Sales Manager (Saudi's Only)
Accor Hotels
Jeddah, Makkah, Saudi Arabia
منذ 5 يوم

JOB SUMMARY

The Sales Manager is managing a portfolio ofcorporate Accounts identified as Key and Business Development InternationalClients, with whom he / she is in charge of developing partnership and businessopportunities.

The position isaccountable for proactively soliciting and handling sales opportunities.Ensures business is turned over properly and in a timely fashion for properservice delivery.

Assists in leading all day-to-day activities related to saleswith a focus on building long-term, value-based customer relationships thatenable achievement of sales objectives to achieve personal sales goals.

KEY RESPONSIBILITES :

  • Proactively manage a pre-determined number of key accounts / key prospects and other active accounts to ensure maximum production to meet set target.
  • Maintain valid call objectives and relevant action plans for each key account / key prospect and ensure all follow up is done in timely manner.

  • Worldwide and follow the sales process through to convert into producing’ accounts.
  • Take personal responsibility to ensure that all accounts are properly updated in Opera and that the system is utilized to its full capacity.
  • Maintain up-to-date activity and rate information for each account. Understand and be in a position to action any group and event enquiry and ensure accurate hand over for follow up to Inspired Meeting team.

  • To actively support both : the Sales Executive and Sales Co-coordinator to assist them to carry out their roles effectively (i.
  • e. by ensuring there are enough sales kits available for the week)

  • To ensure that the morning briefing takes place at 8.00 am daily and is attended by Sales Executive and Sales Coordinator as well as Inspired Meeting team members.
  • Communicating client requirements in a timely and accurate manner to all internal departments as required, ensuring delivery of superior guest service.
  • Ensure accurate follow up and communication both internally to reservations and accounting departments, and confirmation to client.

  • Ensure property rates sheets are accurate at all times. Communicate any obstacles to completing action plans to ADOS / DOSM.
  • To arrange and manage familiarization / educational trips in line with business needs.
  • Participate in Duty Management Shifts as required.
  • Proactively respond to any Group / banqueting requests, checking space / rates in Delphi and communicating to Inspired Meeting Manager for further follow up.
  • Entertain clients and potential clients in hotel outlets to showcase our property and special Savoir Faire .
  • Partnerships & Businessdeveloper

    TheSales Manager is the client’s central point of contact. He is Accor’s corporaterepresentative.

  • Bringing differentiating value by providing insights, market expertise and innovative solutions on hospitality services through active watch of the business global trends
  • In charge of developing / strengthening a real business partnership with this client
  • In charge of insuring a proper delivery of the engagements agreed with the customer.
  • The Sales Manager is responsible for increasing Accor’s presence in all relevant parts of the Client’s organization
  • Developing close relationships with key decision makers
  • Meeting with the Client’s decision makers in the key geographic areas
  • Presenting Accor’s value proposition, strategic directions and the actions planned to enforce the business partnership
  • He is also in charge of developing relationships with the Client’s third parties ecosystem to influence positively Accor’s position (with this Client).
  • TMC, consultant, travel agency, RFP and online booking tool providers, and other players related to travel management (airlines, car rental )
  • Account strategy & globalcoordinator

    The Sales Manager is in charge ofcarrying the account strategy :

  • In its definition
  • In its implementation
  • He is the Account Leader, workingwith a team of contributors located in the Customer’s key areas (in terms ofdecision centers and destinations) in order to :

  • Secure and strengthen the existing business relationship
  • Develop Account penetration and detect new business opportunities (by intensifying contact and creating leverages)
  • Implement the terms of the agreement signed with the client
  • In that perspective, he isresponsible to :

  • define the mid - term development & action plan, using Accor’s methodology
  • processes

  • mobilize and drive key contributors towards the objectives, implementing the strategic
  • tactical plans

    This role has an importanttransversal management dimension, requiring :

  • To identify key contributors to be involved
  • To mobilize and coordinate them through internal meetings and business reviews
  • To closely collaborate with other players involved the Customer’s experience : operations / hotel managers, revenue management, distribution, booking etc.
  • To communicate to all of them all necessary information related to the Client context
  • The Sales Manager isresponsible for the economic results of his / her account (achievement ofobjectives) :

  • Based on the forecast and objectives agreed with his / her superior, the Sr. Sales Manager is in charge of monitoring the economic performance of the account, and to take the actions necessary to reach these objectives.
  • He is in charge of developing a longterm profitable relationships with this client, which implies :

  • Being able to define the right commercial strategy (in line with target revenue and margin)
  • Defining a business proposal aligned with the client’s needs and expectations
  • He identifies and defines the best possible pre RFP strategy, ensuring a comprehensive knowledge about the real motivation and the key players in the expected tender process
  • He is in charge of mobilizing all needed internal and external players to :
  • Insure a successful submission of Accor’s value proposition during the RFI and RFP phases.
  • Insure selection and deal closings.
  • He / she is in charge of leading negotiations supported by key contributors.
  • Analysis of local market trends and competitoractivity to identify business leads
  • Develop customer accounts and travel within thelocal area to drive business into the hotel and to increasemarket / customer share in all revenue streams
  • Negotiate room rates / packages with corporateclients
  • Develop and implement creative local marketingchannels, including social media channels
  • Prepare company contracts for the hotel inaccordance with current business and pricing conditions
  • Work within current business strategies andrecognise potential opportunities
  • Cooperate with other departments in the hotelto create an exceptional guest experience and build strong, comprehensive salesprograms
  • Attend Sales events as required
  • Produce accurate and timely reports that meetthe needs of the Director of Sales and senior management to include thereporting of appointments, calls made and business leads
  • Answer customer queries in a prompt andprofessional manner
  • Manage staff performance in compliance withcompany policies and procedure.
  • Building Successful Relationships that Generate Sales Opportunities

  • Works collaboratively with off-property sales channels to ensure sales efforts are coordinated, complementary and not duplicative.
  • Builds and strengthens relationships with existing and new customers to enable future bookings. Activities include sales calls, entertainment, FAM trips, trade shows, etc.
  • Develops relationships within community to strengthen and expand customer base for sales opportunities.
  • Manages and develops relationships with key internal and external stakeholders.
  • Provides accurate, complete and effective turnover to Event Management.
  • Managing Sales Activities

  • Participates in sales calls with members of sales team to acquire new business and / or close on business.
  • Executes and supports the operational aspects of business booked (e.g., generating proposal, writing contract, customer correspondence).
  • Using Knowledge of Market Trends and Target Customer Information toMaximize Revenue

  • Identifies new business to achieve personal and location revenue goals.
  • Understands the overall market - competitors' strengths and weaknesses, economic trends, supply and demand etc. and knows how to sell against them.
  • Closes the best opportunities for the location based on market conditions and location needs.
  • Gains understanding of the location's primary target customer and service expectations; serves the customer by understanding their business, business issues and concerns, to offer better business solution.
  • Providing Exceptional Customer Service

  • Supports the company's service and relationship strategy, driving customer loyalty by delivering service excellence throughout each customer experience.
  • Services our customers in order to grow share of the account.
  • Executes and supports the company's customer service standards.
  • Provides excellent customer service consistent with the daily service basics of the company.
  • Sets a positive example for guest relations.
  • Interacts with guests to obtain feedback on product quality and service levels.
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