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Sales & Marketing Manager

JOB SUMMARY

Company Confidential
Industry Hospitality/T...
Category Sales / Busin...
Location Accra
Job Status Full-time
Salary GH¢ 
Education Master’...
Experience 5 years
Job Expires Oct 02, 2020
Contact ...
 

Job Description

A reputable 4-star hotel located at the Airport Residential Area in Accra is looking for a Sales and Marketing Manager.

Job Purpose

  • Leader of the hotel’s sales and marketing department with responsibility for the sales, marketing, public relations, and e-commerce strategy.
  • Requires access to the right networks of high-profile guests and the ability to do non-traditional selling and public relations (PR) that generates high revenues for the hotel.
  • Provides day to day leadership to the sales and marketing staff to achieve hotel sales and marketing objectives.
  • Implements the brand’s service strategy and applicable brand initiatives in all aspects of the sales process and focuses on building long-term, value-based guest and client relationships that enable achievement of the hotel’s’ sales objectives.
  • Develops and leverages local networks to bring the right business to the hotel as well as establishes and maintains high levels of exposure and visibility for the property.
  • Focuses primarily on transient, consortia sales, negotiated corporate accounts, high end leisure transient sales and high-profile guest.
  • Manages the marketing budget to enable development and pull through of hotel specific campaigns, promotions and collateral to drive revenue and meet hotel objectives. Leverages, as appropriate, existing hotel Sales and Marketing engines to implement hotel-wide strategies that deliver products and services to exceed guest expectations.
  • Partners with Group Sales and Marketing Consultant who will provide the lead on design, concept, “brand integrity”, marketing, food and beverage concepts, public relations and special event consulting at the hotel level.

Main Duties & Responsibilities

Sales & Marketing Strategy Development & Execution

  • Develop hotel sales, marketing and public relations (PR) goals and strategies consistent with the brand business strategy.
  • Develop  hotel sales and marketing goals and strategies that maximize revenues and market penetration; adjusts marketing strategies to reflect changing conditions.
  • Verifies sales and marketing strategies focus on transient, consortia, negotiated corporate accounts, and high profile leisure sales, selling top suites and high value events, and target “high-profile” guests and companies.
  • Grows existing accounts and generate new business to maximize revenue, market share and profits.
  • Executes the sales strategy and verifies individual booking goals are met for both self and staff.
  • Verifies the development of a strategic account plan for the demand generators in the market.
  • Assesses market position and recommends product and service needs and changes necessary to meet sales and marketing objectives consistent with hotel’s goals.
  • Directs and manages group, transient, corporate negotiated and special event sales to maximize profits.
  • Develops and implements Sales and Marketing policies, plans and procedures specific to hotel.
  • Attends sales strategy meetings to provide input on weekly and overall sales strategy.
  • Participates in sales calls with members of the Sales and Marketing 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, guest correspondence).
  • Negotiates room rates, closes sales and meets aggressive sales targets.
  • Verifies that the hotel implements a seamless turnover from sales to operations and back to sales while consistently delivering a high level of service.
  • Leads the hotel sales review process.

Leading Marketing and Public Relations Activities

  • Works with team to determine and develop marketing communication strategy and tactics.
  • Provides feedback on high impact public relations, advertising and promotional programs.
  • Coordinates and executes sales presentations, client meetings, hotel tours and site inspections prior to key events, as required.
  • Develop strong partnerships with local public relations and media firms to further increase brand/product awareness.
  • Develops strong community and public relations by verifying BWP hotel participation in local, regional and national tradeshows and client events.
  • Identifies public relations opportunities and coordinates activities to augment the overall marketing communication strategy.
  • Contributes to the development of innovative marketing ideas and proactively develops deployment strategies to establish and maintain high levels of exposure and visibility for the hotel to grow market share.
  • Identifies “high profile" guests and companies, and determines the best way to communicate and sell to them.
  • Contributes BWP hotel specific information to be used for press releases, prepares information for media kits.
  • Manages special events (e.g., introducing new products and services, etc.) to gain public attention through the media without advertising directly.
  • Assigns, supervises and reviews the activities of local and global public relations teams.
  • Establishes and maintains effective working relationships with local and municipal government officials and media representatives.
  • Identifies, develops, and evaluates marketing strategy, based on knowledge of established objectives, market characteristics, and cost and markup factors.

Sales and Marketing Point of Contact

  • Coaches leaders of revenue generating departments in developing effective revenue strategies and setting aggressive goals that will drive the hotel's financial performance.
  • Develops and manages internal key stakeholder relationships.
  • Leverages existing hotel sales and marketing engines, as appropriate, to maximize revenues for the hotel.
  • Serves as the sales contact for the General Manager, hotel leadership team and other departments at  hotel.
  • Serves as hotel authority on sales processes and sales contracts.
  • Supports the General Manager in coordinating crisis communications.

Providing Exceptional Service

  • Serves as the sales contact and advocate for guests and clients.
  • Executes and supports BW brand standards.
  • Participates in and practices daily service basics of the hotel brand.
  • Executes exemplary service to drive guest satisfaction and loyalty by assisting guests and verifying their satisfaction before and during their stay           .
  • Gains understanding of the hotel’s primary target guest and their service expectations; serves the guests and clients by understanding their business, business issues and concerns, offers better business solutions both prior to, and during their stay.
  • Monitors the effective resolution of guest issues that arise as a result of the sales process by creating mechanisms to channel issues to hotel leadership and/or other appropriate stakeholders.
  • Manages relationships with decision makers at top accounts and "high-profile" guests and companies.

Leading Conference and Banqueting Sales Activities

  • Manages and directs the hotel Conference and Banqueting (CB) team and achieve hotel revenue goals by proactively targeting current and new high value accounts in the market and implementing effective deployment strategies to grow market share.
  • Manages the CB sales efforts for the BWP hotel.
  • Develops and manages the CB revenue and operation budgets, and provides forecasting reports.
  • Coordinates high-profile events for small groups.
  • Assists in developing CB menus which drive sales.
  • Assists with selling, implementation and follow-through of promotions.
  • Interacts effectively with guests, sales and kitchen, vendors, competitors, local community and other hotel departments in order to maintain guest satisfaction.
  • Works with F&B team to develop strategies, programs, promotions to increase cover counts in restaurants and lounges/bars.
  • Monitors information and research pertaining to local competitive venues.

Talent Management

  • Verifies Sales team understands and is leveraging hotel demand engines to full potential.
  • Partners with Human Resources to attract, develop and retain the right people in order to support the strategic priorities of the market.
  • Verifies effective structures, processes, jobs and performance management systems are in place.
  • Sets goals and expectations for direct reports, align performance and rewards, appropriately, address performance issues, and hold staff accountable for successful results.
  • Forecasts talent needs and manages department talent acquisition strategy with Human Resource (HR) to minimize lost time due to turnover.
  • Supports tools and training resources to educate sales staff on winning solutions.
  • Champions leadership development and workforce planning priorities by assessing, selecting, retaining and developing diverse, high-caliber talent that can lead the organization today and strengthen the leadership bench for the future.
  • Continues to upgrade the sales & marketing talent; work with HR to anticipate future talent needs based on business growth plans.
  • Identifies, trains and mentors hotel sales, marketing, PR, and revenue management team members.
  • Utilizes all available on the job training tools for staff.
  • Verifies sales and marketing staff receive appropriate training.
  • Participates in talent acquisition processes (sourcing, screening, interviewing, hiring, and onboarding) to verify Sales & Marketing department is staffed appropriately.
  • Provides performance guidance, incentives and direction to subordinates, including setting performance standards and monitoring performance through formal and informal appraisal processes.

Financial, Sales, and Revenue Management Analysis and Reporting

  • Provides intelligence in evaluating the market and economic trends that may lead to changes in sales strategy to meet or exceed guest expectations.
  • Reviews the STAR report, competitive shopping reports and uses other resources to maintain an awareness of the hotel’s market position.
  • Researches competitor’s sales team strategies to identify ways to grow occupancy and RevPAR and increase market share.
  • Verifies successful performance by increasing revenues, controlling expenses and providing a return on investment.
  • Manages operating budget and forecasting for sales and marketing with assistance from Finance Manager, to enable specific campaigns, promotions and collateral to drive revenue and meet hotel objectives.
  • Monitors and critiques sales and marketing Profit and Loss (P&L) statements to verify accuracy and alignment with budgetary requirements.
  • Monitors market conditions using both local knowledge as well as tools to verify hotel is properly positioned in terms of rate, occupancy and mix.
  • Reviews revenue management reports
  • Conducts analysis of guest segment performance at the hotel and in the market.
  • Reviews daily inventory management reports.
  • Performs assessments of competitor rates, occupancy, and sales activities.
  • Uses revenue management data to set and load forward-looking prices.
  • Develops pricing strategies, balancing hotel objectives and guest satisfaction.

Specific Duties

  • Develop a comprehensive marketing and communications plan for the hotel which covers all facilities of the hotel within one month of assuming the position of Group Head of Sales and Marketing Manager.
  • Develop a practical but effective marketing activity plan for day-to-day direct marketing and communication and promotion activities.
  • Review the existing 2020 budget for marketing expenditure and revenue targets set for rooms, food and beverage, conferencing and banqueting, basement lounge, etc. and work towards attaining these targets.
  • Review the current corporate Client’s lists and recommend additions and/or changes to GM for a reliable data-base of corporate clients for the hotel.
  • Ensure all staff under you all have job descriptions to guide them in the performance of their duties.
  • Ensure that the hotel’s adheres to brand standards and achieve high scores in quality assessment visits.
  • Oversee firm’s electronic marketing efforts including supervision of Web site design and maintenance and digital marketing activities.
  • Oversee firm’s electronic marketing efforts including supervision of Web site design and maintenance and digital marketing activities.
  • Undertake biannual appraisal of all marketing staff.
  • Develop an effective reward system for client’s and marketing staff.

Reports & Meetings

  • Submit weekly reports to GM on achievements for the reporting week and also submit marketing action plan for the succeeding week by Close of day, Friday. This should include direct marketing activities to be undertaken during the week.
  • Submit monthly reports to GM, five working days after the end of the reporting month.
  • Participate in daily the following meetings:
    • Weekly Receivables Meeting
    • Weekly Executive Management meetings

Required Skills or Experience

  • A minimum of a Masters Degree in Sales & Marketing from a recognized university

Experience

  • Minimum 5 years work experience in a similar position
  • Ability to establish and maintain effective working relationships with employees and heads of the various departments
  • Sound knowledge of MS Office Suite including Word, Excel and PowerPoint

Personal Attributes

  • Strong work commitments
  • Ability to work well under pressure
  • Great Team player
  • Strong planning and organizational skills
  • Excellent leadership and interpersonal skills

How To Apply

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