ROLE SUMMARY

Supporting the Director of Sales for Entertainment and Media, to ensure sales are maximised through structured sales planning and action to achieve/exceed the hotel portfolios budgeted targets in all revenue areas.

The role includes direct customer account management, agency account penetration and increasing awareness in this specialised market.  Following the extensive investment programme and the integration of the Principal hotels into IHG; identify new clients to support the planned growth strategy in terms of both rate and occupancy in the entertainment market segment.

Support the Director of Sales for Entertainment and Media and the hotel sales teams with the implementation of the ‘pro-active’ entertainment market sales plan for the portfolio, ensuring all key business opportunities are identified and exploited.

Keep accurate and timely records of all customer interaction in Opera and that’s actions in line with company standards and KPI’s.

Assist as requested, with group activities such as Fam Trips, Group hospitality events, exhibitions and networking events.

KEY RESPONSIBILITIES

Essential Duties and Responsibilities 

• Respond to enquiries from clients, hotels and other sales regions to promote the growth of the business in a timely manner

• Attend 3 face to face client appointments as a minimum per month or as and when required.  This number may increase as the role develops over time.

• Working with data/research material such as google alerts, complete a minimum of 10 sales calls per week to include and not limited to:

• Cold calling prospect companies or other sales resources such as media, office developments, competitor board spots etc.
• Lapsed users
• Industry or Company Project based i.e. production companies or entertainment venues
• Sales lead referrals from the hotel team 

• Take responsibility for an allocated portfolio of accounts, undertaking complete account management responsibilities for maintaining, developing and maximising opportunities for the hotels where appropriate, achieving individual targets set for the year.
• Support the hotel sales teams in the communication and delivery of any promotional offers within the entertainment market through tele sales calls and email communications.

• Maintain Opera and Delphi with updated information on completed sales activity ensuring company standards are adhered to and keeping accurate and timely records of all customer interaction and actions.
• Develop great relationships and work closely with relevant colleagues to identify existing and potential customers to generate a continuous flow of prospects from which to source new clients.

• Complete monthly sales activity reports as required by the business.
• Assess competitor hotels activity regularly – activities, rates, refurbishments and promotions so to ensure we remain commercially best in class.
• Support with any ad-hoc local PR & marketing opportunities which support the hotel is achieving the overall annual sales budget.
• Provide support to the sales team in terms of the co-ordination of fam trips and logistics management i.e. handling RSVPs, handling rooming lists and special dietary requirements or organising entertainment for the group or individual.

Communicate and liaise with hotels, agents and other key stakeholders globally in a timely manner with attention to detail and precision always

REQUIRED SKILLS

• Competence in using IT to manipulate data
• Confidence in using Excel, Word and PowerPoint and a willingness to develop in this area
• Adapt well to learning new systems and processes
• Pro-active approach, and the ability to meet deadlines and independently prioritize workload
• Strong communication and administrative skills with an ability to be assertive when needed
• Willingness to work under pressure when required
• Ability to work with a wide range of Key Account Directors and to work with them to reach set goals
• Ability to organize self and team’s work
• Confidence in building relationships with all stakeholders
• Flexibility to ensure all deadlines are met

Experience: Minimum of 1 year’s experience in the service industry, preferably guest relations/front office/sales/reservations role

ACCOUNTABILITY AND KEY RELATIONSHIPS

Number of employees supervised:

Direct          0                                                    Indirect              0                 

Key Metrics:

• Maintain accurate client and sales team data
• Produce monthly and ad hoc reports and presentations when required
• Administrating the key sales activities, including trade shows

Decision Making Responsibilities (Decision Rights):

• None 

Key Internal Relationships:

• General Managers & Revenue Directors
• On-property sales and group and individual reservations teams
• Hotel guest relation and concierge teams
• IHG departments such as Brands and Marketing and Europe Sales
• Other Sales Colleagues i.e. Director of Sales or Sales Manager
• Other regional IHG sales teams 

Key External Relationships:

• Clients
• Agents
• Third party exhibition companies i.e. Tour Connection, TPI, LE Miami