitality Senior Sales Manager at Silverstone is responsible for driving revenue growth by promoting and selling all packages & offerings across all major events including F1, but not in isolation. This role will be expected to manage the team on a daily basis, with the support of the Head of Sales.
KEY RESPONSIBILITIES
Sales and Revenue Generation:
- Formulate and implement effective sales strategies to achieve revenue targets, focusing on key market segments, and the ability to cross-sell across a variety of departments.
- Maximising Sales Opportunities: Identifying and creating opportunities to sell premium hospitality services, corporate suites, and private event hosting at major events like Formula 1, MotoGP, and other motorsport and entertainment events.
- Revenue Targets: Setting and achieving sales targets, both for individual events and annual performance, ensuring the business meets its financial goals.
Client Relationship Management:
- Build and maintain strong relationships with existing and potential clients to encourage repeat business and referrals, both in hospitality and also cross-referring to all departments including Events/Escapade/Mice & Track/HGI.
- Attracting New Clients: Actively seeking new business opportunities by identifying and approaching potential clients, such as corporate clients, event organisers, and VIP guests.
- Client Retention: Building and maintaining strong relationships with existing clients to ensure repeat business, leveraging the unique experiences Silverstone can offer.
- Tailored Packages: Developing bespoke hospitality packages for clients, including VIP experiences, event catering, corporate entertainment, and motorsport-related offerings.
Market Research & Lead Generation:
- Research and analyse market trends and competitor activities to identify new business opportunities and adjust sales strategies accordingly.
- Brand Expansion: Contributing to the development of the Silverstone brand in new markets, including exploring opportunities outside motorsports, such as hosting conferences, corporate events, and other high-profile occasions.
Contract Negotiation: Prepare proposals and negotiate contracts that maximize profitability while meeting client needs. It will be the role of the Senior Sales Manager to be responsible and accountable for the largest revenue generating proposals, and any that might be bespoke.
Team Collaboration:
- Work closely with other departments, to include marketing, delivery, MICE.
- Internal Teams: Collaborating with marketing, operations, and event teams to create comprehensive event plans that ensure excellent customer experiences.
- External Partners: Working with sponsors, suppliers, and vendors to enhance the hospitality offerings, ensuring the highest standards of service.
Budgeting and Financial Oversight
- Cost Management: Managing budgets for hospitality services, ensuring cost efficiency while maintaining high standards of service.
- Financial Reporting: Providing regular reports on sales performance, financial forecasts, and budgeting to senior management.
TEAM RESPONSIBILITIES
- Help to create an environment and proactive culture within the department and support the whole team to achieve their targets.
- Work to achieve an agreed target of revenue both individually and within the MICE Sales team.
PERFORMANCE RESPONSIBILITIES
- Performance will be monitored against the following:
- Objectives set through the Personal Development Review (PDR) process.
KNOWLEDGE, SKILLS AND QUALIFICATIONS
Experience: A minimum of 3-5 years in hospitality sales, with a proven track record of meeting or exceeding revenue targets.
Skills: Strong negotiation, communication, and interpersonal skills, with the ability to build lasting client relationships.
Knowledge: In-depth understanding of the hospitality industry, market dynamics, and sales techniques.
SUSTAINABILITY
We don’t just look after our team and our fans. We want to look after our world too. We're committed in our responsibility to reach our zero-carbon goal. So, we've adopted greener methods within our workplace, donated more than 20 tonnes of surplus food, and installed over 2,700 solar panels which generates 13% of our venue’s power - with all other energy from 100% renewable sources. Our dedication has earned us Three Star FIA Environmental Accreditation, but this is just the start.
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