Senior Sales Manager

Duties and Supporting Responsibilities

Provide professional advisory and executive support to the DOSM and the DOS in the following:

• Formulation and implementation of the overall sales activities related to the hotel. From time to time and as relevant, the Sr. Sales Manager will propose strategies and initiatives to augment services and with the intent of improving guest services, employee productivity and competitive positioning. The strategies must be in consonance with the overall positioning and direction of the hotel and brand.
• Will execute the plan, forecasts and strategic initiatives that have been discussed and initiated. Will provide feedback and alternatives.
• The Sr. Sales Manager will support and strengthen the hotels position and culture with regards to LQE and the Mandarin Oriental Golden Pillars by constantly engaging fellow colleagues in all disciplines and will serve as custodian and role model.
• Prospect and develop new business continuously through phone solicitation, outside sales calls, customer visits to the hotel, trade shows, sales blitzes, direct mail, newspaper/journal research and other customer interaction or research.
• Drives and manages account transient, group and catering production through improved customer loyalty by excellent account management.
• Determines the account’s needs, MOTPE’s objectives, and marketing activities of each assigned market/account.
• Negotiates transient and group rates for assigned accounts.
• Continuously communicates the benefits of the hotel to the customer.
• Understands or is familiar with the fundamentals of assigned accounts.
• Identifies new or existing markets/accounts that meet property sales strategy.
• Be accountable for all targets and goals set for area of responsibility
• Abide by the hotel’s grooming standards to project the luxury image of the brand
• To lead certain proactive sales projects determined by the Associate Director of Sales.
• Assist the Associate Director of Sales in developing and grooming of the Business Development individuals.
• To assist the Associate Director of Sales with familiarization groups by pro-actively participating with creative ideas and executing them.
• Spends sales prime time in face-to-face customer interaction outside of the hotel.
• Sells the benefits of the Sales Center/property sales and event management.
• Develops marketing intelligence: new products ideas, competition activities, new customer trends and performance.
• To ensure usage of the Delphi other technological tools which are used for performance monitoring at the maximum capacity.

Sales & Marketing

The Sr. Sales Manager is responsible for the Sales and Business Development.

• Responsible for achieving the Hotel’s total Rooms revenues as laid out in the Marketing Plan.
• Accountable for achieving the Hotel Room Yield, Average Rate and Occupancy targets, as laid out in the Marketing Plan.
• To ensure that the Relative Rev par positioning of the hotel is in excess of its primary competitive set.
• To provide feedback and market information to the DOS on the changing market conditions, including trends on the competition, as a result of direct sales solicitation, telephone, reading materials and interaction with competitive hotel staff.
• To establish and maintain an effective working relationship within the department and with other support department.