Job title: Director of Sales - South
Reporting to: Sales & Marketing Director
Communication with: Director of Sales - North, Director of Sales - Agency
Scope
- To identify, research and develop new corporate and meeting business for Shire Hotels
- To pro-actively manage a portfolio of key accounts for Shire Hotels
- To assist the General Managers in each hotel in the region with implementation of the hotel sales plan
- To generate business for the Thwaites Inns within the Shire portfolio
Key Responsibilities
New Business Development
Develop new meeting, event and accommodation business for Shire Hotels by:
- Specifically targeting business being placed in identified local competitors
- Following up leads developed by hotel sales researchers from warm leads and business databases and other sources to generate confirmed business for Shire Hotels
Key accounts
- Effective development of agreed Key Accounts to agreed annual revenue targets to include bookers events, client dinners, presentations, joint appointments/presentations all to an agreed annual account development plan
- With support of the sales researcher, penetrate existing Key Accounts and develop new business/new contacts
- Maintain up-to-date market share information and key competitor information in relation to all key accounts
- Ensure that the RFP process / tenders for existing and new business from key accounts includes all relevant Shire properties and that there is a pro-active communication with the company throughout the process
Agency Relationships
- Whilst the Agency Account Manager develops new business from agency accounts, where a corporate account has a specific agency team allocated to it - the National Sales Manager will develop this specific relationship
Maximising effectiveness from hotel-based sales team
- Input to the preparation of hotel sales plan to support the key strategies and activities
- Working closely with the General Manager to ensure that the hotel monthly sales plan is delivered
- Responsible for the development of hotel Sales Researchers including setting clear goals and objectives for each individual, conducting regular performance reviews and 1 - 1s.
- Through the development of the sales team, ensure consistent and professional sales practice.
- Attend hotel quarterly sales meetings for pro-active input – identifying trough/problem periods and then working with the General Manager to build business for these times
- Monthly 1:1 meetings with Sales Researchers to maintain focus, review past months successes and prepare for the coming 2 quarters.
- Monthly 1:1 meeting with General Managers to update on key accounts and planned activity
Person specification
- An excellent ambassador for the Shire brand – articulate and well presented, with strong attention to detail
- A desire to succeed and motivated by achieving personal targets
- An experienced sales manager with a proven track record of delivering to agreed targets
- Experience of field sales (rather than unit based sales) essential
- Previous experience handling RFPs and large corporate negotiations
- Able to motivate and drive others in a sales team to deliver to targets
- Minimum of 3 years experience in a pro-active hotel sales role
Place of work
The role is primarily a mobile one travelling around the region to visit prospect clients and the hotels. There will be an ‘office base’ at one of the hotels - and hot desk facilities all of them.
Package
Salary – range tbc
Bonus – based on personal targets
Company car and business mileage
28 days holiday per annum
Stakeholder pension scheme
Employee discount scheme - £17.50pppn
Employee Experience Scheme – free DBB weekend for two*
Company Sickness Pay Benefit*
*qualifying period
If you are interested in the above position please send your CV to:
Sam Hargreaves
Shire Hotels
The Old Wine Warehouse
Larkhill Street
Blackburn
Lancashire
BB1 5DF
Or email samh@shirehotels.com
By close of play, Tuesday 16th March 2010