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National Account Manager

2 weeks ago

Leeds, Leeds, United Kingdom Village Hotels Full time

Reports to Head of National Sales

Key Interactions On Property Sales Team, National Sales Team, Central M&E Desk, Sales Director, General Managers, Revenue Team

Based Field based with travel according to business needs (car allowance provided)

Main Purpose of Job

As part of the National Sales Team, you are responsible for the achievement of activity and revenue targets for business delivery into Village Hotel Club. Your key focus will be on managing a defined account portfolio in the Corporate, TMC and Hotel Booking Agents market driving accommodation (transient and groups) revenue streams together with meetings and events business.

Key Performance Measures
  1. Achieve activity KPIs as set for the National Sales Team.
  2. Achieve personal revenue target for defined portfolio of accounts.
Account Management
  1. Proactively manage a portfolio of high value Corporate Accounts, Travel Management Companies and Hotel Booking Agents for Village Hotel Club to protect, maintain and grow their revenue.
  2. To strategically manage the various offices, departments and key influencers and decision makers within your partner / override account portfolio.
  3. To have in depth knowledge of the corporate accounts that have opportunities for the brand in your portfolio, having key relationships nominated agents and to constantly maintain & understand our brand market share to maintain or drive additional business where appropriate.
  4. Developing a portfolio of new corporate accounts that are managed by your agents resulting in Transient, Groups, Meetings and Events business for Village Hotel Club.
  5. Identify and build relationships with key corporate decision makers that deliver business from your nominated agents.
  6. Regularly review performance of any contracted accounts in the brand delivered by your account portfolio to ensure that they are meeting agreed production to maintain their preferred rate and if not, put into place activity to drive agreed revenue be that room or meeting rooms related.
  7. To be responsible for the timely completion and follow up of rate solicitation and tenders, working closely with the RFP co-ordinator on accurate submissions.
  8. To have a full understanding of the rate loading process with the Group ensuring that your nominated agents have visibility of their contracted rates.
  9. To have an understanding of how the GDS operates, both from a market perspective & within your nominated agents ensuring that you are reviewing Agency Preferred / Consortia business delivery and striving to find out who those customers are, working with the on property sales teams to convert them into regularly producing contracted accounts.
  10. Having in place a sales plan for each of the commercial partners that are managed and share them with your key contacts so that both parties are aware of the goals and objectives for the commercial agreement – the objective is to maximise activity, determine strategy and revenue targets, relationship building, brick walling activities, monitoring performance to ensure revenue growth.
  11. Create memorable and informative presentations and familiarisation events that improve customer knowledge on the brand.
Commercial
  1. To propose, negotiate and manage override and commercial agreements that result in both business protection and growth from profitable accounts.
  2. To maximise sales activity and agreed marketing funds to increase exposure and knowledge of Village Hotel Club within both the agency and their corporate client base.
  3. To work within the defined commercial rate strategy and to refer to the revenue team on specific or complex commercial decisions. To promote and sell all non bedroom and meeting room areas of the hotels to your customers.
  4. To ensure that all enhanced commission agreements to drive business are agreed by the Sales Director and Finance Director.
Business Development
  1. To source and develop new business from your managed agents & accounts where the opportunity arises – all revenue streams / 7 days per week.
  2. To conduct ongoing research on customer requirements, trends and buying practices and provide regular feedback to management to ensure correct business is being targeted.
  3. Identify both Sales and Marketing opportunities to raise the profile of Village Hotel Club Accommodation, Groups, Meetings and Events proposition in the marketplace.
  4. To support, as required, specific need properties with opportunities identified within your managed accounts.
  5. To support new hotel openings in Village Hotel Club through the identification and conversion of business opportunities from agencies, consortia and corporate clients.
  6. To follow up and report back any sales leads that are passed onto you.
General
  1. To fully understand Village Hotel Club objectives and initiatives.
  2. To update weekly highlights outlining your key revenue and activity successes
  3. To assist with the preparation of reports.
  4. To take part in any training and development activities as recommended.
  5. Train, coach and develop team members to enhance their performance to meet the current and future needs of the brands.
  6. To assist with induction and training of new sales starters across the brands as appropriate.
  7. To actively promote the Company in a professional manner both internally and externally, including attendance of client events.
  8. To attend internal meetings and represent Sales where appropriate.
  9. To act as an Ambassador for the Village Hotel Club brand at all times and to ensure Group values are upheld to both external and internal contacts, through appropriate behaviour and performance.
  10. To represent the Group at in-house and external exhibitions, trade shows, and presentations and similarly to any professional bodies and organisations
  11. To proactively contribute to the Group sales activity plan(s) which accurately interprets the objectives of the business.
  12. To work closely with colleagues in National Sales, Central Meetings & Groups Desk and On Property Sales teams to promote good working relationships and aid business conversion.
  13. To meet and exceed client expectations in terms of support, quality and service and to communicate identified client needs effectively.
  14. To be fully aware of and understand changing market trends and to focus self and team activity to support the achievement of the Group Sales Strategy and meet defined business needs.
  15. To ensure that Account and Contact Management within Village Hotel Club systems (ivvy) is fulfilled to the agreed standards to support measurement of sales activity, Management and Client Information and business analysis.
  16. To gain knowledge on competitors and implement learning to ensure Village Hotel Club retains sustainable competitive advantage.
  17. To comply with Company and statutory procedures relating to fire, hygiene, health and safety.
PERSON SPECIFICATION
  1. Has a minimum of 2 years experience managing key TMC, beam and /or Corporate decision makers.
  2. Demonstrates understanding and track record of managing profitable override/ commercial agreements.
  3. Track record of creative use of marketing funds and able to give tangible business benefits.
  4. Strong sales skills – demonstrates confidence and ability when communicating and is effective in converting prospects to delivered revenue.
  5. Track record of achievement – at least 5 years experience in hospitality, brand led or customer facing proactive sales environment.
  6. Target driven without loss of sales integrity.
  7. Excellent knowledge of the Transient, Groups, Meetings and Events market segments.
  8. Highly motivated self-starter with a 'can-do' approach, combined with a strong customer service ethic and creative problem solving style.
  9. Working knowledge of ivvy desirable.
  10. Commercially aware – sees how the sales contribution aligns with hotel and brand plans and actively seeks out ways to drive revenue.
  11. Effective communicator – orally and in writing across varying levels of seniority, with natural rapport building skills.
  12. Tenacious and creative in pursuing results. Passionate, energetic & can deliver at pace.
  13. Comfortable working under own initiative with limited supervision & as part of a team.
  14. Ability to assimilate information quickly and effectively plan.
  15. Quick thinking and flexible in approach.
  16. A positive, team focused personality, resilient, calm and not easily 'phased'.
  17. Welcomes change.
  18. Sets and sustains high standards – technical and personal.
  19. Keen interest in the brand.
Join us and we can offer you benefits* such as…
  1. Complimentary Health and Wellness Membership at your home Club for you and a family member/ friend worth £1,500 a year.
  2. Discount on all overnight stays at Village Hotels, meaning you can experience our hospitality from £35 with a friend and even grab an excellent breakfast.
  3. Friends and Family discounted stays from £49 including breakfast
  4. 50% discount on Food and Drink purchased on or off shift at any Village Hotel Pub & Grill
  5. 30% discount on and off shift in our Village Hotel Starbucks stores
  6. Excellent training and development including our Rising Stars and Talent Academy programmes
  7. A much more exciting way to train across several areas in the hotels, utilising our exciting Mobile Gaming training platform.
  8. Discounts and cashback offers on many High Street Brands and Supermarkets.
  9. A range of Well-being and Healthcare benefits and monthly well-being programmes for all employees to support your mental health
  10. Putting your Mental Wellbeing first with Mental Health first aiders and up to 2 mental health days to utilise annually.
  11. Financial wellbeing support and salary drawdown via Wagestream
  12. Access to our Employee Assistance Programme, offering support and counselling
  13. Flexible working hours
  14. A fun, supportive and inclusive work environment with regular team events
  15. Excellent Reward and Recognition Incentive schemes
  16. Anniversary rewards for key milestones of service
  17. Electric car salary sacrifice scheme
  18. Have your birthday off guaranteed
  19. Discounted Health Cash plan and Sick pay Insurance.
  20. Enhanced maternity and paternity benefits and pay
  21. Company Pension scheme
  22. Life Insurance
  23. benefits subject to contract
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