Area Sales Manager - Leisure

ACCOR

Company Description

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The Area Sales Manager – Leisure is primarily responsible for developing new business opportunities whilst assisting in the management of the hotel's existing accounts across various segments but not limited to Pullman Cape Town City Centre, Movenpick Windhoek, Mercure Windhoek, and Windhoek International Convention Centre. Each is distinct in style and ranges from 4 to 5 stars, All duties that are carried out should be in accordance with Accor Hotels Standards and legal requirements. To support colleagues in the Sales and Operational teams at all times in order to protect the interest of the hotel and ensure quality service for guests and potential customers.

Responsibilities

To stay informed of the market and competitor changes
To act as an ambassador for Pullman Cape Town City Centre, Movenpick Windhoek, Mercure Windhoek, and Windhoek International Convention Centre, and cross-sell all brands in all locations as relevant to your client’s requirements.
To be responsible for an assigned market/territory and to cultivate new commercial relationships and revenue streams from the allocated areas as instructed.
New business targets per team member to be clarified based on the budget and strategy implemented.
Analyse the leisure segment performance based on segmentation objectives & strategies.
Establish parameters, quotes and negotiate prices and seal contracts.
Participate in tradeshows, conventions and promotional events.
Sell to external markets which may encompass corporate events/meetings/conference, receptions, exhibitions, and events.
Maintain knowledge about the local and global accounts (existing and new accounts).
Achieve targets in terms of number of new active accounts, room nights, banquet covers and revenue set by the Director of Sales and Marketing.
Account manages an allocated portfolio undertaking complete account management responsibilities for maintaining responsibilities for maintaining, servicing & developing the accounts, growing revenue and tracking production.
To increase the volume of transient and groups as set down, targeting new business from existing and/or potential clients.
To record all objectives and planned activities for any managed accounts in the form of an account development plan and/or in ANAIS ensuring the information is up to date at all times.
To meet agreed monthly performance targets – appointments, account management calls, client appointments & revenue targets as set by your line management calls, client appointments & revenue targets as set by your line manager.
To work effectively during the RFP process to ensure that all rate loading is completed by specified dates.
To renegotiate and re contract all annual wholesale and leisure accounts.
To recommend membership of relevant industry associations, sales trips and tradeshows that will benefit the hotel in terms of achieving budget as set down.
Attend and assist with in-house marketing activities, fam-trips, client hospitality evenings, presentations, show rounds and promotional activities.
Update & maintain sales contact lists and account information in ANAIS or other systems as directed.
Maintain awareness of the hotel key competitors, of their interaction, their key account base and corresponding rates and any property developments.
To achieve a number of KPI’s relating to appointments, client interaction & account development.
To achieve new business targets and manage an agreed portfolio of existing accounts in order to retain and develop the business.
Produce required reports of completed sales activity including details of face-to-face client appointments, presentation, familiarization trips and any other related client interaction.
Assist with office administration ensuring all accounts have on file the necessary documentation, contracts, contact forms, and up to date Account Development Plans. Each account is to have a complete and up to date ADP.
Ensure constant familiarity with the hotels financial position and selling strategy versus previous year and current budget.
Maintain awareness of the hotels key competitors’ financial performance, of their client interaction, their key account base corresponding rates and any property developments.
To work closely with the Accor Sales Network on order to assist with the achievement of the overall sales target for the hotel on monthly basis or when required.
Carry out Sales Trips to all business areas as specified both domestically and internationally as required.
To carry out any other reasonable duties that may be required/attend & assist with in-house marketing activities. Customer Relations
Provide efficient, friendly and professional service to all guests.
Lead by example when attending to guest requests. Show efficiency in constantly striving to provide Total Customer Satisfaction.
Take initiative to ensure that interactions with our customers (internal or external) are positive and productive, call the Manager on Duty if difficulties arise.
Work together with trust so that colleagues and management meet the goals of the department/Hotel.
Treat customers and colleagues from all cultural groups with respect, sensitivity and transparency.
Take every opportunity to be a “salesperson” by active selling of special promotions and facilities available within the Hotel.
Implement the Accor values and Accor customer vision to ‘Offer the Best Service to Our Customers’. Other
Take responsibility to ensure all required tasks are completed accurately and within given time frames.
Participate in scheduled training and development programs provided by the Hotel to improve self and department standards and attend departmental meetings as required.
Abide by Accor policy on EEO and Harassment in the workplace.
Ensure wherever possible that employees are provided with a work place free of discrimination, harassment and victimisation.
Follow property procedures with respect to grooming, performance and conduct standards, occupational health and safety, emergency procedures and all other property policies and procedures as detailed in the employee handbook / department procedure manuals / company policy manuals.
Ensure Hotel, Customer and Staff information or transactions are kept confidential during or after employment with the company.
Any other reasonable request within your range of competence as required by your Supervisor or Hotel Management.

Operational duties

Maintain a thorough knowledge of the room locations, types of rooms, package plans and all hotel facilities.
Conduct regular walk about site inspections to familiarize with current hotel operational standards. Report any concerns to the Sales and Marketing Director/ General Manager.
Be available to assist with site inspections for potential clients Health & Safety
Notify you Manager of any reason you may not be capable of performing your tasks safely.
Participate in workplace consultation on matters pertaining to Occupational Health and Safety, as per the hotels agreed arrangements.
Comply with safe work practices by following Accor Health, Safety and Environment policies, including the use of safe manual handling techniques, safe use of hazardous chemicals and machinery, working at heights procedures, using protective clothing and safety equipment where available and necessary, maintaining a clean, tidy work environment, and any other safety practice promoted and required by the Hotel.
Ensure all equipment is kept in good working order and used only for the purpose for which it was intended.
Attend and actively participate in all WH&S training required of you by the Hotel.
Report any health or safety hazards, incidents and injuries to your Manager/Supervisor or Manager on Duty as soon as possible. Hazards may include unsafe working conditions, equipment and machinery faults or damage, and other housekeeping or maintenance needs that may affect the safety or any person/s at the Hotel. Ensure that the appropriate documentation is completed correctly, such as the Injury / Incident Form.
Participate and contribute to the risk assessment process when requested by your Supervisor/Manager.
Work cohesively in conjunction with the hotel’s rehabilitation program, as required.
Maintain standards of hygiene for food handling and presentation as prescribed by council / legislative regulations.
Be fully conversant with departmental fire and evacuation procedures.

Talent & Culture Responsibilities Assist the Sales Management Team in the following:

Establish on-going On Job Training Programs within the department to meet Brand and Service Standards. Use Department Procedure Manuals as a base for all service procedures training.
Induct new staff into the team, department and Hotel in the first week of their employment following guidelines. Ensure that all staff under your control carry out their duties in accordance with the Brand and Service Standards and Procedures Manuals.
Effectively use the guest feedback to improve product and service delivery.
Openly communicate with staff ensuring Systems & Procedures
Log and inform your Manager of any system problems. Suggest any improvements that could be made to improve existing systems and procedures.
Follow policies and procedures outlined in the Accor Brand Standards Manual, Departmental Service Standards / Procedures Manual and Accor Policy Manuals.
Complete all duties, and ensure a concise hand over.

Guest service and Employee Relationships

Always Recognize and greet the guests first.
Respond to any reasonable tasks as assigned by superiors
Provide efficient, friendly, and professional service to all guests efficient manner. Requests outside area of authority are referred immediately to the appropriate personal and followed up on to ensure the Guest is ultimately satisfied.
Lead by example when attending to guest requests. Show efficiency in constantly striving to provide Total Customer Satisfaction.
Take initiative to ensure that interactions with out customers (internal or external) are positive and productive, call the Manager on Duty if difficulties arise.
Work together with trust so that colleagues and management meet the goals of the department/ Hotel
Treat customers and colleagues from all cultural groups with respect, sensitivity, and transparency.
Take every opportunity to be a “salesperson” by active selling of special promotions and facilities available within the Hotel.
Implement the Accor values and Accor customer vision to ‘Offer the Best Service to Our Customers’
Colleagues and superiors of the hotel are always dealt with in a polite and helpful manner. Ensure good relationships are always kept with colleagues and superiors and report any personnel differences that may threaten the cohesion of the team and colleagues.
Responsible for the acquisition and maintenance of all corporate/travel/trade/leisure/government/niche/mice/international clients of the hotel.
Listen to clients’ requirements and present appropriately to make a sale, negotiate the terms of an agreement and closing the sale.
Call potential clients via telephone and emails and arrange meetings for new business.
Regularly attend/host events where top clients and new clients are entertained.

Environmental and Social Responsibility

Work closely with the hotel in participating where possible in community-based projects.
Maintain awareness of new initiatives and the continuously growing social economic Program of the Hotel.
Assist with power and electricity usage by not having lights or any electrical appliance on that could be switched off when not in use.
Participate and actively control all forms of waste and ensure accurate recycling of all glass, papers, plastics, aluminium, and steel form all areas to waste.
Actively participate in all social development drives with local communities and initiatives.
Actively participate in the food & beverage wate program of the Hotel.
Reduce the use of paper by not printing unnecessarily and recycle used paper.

General and other duties:

The above listed criteria identify the key areas of responsibility of the position and are not all-encompassing description of duties and tasks. The above criteria will be subject to ongoing review and adjustment.
Abide by Accor policy on EEO and Harassment in the workplace.
Ensure wherever possible that employee to maintain a high standard of personal appearance and hygiene and ensure that uniforms meet with the Hotel’s requirements and in line with the desired image of the Hotel.
Ensure security and protection of guests the belongings as best possible, report any items left behind by guest.
Be committed to the safety of Guests at all times and report any suspicious activity in the hotel to the Manager.
Practice Safety at all times including constant awareness of safety hazard.
Reports to work on time and according to posted schedule.
Agree to continuously improve and develop his/herself, by attending scheduled training courses as directed by Management and being committed to making the absolute most of the given opportunity.
Be committed to the highest level of service to the Hotel Guests, courtesy to fellow colleagues and a commitment to all environmental social and developmental training initiatives.

Hygiene / Personal Safety / Environment:

Ensures the application of hygiene, safety, and environment regulations.
Applies and ensures application of the hotel’s security regulations (in case of fire etc.)
Respects and ensures respect of the hotels, commitments to the “Environment Charter” (saving energy, recycling, sorting, waste etc.)
Is responsible for the security people property in the area under his/her remit.

Qualifications

Minimum matric (grade 12)
Proven sales experience with a strong track record of meeting or exceeding targets
Excellent communication, presentation, and negotiation skills
Demonstrated ability to build and maintain strong client relationships
In-depth knowledge of sales techniques and customer service principles
Proficiency in RFP and Microsoft Office Suite
Strong analytical and problem-solving skills
Results-oriented mindset with the ability to work independently and as part of a team
Adaptability to changing market conditions and customer needs