The Role
Manages leisure, corporate, group, travel trade, and agency accounts to achieve hotel revenue targets. Responsibilities include prospecting, sales calls, site inspections, contract negotiation, account follow-up, promotional activities, reservation support, customer database maintenance, cross-selling, and weekly sales reporting. The role also supports sales action plans, trade fairs, fam trips, client entertainment, and collaboration with hotel leadership in a multinational hospitality environment.
Summary Generated by Built In
Sales person managing Leisure, Corporate or Group accounts within the Sales & Marketing department and possibly working with local and international travel agents/ tour operators, conference-meeting-incentive organizers/DMC for individual and group bookings.
Responsible for managing their assigned group of agencies and following up to materialize the budgeted revenues of group & travel trade segments through existing clientele and key prospects.
Assisting to and cooperating with the Director of Sales / Director of Sales & Marketing in reaching the targeted goals as defined in the Sales & Marketing Plan.
Key Responsibilities
- Solicit existing and potential customers and follow up established accounts on regular basis by phone, by correspondence or by personal contact.
- Set up appointments and make personal sales calls, telemarketing and site inspections to all existing and potential accounts from corporate commercial accounts.
- Follow up on lost business and bring information about them to the knowledge of the department superior.
- Negotiate with all customers and send out offers/contracts regarding individual and group business.
- Follow the sales and marketing results and propose corrective actions if needed.
- Explore industry related data, new developments in certain agencies’ structures, new assignments, industrial complexes, new business centers, new projects which all could be interest and benefit of the hotel and to distribute this information to their colleagues.
- Entertain decision makers of the Clients in the F & B outlets of the hotel and to take part in promotional activities with them.
- Bring ideas and participate in the preparations of the promotional theme events, other promotional activities and invitation lists.
- When necessary, handle the group and individual reservation requests personally.
- Maintain the existence of an efficient customer database system (SFA) which will be capable of identifying report sales calls and other sales activities and carry out updating exercise in certain periods of time.
- Update customers with the latest developments in the hotel and informs hotel management of all changes in the customer profile.
- Participate preparing the sales action plans, attending sales meetings, developing new ideas such as special packages, programs, promotional activities undertaken by sales department and/or F&B.
- Take part in sales training programs, trade fairs / shows, sales blitzes and fam trips assigned by the Director of Sales / Director of Sales & Marketing.
- Keep themselves updated with the latest developments in the hotel including all activities, promotions, rates of the Hotel and the other chain hotels.
- Keep department superiors informed of all changes in the customer profile.
- Prepare reports of each sales calls covering information about the company, their comments, requirements, complaints, of their customers etc.
- Cover assigned accounts in a designated Segment or geographic area and visit them at least twice annually.
- On weekly basis, prepare an activity report which will cover sales call reports, site inspections, fam trips, new agencies, meetings, entertainment and other functions they participated in during the week and presents to Sales Director.
- Cross selling other Kempinski Hotels in the Area and Globally.
Skills, Knowledge & Expertise
- Bachelor’s degree in business administration or related field.
- Minimum two (2) years’ experience in a Sales position, preferably in a 4/5-star hotel.
- Ability to work and communicate in a multinational environment
- Excellent oral and written skills
- Problem Solving & decision-making skills
- Administration skills
- Excellent organizational and time management skills.
- Applies a professional, confidential and ethical approach at all times.
- Works in a safe, prudent and organised manner.
- Ability to work independently, thrive under pressure in challenging circumstances and come up with proactive, rational solutions.
- Ability to establish and retain effective working relationships with hotel staff and clients/vendors.
- Proficiency in Microsoft Office (Word, Excel and PowerPoint)
- Micros Fidelio Opera and Sales & Catering
About
Founded in Germany in 1897, Kempinski Hotels has long reflected the finest traditions of European hospitality. Today, as ever, Kempinski is synonymous with distinctive luxury.Located in many of the world's most well-known cities and resorts, the Kempinski collection includes hotels in a grand manner, pace-setting modern establishments and older hotels of individual charm. All blend gracefully into their surroundings and offer luxurious accommodation, superb cuisine and unrivalled facilities - complemented by impeccable service.For leisure and business guests alike, the name Kempinski has long been synonymous with style, mobility and efficiency. Put simply, they are the first choice for the discerning individual.In addition to operating many of the finest city hotels in the world, Kempinski is a name that can now be found in many exciting resort locations, each combining local flair and ambience with the international standards of service and luxury that Kempinski guests have come to expect.
Skills Required
- Bachelor's degree in business administration or a related field
- Minimum two years of experience in a sales position
- Experience in a four- or five-star hotel
- Ability to work and communicate in a multinational environment
- Excellent oral and written communication skills
- Problem-solving and decision-making skills
- Administrative skills
- Excellent organizational and time-management skills
- Professional, confidential, and ethical approach
- Ability to work safely, prudently, and in an organized manner
- Ability to work independently and perform under pressure
- Ability to develop proactive and rational solutions
- Ability to establish and maintain effective relationships with hotel staff and clients or vendors
- Proficiency in Microsoft Office, including Word, Excel, and PowerPoint
- Experience with Micros Fidelio Opera and Sales & Catering
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The Company
What We Do
Kempinski Hotels is a German luxury hotel management company, recognized as Europe's oldest luxury hotel group, operating upscale hotels worldwide and focusing on creating memorable guest experiences.
