The Role
Drive hotel revenue by managing assigned corporate accounts, prospecting new clients, conducting site inspections, negotiating contracts (SMART contracting), attending trade shows, documenting sales actions in SFA/OPERA, assisting the Director of Sales with forecasting and budgets, cross-selling Kempinski properties, and ensuring adherence to corporate SOPs, safety policies and Duty Manager responsibilities.
Summary Generated by Built In
SCOPE
Responsible for achieving hotel targets by optimizing revenues through an assigned account base, as well as prospecting new clients in assigned markets. Assigned markets may change according to hotel needs. The key measurement of performance will be performance versus the Revenue goals.
OVERALL OBJECTIVES
The job of Sales Manager is executed satisfactorily when:
- The Hotel achieves its Financial Objectives.
- The Sales Team that the person works with achieves their Revenue Objectives.
- The person achieves their Personal Objectives.
- The TTTT is carried out to the satisfaction of both the Director of Sales / Director of Sales & Marketing.
MAIN RESPONSIBILITIES
- Responsible for key account management on an assigned account base or geographic area, ensuring revenue maximization, achievement of personal targets and increasing fair market share versus competitor set.
- Responsible for prospecting new accounts.
- Responsible for all segments of assigned geographical markets, which may include, but not be exclusively limited to European markets.
- Conduct site inspections.
- Adhere to the Corporate SOP’s.
- Follow up of tentative bookings in the assigned markets.
- Detailed knowledge of competitor set.
- Detailed knowledge of all services provided by the Hotel and all relevant facts and figures of hotel.
- Responsible for timely contracting from the client base responsible for.
- SMART contracting to ensure optimum yielding during annual rate negotiations.
- Attend trade shows, sales blitz, workshops, etc. in the assigned markets.
- Assist the Director of Sales / Director of Sales & Marketing in defining an annual sales action plan and execute set actions accordingly.
- Assist the Director of Sales / Director of Sales & Marketing with the preparation of the annual budget by providing statistics and forecasts of account productions.
- Execute sales actions within set cost budget structure.
- Document all sales actions in SFA (S&C).
Update OPERA contact database at all times.
Cross sell other Kempinski Hotels.
- Understand, and follow the Company Sales Vision.
- Participation in Duty Manager rota.
- Understand and strictly adhere to the Rules & Regulations established in the Employees Handbook and the Hotel’s policy on Fire, Hygiene, Health & Safety.
- Ensure that all potential and real hazards are reported and rectified immediately.
Additional responsibilities and tasks can be added at any time according to the needs of the business and of the hotel.
Key Responsibilities
MAIN RESPONSIBILITIES
- Responsible for key account management on an assigned account base or geographic area, ensuring revenue maximization, achievement of personal targets and increasing fair market share versus competitor set.
- Responsible for prospecting new accounts.
- Responsible for all segments of assigned geographical markets, which may include, but not be exclusively limited to European markets.
- Conduct site inspections.
- Adhere to the Corporate SOP’s.
- Follow up of tentative bookings in the assigned markets.
- Detailed knowledge of competitor set.
- Detailed knowledge of all services provided by the Hotel and all relevant facts and figures of hotel.
- Responsible for timely contracting from the client base responsible for.
- SMART contracting to ensure optimum yielding during annual rate negotiations.
- Attend trade shows, sales blitz, workshops, etc. in the assigned markets.
- Assist the Director of Sales / Director of Sales & Marketing in defining an annual sales action plan and execute set actions accordingly.
- Assist the Director of Sales / Director of Sales & Marketing with the preparation of the annual budget by providing statistics and forecasts of account productions.
- Execute sales actions within set cost budget structure.
- Document all sales actions in SFA (S&C).
Update OPERA contact database at all times.
Cross sell other Kempinski Hotels.
- Understand, and follow the Company Sales Vision.
- Participation in Duty Manager rota.
- Understand and strictly adhere to the Rules & Regulations established in the Employees Handbook and the Hotel’s policy on Fire, Hygiene, Health & Safety.
- Ensure that all potential and real hazards are reported and rectified immediately.
Additional responsibilities and tasks can be added at any time according to the needs of the business and of the hotel.
Skills, Knowledge and Expertise
EDUCATION: University graduate, Hotel Apprenticeship,
Higher College Education.
EXPERIENCE: Two (2) years experience in a Sales position, preferably in a 4/5 star hotel.
LANGUAGE:
LANGUAGE:
- Local language – excellent oral and written skills (as applicable)
- English – excellent oral and written skills
- Additional language - beneficial
COMPETENCIES: To fill this position the candidate must have:
- Planning/organization
- Adaptability
- Flexibility
- Initiative
- Negotiation skills
- Selling skills
- Innovative ideas
TECHNICAL :
- Strong computer skills, including Microsoft Office, (Excel/PowerPoint/Word)
- Micros Fidelio Opera and Sales & Catering
INDIVIDUAL CHARACTERISTICS: To fill this position the candidate must identify with the Kempinski core values, in addition they should be especially:
- People Oriented
- Passionate for European luxury
- Entrepreneurial
- Straightforward
- Interest to develop in the Sales department, communication, attention to details
- Organisational skills
- Problem solving & decision making
Benefits
About Kempinski
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.
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.
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
- University graduate or Hotel Apprenticeship / Higher College Education
- Minimum two (2) years experience in a sales position
- Experience in a 4/5 star hotel
- Local language - excellent oral and written skills (as applicable)
- English - excellent oral and written skills
- Additional language(s)
- Planning and organizational skills; adaptability; flexibility; initiative; negotiation and selling skills; innovative ideas
- Strong computer skills including Microsoft Excel, PowerPoint and Word
- Experience with Micros Fidelio Opera and Sales & Catering (SFA) systems
- Ability to participate in Duty Manager rota and follow company SOPs, safety and hygiene policies
- Contracting and yielding skills (SMART contracting) and account forecasting/statistics for budget preparation
- People-oriented, good communication, attention to detail, problem solving and decision-making skills; passion for European luxury and entrepreneurial mindset
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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.
