Have ownership and responsibility for driving and delivering the agreed strategies in line with the sales and marketing plan across the resort.

Transcription

1 Job Description Job Title: Director of Sales Reporting to: Head of Sales and Marketing Grade/Salary Band: circa 40k Job Summary Benefits: Free Park Ticket Allocation Subsidised lunch provision Free on-site parking Employee Benefits Programme Discretionary bonus To drive revenue by effectively selling all aspects of the Drayton Manor Park business including the Park, the Hotel, the Grill Inn Restaurant and the hospitality suites within the local and national market place. To increase the share and profitability of existing accounts and secure new business across all market segments. To increase revenue from the conference and event market by researching and targeting business in competitor hotel and venues, both locally and nationally. Key Duties & Responsibilities; Strategic Planning Working with the Head of Sales and Marketing as well as the IHR Director of Sales, produce a Sales and Marketing plan that accurately interprets the objectives of the business and maps out the actions and strategies required within the marketplace to support the repositioning of Drayton Manor Park. Use this to focus own and team efforts across all market segments. Support the preparation of the company s annual budget in area/s of responsibility. Work with the General Managers, and Revenue team, supported by the IHR Sales Director to continuously align and devise strategies and tactics to retain and grow the business and support revenue maximisation. Work with the Revenue team and General Managers to continuously research competitor properties to obtain market and rate intelligence and an understanding of business trends, the competition and their key accounts. Utilize this intelligence to develop strategic plans, ensure the business remains competitive in the market place and to identify potential business to target.

2 Attend and help drive quarterly Strategic Business Reviews, monthly strategy meetings and RevMax meetings. Have ownership and responsibility for agreed outputs from these meetings. Ensure each corporate and consumer sales team member has set KPIs and targets in line with the company s strategies and objectives. Driving and Managing Sales Have ownership and responsibility for driving and delivering the agreed strategies in line with the sales and marketing plan across the resort. Actively seek/identify, secure and contract new and repeat business for all areas of the business, across all market segments, with a particular emphasis on events, trade sales, conferences, meetings and incentive market segments. Research potential new accounts, conduct telesales calls, plan appointments and carry out weekly face to face sales calls in line with agreed targets. Prepare account development plans to ensure maximum share from each account and agency. Identify and secure appropriate group, tour operator and wholesale business by working with IHR s Partnership Manager and Revenue team to help drive revenue, particularly over shoulder periods. Plan and execute sales trips to major market areas. Attend major travel functions and exhibitions to promote sales for the hotel. Managing the Team Effectively lead, manage, train, coach and develop the sales team, ensuring consistently high levels of motivation and performance. Positively and proactively engage with teams across the business to ensure a sales culture is embedded in all areas. Utilise all appropriate IHR sales initiatives with the sales team to include Who Goes There Guest Who & Sales Blitzes. Ensure all the information for these initiatives is being captured in the Sales Lead Manager (SLM) tool. Devise, train and engage the direct sales team and where appropriate wider teams in strategies to identify sales leads to gain their support and assistance. Provide regular feedback, share, recognise and celebrate successes and set new targets/activities. Managing Customer Relationships Manage and penetrate existing accounts to maintain current business and increase market share. Maintain rapport and reward loyalty through entertaining top producing clients as required.

3 Work with the General Managers and other key team members to strengthen current relationships within the local community. Represent the company at seminars, business events etc to maximise networking opportunities to raise the profile/awareness of Drayton Manor. Manage relationships with local attractions and venues to maximize opportunities for joint working. Reporting Evaluate ROI for all Sales expenditure. Ensure effective use of the Salesforce CRM system, in line with the minimum standards of use. Submit a monthly Sales Report to the Head of Sales and Marketing. Submit a completed and accurate tracker for all sales areas of the business to the Head of Sales and Marketing on a monthly basis. Prepare and complete other reports and presentations as required Meet with the Regional Director of Sales at IHR on a quarterly basis to review sales activity performance against KPIs across all areas of the business. Other Attend Interstate sales team meetings, Sales Blitzes and events, held throughout the UK. Actively contribute and participate in IHR sales (and as appropriate marketing) initiatives, recommending, implementing and monitoring appropriate local activity. Key Performance Objectives Performance will be monitored using a set of KPIs which will be agreed with the Head of Sales and Marketing. Knowledge & Skills Required by the Job Holder: Experience and a successful track record of sales management in a leisure, hotel or large conference venue. Experience of working within and leading a structured team environment and able to demonstrate effective coaching skills. Strong commercial outlook sales and revenue driven. Excellent sales, customer care, account management and negotiation skills. Strong presentation and influencing skills. Highly motivated and enthusiastic and good team player. Driven and determined to achieve results. Demonstrate strong interpersonal skills and be able to communicate and engage effectively at all levels. A willingness to travel throughout the UK (presenting to prospective partner organisations, meeting and entertaining clients, attending trade fairs/shows). Knowledge of PMS and CRM systems preferred, although training will be given. Report writing skills and able to use word, excel spreadsheets and PowerPoint for presentations. Remain focused at all times and able to prioritise, work under pressure and meet deadlines. Open to new ideas. Good written and verbal English. UK citizen or valid work permit.

4 COMPETENCIES Competency Level* Communication Taking Responsibility & Achieving Results Leadership & Working with Others Developing Self and Others Department Manager Building and Maintaining Relationships Integrity SKILLS & QUALIFICATIONS ESSENTIAL DESIRABLE Accredited Qualifications Previous experience in hotel/hospitality/leisure sales environment Prior knowledge of SalesForce CRM system Experience with Conference Agent Relationships Non-Accredited Skills, Knowledge & Experience At least five years experience in management. IT skills proficient in IT technologies in order to create presentations and communicate with clients/customers RESPONSIBILITIES Extent People Business Development Executive Financial None Use & Care of Equipment PC, Laptop, Mobile Phone Health & Safety Self, others in team and work colleagues

5 General Conditions Driving license required. Flexibility in approach to role.