The Role: Revenue & Sales Manager

Reporting to: Hotel Operations Manager, The Director of Operations

Outline of Position

To maximize all sales and revenue generating opportunities. To develop new and strengthen existing business opportunities with a particular emphasis on growing the hotels market share.

Key Job Aims

Front Desk & Revenue

·       Ensure the guests experience are of the highest quality.

·       Lead a team of Front Desk assistants, providing direction on best practices,

·       Manage the training program of new hires to the front desk team.

·       Assist in efficiently and effectively controlling front office departmental operations.

·       Contribute to the strategic running of the hotel.

·       Manage and maintain group and transient inventory controls.

·       Develop, monitor, and adjust sales and pricing strategies.

·       Provide critical analysis of strategies, room's statistics and demand factors.

·       Conduct competitive and demand analysis.

·       Maintain distribution channel data integrity.

·       Implements appropriate hotel inventory distribution strategy; maintains accurate rates and inventory allotments in the CRM/GDS/Website and property PMS in a timely manner to promote rate parity throughout all booking channels.

·       Develops near and long-term top-line rooms revenue hotel forecasts upon request from the Group Revenue Management team.

·       Loads all preferred, consortia and promotional rates in GDS and PMS.

·       Spearheads troubleshooting and resolution of any rate loading issues as they occur.

·       Analyse and determines whether hotel is effectively marketing itself across electronic distribution channels.

·       Participate and prepare rolling forecast and annual budget for each property using PMS.

·       Ensure that all rooms statistics reports  and any other related reports are accurate and consistent.

·       Ensure that all revenue management related systems are maintained.

·       Attend Monthly Revenue & Sales Meeting to maintain communication of strategies and need periods. 

Sales

·       To achieve Corporate Rooms, Meeting & Events and Food & Beverage hotel sales targets. Targets will be agreed on an annual basis.

·       To compile, implement and proactively manage the Hotels annual sales activity plan.

·       To successfully carry out an agreed programme of activity as per the performance management plan for the hotel sales department.

·       In cooperation with Financial Controller, adhere to sales budgets, analyse results and implement corrective actions as required.

·       Maintain and develop new and existing business opportunities.

·       Research scope (cold calls, Internet, existing databases etc) for new business and follow up on any opportunities identified to the end of securing new business (Bedrooms, Food & Beverage)

·       Follow-up calls on all sales leads, enquiries.

·       To schedule and carry out property site visits with current and prospective clients, as appropriate.

·       To monitor service quality via receipt of client feedback, both positive and constructive, and communicate to operations team.

·       To compile Weekly/Monthly Sales Reports as required and a weekly sales activity report for the Commerical Director and Group Revenue Manager.

·       To manage all aspects of the corporate rate contracting process

·       To continuously monitor and report on competitor activity with a view to maintaining competitiveness and feedback information to the Director of Operations, Commercial Director & Group Revenue Manager.

·       To coordinate and monitor all research campaigns designed to deliver new business prospects for the hotel.

·       To manage and coordinate regular database maintenance with agreed parameters.

·       To plan and organise Fam Trips, site inspections and Sales promotions as required and represent the Sligo City Hotel at consumer promotions, trade exhibitions, seminars & workshops, and follow up leads where required.

·       To attend events held in the hotel and offsite when required.

·       To represent and maintain regular contact with local networking groups and trade bodies.

·       To work closely with the Group marketing team to ensure that all local marketing opportunities are exploited in line with the Sales & Marketing plan.

·       To maintain and continuously develop the company CRM system to ensure the accurate recording of relationships with your customers.

·       To plan and effectively execute ‘Database Marketing’ to target markets including Mail shots and Ezines in association with the group marketing department.

·       Dealing with clients on telephone and email and responding to all requests and sales leads in a timely and professional manner endeavouring to convert enquiry to sale.

·       To manage and develop other members of the sales team to ensure high performance against the performance management plan.

·       To strategically manage key accounts and ensure a high level of account management is achieved.

·       To ensure all sales administration work is complete, follow-up calls, research calls, rate contracts etc and communicate all negotiated rates to reservation, front office and accounts.

·       To be strategic in establishing lasting, favorable relationships with customers/ accounts and provide them with an intelligent, co-operative professional service.

·       Strive to meet measurable targets and goals as per the performance management plan.

·       To become an active member/colleague of the company sales & marketing team and attend regular hotel and company meetings as required.

·       Comply with all company procedures to include all statutory procedures- Fire Health & Safety, hygiene.

·       To carry out any other reasonable task as assigned by management to meet with business needs.

Brand Standards

·       To ensure all printed material, advertising and promotions are approved by the General Manager and the Group Commercial Director before issuing.

·       To ensure that all branded materially used in the hotel or circulated from the hotel is in line with brand stands.

·       To promote all marketing initiatives where appropriate.

·       To ensure that the agreed level of branded stock is to hand and all hotel publicity material is monitored.

Accountabilities

Planning and Organizing

·       To ensure that SOPs are in place for all departments and to ensure they are updated frequently and adhered to at all times.

·       To ensure all team members attend all training as required by the company.

·       To ensure regular team and departmental meetings are held and that minutes of meetings are recorded, followed up and forwarded for your attention.

·       To ascertain and follow up on client feedback, identify and address potential service shortfalls.

·       To oversee hotel printed promotional material including brochures, flyers, special offers, posters, etc. as required, always following brand guidelines.

·       To work on developing and enhance the hotel website, working with marketing and web supplier to increase the market share for all markets.

·       To regularly monitor all factors capable of affecting the hotel tourism business.

General

·       To interact and communicate with clients, guests and colleagues in a corteous, friendly and professional manner at all times.

·       To be fully aware of all company policies and procedures.

·       To be consistently well groomed and professional in appearance and presentation at all times.

·       To be innovative – developing and implementing new ideas contributing to company success.

·       To protect and promote the image of the Sligo City hotel and The Address brand at all times, both in print and verbally.

·       Manage conflict effectively.

The Role: Revenue & Sales Manager

Reporting to: Hotel Operations Manager, The Director of Operations

Outline of Position

To maximize all sales and revenue generating opportunities. To develop new and strengthen existing business opportunities with a particular emphasis on growing the hotels market share.

Key Job Aims

Front Desk & Revenue

·       Ensure the guests experience are of the highest quality.

·       Lead a team of Front Desk assistants, providing direction on best practices,

·       Manage the training program of new hires to the front desk team.

·       Assist in efficiently and effectively controlling front office departmental operations.

·       Contribute to the strategic running of the hotel.

·       Manage and maintain group and transient inventory controls.

·       Develop, monitor, and adjust sales and pricing strategies.

·       Provide critical analysis of strategies, room's statistics and demand factors.

·       Conduct competitive and demand analysis.

·       Maintain distribution channel data integrity.

·       Implements appropriate hotel inventory distribution strategy; maintains accurate rates and inventory allotments in the CRM/GDS/Website and property PMS in a timely manner to promote rate parity throughout all booking channels.

·       Develops near and long-term top-line rooms revenue hotel forecasts upon request from the Group Revenue Management team.

·       Loads all preferred, consortia and promotional rates in GDS and PMS.

·       Spearheads troubleshooting and resolution of any rate loading issues as they occur.

·       Analyse and determines whether hotel is effectively marketing itself across electronic distribution channels.

·       Participate and prepare rolling forecast and annual budget for each property using PMS.

·       Ensure that all rooms statistics reports  and any other related reports are accurate and consistent.

·       Ensure that all revenue management related systems are maintained.

·       Attend Monthly Revenue & Sales Meeting to maintain communication of strategies and need periods. 

Sales

·       To achieve Corporate Rooms, Meeting & Events and Food & Beverage hotel sales targets. Targets will be agreed on an annual basis.

·       To compile, implement and proactively manage the Hotels annual sales activity plan.

·       To successfully carry out an agreed programme of activity as per the performance management plan for the hotel sales department.

·       In cooperation with Financial Controller, adhere to sales budgets, analyse results and implement corrective actions as required.

·       Maintain and develop new and existing business opportunities.

·       Research scope (cold calls, Internet, existing databases etc) for new business and follow up on any opportunities identified to the end of securing new business (Bedrooms, Food & Beverage)

·       Follow-up calls on all sales leads, enquiries.

·       To schedule and carry out property site visits with current and prospective clients, as appropriate.

·       To monitor service quality via receipt of client feedback, both positive and constructive, and communicate to operations team.

·       To compile Weekly/Monthly Sales Reports as required and a weekly sales activity report for the Commerical Director and Group Revenue Manager.

·       To manage all aspects of the corporate rate contracting process

·       To continuously monitor and report on competitor activity with a view to maintaining competitiveness and feedback information to the Director of Operations, Commercial Director & Group Revenue Manager.

·       To coordinate and monitor all research campaigns designed to deliver new business prospects for the hotel.

·       To manage and coordinate regular database maintenance with agreed parameters.

·       To plan and organise Fam Trips, site inspections and Sales promotions as required and represent the Sligo City Hotel at consumer promotions, trade exhibitions, seminars & workshops, and follow up leads where required.

·       To attend events held in the hotel and offsite when required.

·       To represent and maintain regular contact with local networking groups and trade bodies.

·       To work closely with the Group marketing team to ensure that all local marketing opportunities are exploited in line with the Sales & Marketing plan.

·       To maintain and continuously develop the company CRM system to ensure the accurate recording of relationships with your customers.

·       To plan and effectively execute ‘Database Marketing’ to target markets including Mail shots and Ezines in association with the group marketing department.

·       Dealing with clients on telephone and email and responding to all requests and sales leads in a timely and professional manner endeavouring to convert enquiry to sale.

·       To manage and develop other members of the sales team to ensure high performance against the performance management plan.

·       To strategically manage key accounts and ensure a high level of account management is achieved.

·       To ensure all sales administration work is complete, follow-up calls, research calls, rate contracts etc and communicate all negotiated rates to reservation, front office and accounts.

·       To be strategic in establishing lasting, favorable relationships with customers/ accounts and provide them with an intelligent, co-operative professional service.

·       Strive to meet measurable targets and goals as per the performance management plan.

·       To become an active member/colleague of the company sales & marketing team and attend regular hotel and company meetings as required.

·       Comply with all company procedures to include all statutory procedures- Fire Health & Safety, hygiene.

·       To carry out any other reasonable task as assigned by management to meet with business needs.

Brand Standards

·       To ensure all printed material, advertising and promotions are approved by the General Manager and the Group Commercial Director before issuing.

·       To ensure that all branded materially used in the hotel or circulated from the hotel is in line with brand stands.

·       To promote all marketing initiatives where appropriate.

·       To ensure that the agreed level of branded stock is to hand and all hotel publicity material is monitored.

Accountabilities

Planning and Organizing

·       To ensure that SOPs are in place for all departments and to ensure they are updated frequently and adhered to at all times.

·       To ensure all team members attend all training as required by the company.

·       To ensure regular team and departmental meetings are held and that minutes of meetings are recorded, followed up and forwarded for your attention.

·       To ascertain and follow up on client feedback, identify and address potential service shortfalls.

·       To oversee hotel printed promotional material including brochures, flyers, special offers, posters, etc. as required, always following brand guidelines.

·       To work on developing and enhance the hotel website, working with marketing and web supplier to increase the market share for all markets.

·       To regularly monitor all factors capable of affecting the hotel tourism business.

General

·       To interact and communicate with clients, guests and colleagues in a corteous, friendly and professional manner at all times.

·       To be fully aware of all company policies and procedures.

·       To be consistently well groomed and professional in appearance and presentation at all times.

·       To be innovative – developing and implementing new ideas contributing to company success.

·       To protect and promote the image of the Sligo City hotel and The Address brand at all times, both in print and verbally.

·       Manage conflict effectively.