Position purpose:
To drive hotel revenue & market share by increasing the penetration on the existing accounts and growing the base of corporate clients by securing new contracts. Develop the market segment by executing strategies agreed with the Director of Sales.
Maximise the Corporate Accounts rooms, groups, conference, and events revenue through pro-active specific sales actions.
Planning and Organising:
Develops and maintains excellent product knowledge (rooms, meeting spaces, and outlets) as well as maintains up to date customer records and keep updated the segment action plans and financial objectives monthly.
Coordination of the hotel’s sales activities with the aim to generate optimal room occupancy and high accommodation, C&E and F&B sales and other revenues.
Attending all department and hotel meetings as necessary
To work with Hotel Management and Directors to communicate changes in the local market conditions and provide effective and timely solutions to minimise any detrimental effects.
Develops the Hotel Sales & Marketing Plan for the Corporate segment which accurately interprets the objectives of the business and uses this to communicate with, and to focus the teams and own efforts.
Contributes to the development of regional sales and marketing initiatives recommending, implementing, and monitoring appropriate local activity.
Pro-active Sales Approach:
Identify new business leads by examining local market trends and competition activities, and by examining the hotel PMS and other systems.
Conduct yourself as a professional representative of the hotel at various industry tradeshows, conferences, and adhere to the guidelines of the budget and sales & marketing plan.
Develops key account plans, detailing objectives, timescales, and sales methods to support the defined accounts strategies.
Works with the Hilton International Sales Teams to manage and undertake activity on Key Global Accounts.
Ensures permanent observation of the market and competitors monitoring the sales results and keep the DOS informed of any changes. Obtains knowledge of competitor’s products to understand the marketplace and target potential corporate accounts.
Target key accounts potential for the company, generate new business, close deals, and increase revenue by sales calls, on-site visits / site inspections, and community networking.
Regularly organize enough entertainments with current and potential customers for developing relationship and explore new business opportunity.
Contracting Process:
Run smoothly and respecting the deadlines the RFP season (Business Cases Submission, discuss Rate Strategy, RFP submissions/negotiation/contracting, and activation of the deals closed).
Works with the Hilton International Sales Teams to drive new Global Accounts and increase the share of the existing ones.
Make sure the local accounts are recontracted before the end of each year and the rates are activated in the systems.
Review quarterly with the existing accounts the production generated vs the targeted volume to put in place corrective actions if needed.
Executes and supports the administrative aspects of the contracting process (e.g. contract creations for Local Accounts, code creations if needed).
Internal and External Relationships:
Builds and strengthens relationships with existing and new customers to enable future bookings. Activities include sales calls, entertainment, FAM trips, trade shows, etc. Supports the Director of Sales and Marketing in preparing the department budget of the segment.
Accurately identifies the level of influence and decision-making power of contacts in the customer organisation and uses these to secure business.
Grow the points of contact in each organization.
Develop relationships within the community to strengthen and expand the customer base for sales opportunities.
Develop strong relationships with on property front office team to ensure working in unity and always striving to achieve the same goals.
Work closely with the Director of Sales and Revenue Manager to ensure proposed rate negotiations meet the financial needs of the hotels.
Administration / Systems:
Ensure CRM is constantly up to date with account, contacts, and tasks information.
Works with Microsoft Office package (excel, word, power point)
Keep up to date the tracking tools to monitor the progress of the accounts managed.
General other responsibilities:
Develop strong relationships with on property front office team to ensure working in unity and always striving to achieve the same goals.
Generating monthly segment data and reports for analysis and monthly owner report.
Contributes ideas to improve the products and services offered.
To complete an agreed number of Face-to-Face appointments per week.
Attend sales events/ Tradeshows that are relevant and measure ROI.
To be actively involved in preparation and participation in all relevant business activities and meetings and ensure actions are followed up.
Promoting Hilton Worldwide Values as the foundation of the organisations culture.
Be a ‘Brand Ambassador’ of Hilton Worldwide by leading by example.
Attend all relevant training and development activities as required.
Maintain excellent team spirit by supporting and encouraging all Team members.
To balance the above in harmony with the right balance of time and energy spent generating new business.
What are we looking for???:
University degree (Business or Hospitality Management is preferred) or equivalent or experience in lieu
Good knowledge of the Barcelona corporate business market.
Experience in RFP processes and account management.
High communication skills in English and Spanish.
Several years of experience in a reservation or sales environment in the hospitality industry or similar position.
Affinity for computer systems.
Must have excellent numerical, analytical and critical reasoning skills.
Qualities, Skills & Knowledge:
Excellent selling capability.
Excellent organisational and planning skills.
Accountable and resilient.
Ability to work under pressure.
Flexibility to respond to a range of different work situations.
Excellent relationship builder
Collaborative
Strong customer focus
Strong delivery focus
Strong decision-making skills
Strong influencing skills
Strong in critical thinking
Good numerical skills
Ability to prioritise the business-critical actions from a range of conflicting needs.
Self-motivated.
Ability to communicate openly and clearly both verbally and in writing.
Reportar empleo
