Head of Sales and Events Management
4 weeks ago
KEY RESPONSIBILITIES
- Lead and oversee the Sales and Events division, ensuring alignment with the organization's current and future objectives.
- Manage all accounts within your designated area and cultivate relationships with essential local clients.
- Establish and maintain effective processes for recruiting, onboarding, training, and developing all Sales and Events team members.
- Set and evaluate performance targets for the Sales and Events team, ensuring accountability and high performance.
- Identify and pursue new business opportunities to enhance hotel revenue.
- Coordinate with key internal and external stakeholders to foster collaboration.
- Develop and execute strategic planning in accordance with the commercial objectives.
- Oversee negotiations and contracting processes utilizing Delphi, Lanyon, Cvent, and RFP methodologies.
- Support the team in converting significant opportunities as needed.
- Engage in networking with the M&L and Graduate Sales Team & Global Accounts Managers to elevate awareness of the hotel's objectives and drive business.
- Participate in sales initiatives, including client workshops, roadshows, trade missions, and tradeshows as required.
- Ensure the team meticulously organizes all event details, encompassing room arrangements, staging, lighting, audiovisual needs, traffic flow, menus, décor, entertainment, group room allocations, and VIP services.
- Review demand forecasts and pricing strategies, implementing actions to address gaps during low-demand periods.
- Monitor budgetary constraints and promote upselling of products and services.
- Negotiate food and beverage pricing, function space, and hotel services within established departmental guidelines.
- Design and implement sales strategies that yield measurable increases in occupancy, average rates, and overall sales volume.
- Ensure comprehensive documentation of all bookings and account management activities in Delphi.
QUALIFICATIONS
- Extensive experience in Hotel Sales and Events at a Director level (minimum of 3 years required).
- Proficient in using and training others on Opera and Delphi systems.
- At least 5 years of management experience in recruitment, training, and staff development.
- Exceptional communication and presentation abilities.
- Proven track record in strategy development and target achievement.
- Strong background in hospitality forecasting, pricing, and inventory management.
- Analytical skills to interpret key business metrics and competitive trends.
- Robust customer relationship management skills with strong negotiation capabilities.
- Knowledgeable in revenue management and account profitability, including RFP processes.
- Proficient in CRM and MS Office applications, including Excel and PowerPoint.
- This role requires on-site presence five days a week.
EMPLOYEE BENEFITS
- Company discounts on accommodations along with complimentary overnight stays annually.
- Generous referral program for recommending friends.
- Access to discounts and cashback offers through a wide array of retailers and service providers via our online benefits portal.
- 24/7 Employee Assistance Program available.
- Discounts on food and beverage offerings at the hotel.
- Incentives for recognition of outstanding performance.
- Team member events to foster camaraderie.
- Complimentary meals during shifts in the team member dining area.
- Parking facilities available for cars, mopeds, scooters, and bicycles.
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