Senior Sales Manager

OBJECTIVE OF THIS POSITION: -To manage and drive sales effectiveness of corporate, covering both local and regional based accounts for the hotel. To ensure that the hotels monthly budget/forecast for revenue, is achieved. -To ensure that customer satisfaction is the key driver for all sales initiatives and strategies. -To ensure a high level of exposure both within the hotel and in local market areas through direct sales solicitation, telephone contacts and written communications. -To ensure standards of excellence in performance is achieved both within sales related responsibilities and as an ambassador for sales with other team players throughout the hotel. -At Grand Millennium KL, we are proud to represent our hotel and our country to guests from all over the world. We treat our guests and our colleagues with respect, and work hard together to deliver the highest quality of service to all. DUTIES AND RESPONSIBILITIES: •To ensure that a minimum of 5-6 direct in-house/outside/entertainment/site inspection/sales calls (qualified accounts only) are achieved daily into the local field within KL. •To achieve daily targeted level of telemarketing calls (40 quality telephone calls per week is the minimum standard) •To maintain high standards of professionalism, ethic and attitude towards client and colleagues as an ambassador of Grand Millennium KL at all times. •To support the DOS by driving sales effectiveness into the field where showing sales initiative based around supporting increasing room nights within team. •To prepare monthly “Hit list” of competitor accounts as part of key objectives to convert these accounts to Grand Millennium KL. Submit to DOS for review. To monitor conversion rate of these and update on monthly basis. •To review/audit on monthly basis Opera to ensure standard procedures are correctly inputted daily as per hotel standards, covering daily sales activities and monitoring monthly individual company monthly production levels to ensure room night production, average rates are in line with requirements. •To review corporate markets monthly production and updating sales platform on status of all accounts converting from “prospect” to “contracted accounts” securing 2 new accounts per month which is the standard for developing new business. •To recommend and support preparation of master list of yearly sales blitz requirements for the hotel based on corporate within local market and nearby feeder markets. •To attend bi-weekly sales meetings coordination meetings Friday as required by Grand Millennium KL with updated report on weekly activities to include new account’s contracted, room nights and bookings picked up for the week. •To support the achievement of budget/forecast for corporate on monthly basis, driving sales efforts to convert “qualified accounts” to contracted. •To work as a team with meeting & events at all times hence maximizing “high standards of performance standards based on service” at all times for Grand Millennium clients and that all details of events is successfully communicated to events department, sales coordinators & operational team. •To ensure that weekly activity (report) and weekly plan are submitted on time (Friday) to DOS office. •To prepare monthly action plan and submitting to the DOS as part of the driving revenue plan. (28th of every month) •To achieve weekly standard of 2 client per week for site inspection/or entertainment. These are to be qualified potential accounts or new accounts for the hotel. •To ensure the hotels rates structure is adhered to at all times. •DOS or DOSM must sign all hotel contract rates prior to submission to client. •To monitor competitor market conditions including rates, average rates and account movements on an ongoing basis to ensure the hotel maintains its competitive edge. Update changes DOS on changes. (The better I study the competition the more effective I can sell against them). •To develop new business leads for the hotel on weekly basis (2 accounts per week is the minimum standard). •To ensure sales servicing of accounts profile is based on driving room nights, as per standard procedure which should be based on volume of room night potential. Key focus daily is to source and pick up leads, new business and groups for the hotel to fill up sales pipeline. •To notify DOSM or DOS when entertaining top supporter and potential customers ensuring senior management support. •To ensure maximum conversion rate (45-50%) from enquiry/lead/prospect account to contracted/loyal accounts for Grand Millennium KL. •To maximizes up-selling opportunities whenever possible in negotiations. •To be performance and result driven. •To maintain established personnel policies and procedures of Grand Millennium KL. •To assist ADOS/DOS to identify sources of new business for corporate and follow up for all RFP accounts assigned. •To help identify sources of new individual business and direct resources to secure them. •To participate in development of marketing plan, sales action plan, profit plan, and marketing audits. •To support management of all meeting & events space including banquet, function space is based on utilization of highest ROI (supporting yielding strategies) of Grand Millennium Kuala Lumpur and holding period of tentative groups to maximize revenue. •To ensure monitoring of all group bookings in relation to room availability, room type and customer spending potential to maximize rooms and other revenue. •To maintain close, frequent, open communication with the, Director of Sales, Assistant Director of Sales and other department. •To support high standards of communication between rooms sales & event sales and operating departments of the Hotel to assure awareness of sales programs. •To maintain timely and responsive communication with accounts and prospects. •To ensure that all safety, health, security and loss control policies and procedures and Government legislation are adhered to. SKILLS AND ATTITUDE REQUIRED: •Performance and result driven. •Able to prioritise workload, is organized and well structured. •Must have initiative and be a self starter, not waiting to be driven. •Computer literacy is a consideration: knowledge of Hotel system is advantageous. •Able to overcome obstacles and objections. •Sees challenges as opportunities.