Assistant Director of Sales at Radisson Hotel Group

Assistant Director of Sales at Radisson Hotel Group – an international hotel group, operating in EMEA and APAC with over 1,320 hotels in operation and under development in +95 countries. The international hotel group is rapidly expanding with a plan to significantly grow the portfolio

MAXIMISES HOTEL REVENUE ACROSS KEY CUSTOMER SEGMENTS

Exceed personal sales goals, monthly, quarterly, and annually, through the account development plan, maintenance, regular sales calls, entertainment, and sales trips/tradeshows (as and when assigned).
Supervise, assist, and guide sales managers in their day–to–day work role to achieve overall sales objectives.
Support goals, objectives, and philosophies of Radisson Hotel Group and Radisson Blu Hotel and Residence Nairobi Arboretum
Support DOO with monthly sales reports, i.e. individual sales production, Key wins, new accounts, Top 40 accounts, market intelligence reports, Hotelligence 360 report, SAP Sales Cloud activity report, and Rolling Action Activity plan.
Responsible for negotiating contracts for locally negotiated corporate rates and monitoring the accounts’ performance according to established annual room night objectives.
Utilize sales tools i.e. Salesforce, Opera Sales & Catering Systems, and Lanyon RFP process to track, prospect, book, and follow up accounts.
Acquisition of new accounts; 5 new accounts monthly and development of the same to produce.
Ensure business opportunities and activities are loaded onto Salesforce in a timely fashion, minimum of 120 entries monthly.
Acquire and maintain a working knowledge and market intelligence of the competition portfolio.
Develop lead sources through prospecting, solicitation, referrals, trace files, and cold calls.
Conducts site inspections with prospective and existing clients.
Develop and implement new sales strategies, tactics, and action plans for account base through market and competitive intelligence.
Coordinate and financially manage sales trips, including reports or activities pertaining to the specific market. (as and when assigned)
Maintain active membership in industry-related organizations and associations related to the specific market.
Assist other sales and M & E managers and refer catering leads and other sources of business for the hotel through active solicitation of account base
Approve weekly sales Journey plan reports and ensure they are effectively followed through.
Maintain and update current account information in Opera.
Involvement in industry Functions and/or trade shows, FAM visits, and Industry Events.
Attends Radisson Blu sales blitz, and/or trade shows in key market cities to develop new business and to contact established clients in these cities, (as and when assigned).
Support and perform to Radisson Blu, Company Sales and Marketing Standards.
Ensure Sales Managers make at least 30 sales calls per week, excluding site inspections and follow-ups.
Assists in the development of annual sales goals.
Prepare for and attend daily, monthly, and other meetings as necessary and when required.
Proven experience in a sales position, ideally within a hotel environment
Ability to adapt to changing service environments
Good leadership skills with a hands-on approach and lead-by-example work style
Commitment to exceptional guest service with a passion for the hospitality industry
Ability to find creative solutions, offering advice and recommendations
Personal integrity, with the ability to work in an environment that demands excellence
Strong communication and listening skills
Ability to work collaboratively across functions and cultures
Skilled with Microsoft Office software, especially in Excel
An open, positive and communicative personality
Ability to handle multiple challenging priorities and assignments
Ensure own function operates within cost restraints
Maintains effective internal and external communication.
Prepares proposals with DOO that are geared to maximize profit while satisfying guest needs.
Utilizes the “Consultative selling” sales techniques.
Contacts in-house guests to foster additional business, repeat bookings, or referrals to other Radisson Blu hotels
Coordinates activities related to booked business with other departments
Communicates guests’ requests to all departments in an effective and timely manner.
Ensures maximum occupancy daily by performing follow-ups on progress of groups and other business booked.
Increases sales volume and profitability by formulating and executing projects for all market areas as stated in the business plan
Conducts market analysis to determine guest needs, occupancy potential, desired rates, etc.…
Communicates requests for special accommodation and suites.
Prepares accurate forecasts of managed accounts.
Pre-blocks all special requests or VIP accommodations accurately.
Keeps Sales Department informed of group booking status weekly.
Communicates with Front Office Manager on all Group VIP’s for appropriate treatment
Ensure all reservations are tracked correctly for statistical purposes
Follows up on commissions and other fees paid to travel agencies etc.
Liaises with the Accounts Payable Department regarding credit issues.
Seek business opportunities for other hotels within the Region while conducting sales calls (primary focus being hotel employed at)
Thorough research to be conducted during customer meetings in order to avoid information duplication sourcing.
Monthly sales lead list to be maintained and sent to hotel sales team.