Sales Manager - Holiday Inn Express Singapore Serangoon

Your day-to-day

Essential Duties and Responsibilities – (Key Activities of the role)

• Manage existing corporate accounts, including handling contracts and reservations in the system

• Maintain personal connections with guests and account managers to ensure high satisfaction and loyalty and consistent production

• Build and maintain strong relationships with clients, including corporate accounts, travel agencies, event planners, and other key stakeholders

• Search for new corporate accounts and groups, negotiating optimal rates to benefit the business

• Secure repeat business from both groups and corporate accounts

• Promote all facets of the hotel to potential and existing clients

• Manage all corporate accounts, including local negotiated accounts and those signed globally by IHG

• Negotiate and prepare contracts, close sales deals and prepare invoice for payments

• Develop and maintain a consistent pattern of sales calls, meeting with key decision-makers in the target market.

• Identify new market opportunities and business prospects

• Conduct market research and analysis and stay updated on industry trends, competitor activities, and market conditions

• Develop and execute comprehensive sales plans to meet and exceed revenue targets

• Track and analyse sales performance metrics and adjust strategies as needed

• Establish and maintain contact with business generators, meeting and convention planners, visitors/convention bureaus, travel agents, tour operators, airlines, corporate accounts, government departments, and other key stakeholders

• Build a strong profile within the local marketplace through attendance at various events and networking sessions and by monitoring competitors

• Conduct regular sales calls, site visits, entertain clients, and presentations to prospective clients to generate future business opportunities

• Plan and conduct familiarization tours and site inspections to showcase the hotel

• Travel as required to promote the hotel and develop potential business opportunities

• Participate in the annual commercial conference and other relevant events

• Maintain regular contact with IHG hotels in the region, IHG Support Office, and Shared Services Office (Sales & Marketing, Reservation, Revenue for Hire, Distribution Relationship Marketing, Marketing Communication).

• Monitor existing business and contribute to sales strategy meetings to maximize revenue

• Work closely with the Revenue Manager to determine optimal pricing for corporate accounts and groups

• Assist with the preparation of budgets, monthly management reports for owners, and monthly statistics

• Analyse sales mix and assess the likely impact on hotel goals

• Implement directions from the General Manager and Area Director of Sales & Marketing

• Participate in revenue meetings and pricing calls to ensure alignment with the hotel’s strategy

• Assist with marketing requests during absence of Marketing Team and help operations team if required

• Use Oasis and other programs and instruments of IHG as work tools. Keep current documentation of daily, weekly, and monthly actions.

• Use IHG Way of Sales as a tool to enhance your sales skills:

o Set the Right Sales Goals

 Situation Analysis Checklist

 Sales and Marketing Plan templates and guidelines

 ART Tool (account valuation)

 Strategic Sales Plan Workbook (measure account production vs. sale performance)

o Developing Account Plans

 Hotel Account Planner

o Account Generation

 Account Management Grid (to ensure that sales targets and objectives are being met)

 Market Analysis Tip Sheet (understand accounts in the area)

 Account Analysis Tip Sheet (identify potential accounts)

 Lead Generation Tip Sheet

 Sales Activity Planner

o Lead Qualification

 Lead Qualification Form

o Win the Right Business

 Enquiry Tip Sheet (collect the right information about customers’ needs)

 Sample Proposal template
 

• Know about and use the many sales tools and resources available to you through IHG including:

o IHG Way of Sales, The Sales Source, Business Source

o Meeting Broker and Easy Groups and Meetings

o Lead Share

o Hotel Content Manager

o Strategic Pricing and Corporate Gold

o Travel Consultant Connection and GDS

o The IHG Wheel and Hotel Solutions

o Strategic Business Revenue Plan

o Employee and Friends and Family Rate programs

o IHG One Rewards Club

o Business Edge

o RFPs
 

What we need from you:

Required Skills

• Demonstrated ability to interact with customers, employees and third parties that reflects highly on the hotel, the brand and the Company.

• Problem solving, reasoning, motivating, organizational and training abilities.

• Proficient in the use of Microsoft Office

• Good writing skills

• Bachelor’s degree in hospitality management, Business Administration, Marketing, or a related field

• Proven experience in sales, with a track record of meeting or exceeding sales targets.

• Strong understanding of the market and market trends and key industry players

• Excellent communication, negotiation, presentation and interpersonal skills.

• Ability to work independently and as part of a team.

• Flexibility to travel and work outside regular business hours as needed.
 

Experience –

• 3-4 years related experience or an equivalent combination of education and experience

Key Metrics –

• KPI, Sales Targets, Budget
 

Decision Making Responsibilities (Decision Rights) –

• Within the authority as assigned for Hotel Band 5 role

4. KEY RELATIONSHIPS

Key Internal Relationships –

• Hotel Employees and Corporate Employee

Key External Relationships –

• Interacts with guests and individuals outside the hotel including, but not limited to, current and potential clients, owning company representatives, suppliers, competitors and other members of the local community.