Group Conference and Events Sales Manager

4 weeks ago

Birmingham, Birmingham, United Kingdom AccorHotel Full time
Job Title: Group Conference and Events Sales Manager

The Groups Conference and Events Sales Manager is responsible for driving Groups & MICE sales and delivering a client-focused service that achieves business revenue objectives.

This will be achieved through a well-organized and responsive booking service, proactive sales initiatives, the delivery of the product offer, the development of customer relationships, and offering a personalized and tailored event management service.

The GC&E Manager will also manage the daily operation of Event Planning to achieve or exceed budget expectations. They will monitor wages and expenses, making ongoing adjustments as needed to achieve goals. They will ensure the accuracy of Forecast and Pace reports and work to provide excellent critiques for financial expenditure and departmental performance on a monthly basis.

The GC&E Manager will assist the GM & SM in energizing and driving the team with closing days, demand generation weeks, and other sales initiatives. There will be a focus on driving standards across the team, including but not limited to; BEOs quality, maintaining & evolving Eproposals/proposals data tracking (promotions & cross-sells), and financials post masters (PMs) deposits payments & schedules, and monthly hotel credit meetings.

They will provide excellent customer service during every element of the event or group enquiry process; taking the initial enquiry, negotiating rates, contracting, and pre-event, during event, and post-event planning.

They will need to be dynamic and have good attention to detail, coupled with strong selling, negotiation, and organizational skills. Good communication skills are required to coordinate with relevant hotel departments as well as the customer to ensure a seamless and consistent high level of service throughout the sales & event cycle.

They will recognize opportunities to maximize revenue through upselling, conversion, and drive repeat business.

Main Responsibilities:
  • Oversee the Event Planning function and related staff to ensure the planning and delivery of successful hotel events.
  • Develop a flexible sales strategy to reflect the achievement of hotel budget commitment and which responds to local market conditions.
  • Ensure products and/or services provided by Event Planning meet or exceed guest expectations and build customer loyalty through product and/or service excellence.
  • Take a proactive sales approach and in line with strategy adapt sales solutions to meet client needs and expectations.
  • Ensure online meeting partner websites are regularly updated and managed, including photos, descriptions, and promotions.
  • Competitor analysis to be completed and recorded on a regular basis, including: Promotions, pricing, availability, test calls, and conference boards.
  • Ensure efficient management of enquiries, turn down, and lost business to create future pipeline and repeat business.
  • Manage the daily operation of Event Planning to achieve or exceed budget expectations. Monitor wages and expenses and make ongoing adjustments as needed to achieve goals. Ensure accuracy of Forecast and Pace reports and work to provide excellent critiques for financial expenditure and departmental performance on a monthly basis.
  • Carry out local research of potential new local business. Maintain records and ensure appropriate follow-up with your GM, RSM, and the Accor MICE sales team.
  • To develop relationships with local clients, direct bookers, and agency bookers to ensure a strong base of new and regular repeat business and to ensure confidence in the hotel and booking process.
  • Accurately identify customer needs, draw up well-presented and customized proposals in line with brand policies and standards of presentation.
  • Promote, manage, and host a regular program of client FAM trips and show rounds.
  • To be a key contact for the head office MICE sales team, ensuring enquiries and RFPs received are replied to in a timely manner.
  • Ensure all deadlines are met for all annual MICE RFP requests. Involve GM/SM in all potential high-volume requests to provide the best possible rates in the market place.
  • Proactively manage BOB against Budgeted target and identify need periods and undertake comprehensive program of sales activity to secure new and ad hoc business, minimizing the impact of low activity periods.
  • To set, monitor, and review personnel objectives of your team.
  • Supervise the billing, Payment guarantees, Credit Policy, and Deposits.

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