Sales Executive - MICE & Events/wedding

DEPARTMENT : Sales & Marketing
JOB SUMMARY – GENERAL SCOPE AND PURPOSE
- Help in achieving and surpassing budgeted revenues for Event segment and other Hotel revenue generating areas.
- Actively promote and sell Hotel’s Event facilities to existing and new customers and partners.
- Assist the SSM, DOE C and DOSM in the maximization of hotel market share and exceed budgeted event revenue across designated market segment whilst ensuring maximum customer service levels and client satisfaction.
ORGANIZATIONAL RELATIONSHIPS
- Reports to Events Caravelle Senior Sales Manager (SSM) / Director of Events Caravelle (DOE C)/ Director of Sales & Marketing (DOSM).
- Interacts with other department staff, supervisors and managers.
MAIN DUTIES & RESPONSIBILITY
• Sell and promote rooms and function space at every opportunity.
• Make a minimum of 6 sales calls daily and 4 entertainment per week
• Corporate with Sales Team to approach potential MICE business
• Entertain potential accounts where necessary.
• Prepare proposals and contract to customers in a efficient and timely manner.
• Respond to all requests within 24 hours.
• Follow up business under negotiation as well as take care of confirmed business.
• Establish beneficial relationships with our clients, especially in the Food and Beverage commercial sector to sell Event space and all other revenue generating areas of the Hotel.
• Interact with potential clients and industry trade representatives of competitive hotels.
• Prepare daily and monthly Event Sales Report (business negotiating, business confirmed and business lost; always aware of the reason of losing business in order to improve for further business opportunities).
• Attend daily sales briefings, BEO meeting, SM meeting
• Handle office phone calls in a timely and efficient manner.
• Be always impeccably groomed to represent the Hotel in a professional manner.
• Be able to conduct an intensive Hotel site inspection and join any hosted function as directed by the Management.
• Attend to do any other duties as directed by the Management.
• Solicit maximum business from market segments as assigned by SSM/DOE C/DOSM/GM when required.
• To identify business potential and upkeep close contact with former and potential clients through personal visits, phone calls and correspondences in view of contract signing with them.
• To analyze statistics and implement strategies to achieve the set goals and objectives in the marketing plan.
• To recommend the solutions and strategies to further improve the sales performance.
• To draw up together with the sales team and concerned departments regarding sales promotion and packages.
• To maintain regular contacts with the clients and report any adverse comments to the management for rectification.
• To acquire extensive product knowledge, its strength, weaknesses, opportunities and threats as against key competitors.
• To monitor and analyze the hotel’s key competitors in gaining market intelligence regarding prices, services and facilities offered on a regular basis
• To organize and attend trade shows or undertake sales trips. To maintain key accounts and develop new business opportunities for the hotel through active supervision and sales coverage with designated sales personnel.
• To visit VIP top accounts and meet VIP guests to establish closer relationship with them.
Administration
• Assist in keeping the Event client database up-to-date with detailed profiles of our accounts.
 Pattern of usage
 Historical growth
 Key contact persons/telephone numbers/addresses/birthday/and preferences
 Competitive hotels used/sales/volume/etc.
Financial and Revenue Responsibilities
• Proactively manage a portfolio of accounts in the assigned geographic/business market with the objective of exceeding the budgeted room revenue.
• Balance expense control with providing WOWs to personalise each client Event.
Training and Human Resources
• Exercise maximum collaborations with colleagues and customers.
• Personnel management
• Attend related seminars and training whenever required on management skills.
• Emphasizing on team work to colleagues.
• Ensure wherever possible that employees are provided with a work place free of discrimination, harassment and victimization
• Treat complaints of harassment and discrimination promptly and confidentially.
• Treat customers and colleagues from all cultural groups with respect and sensitivity
• Identify and deal with issues which may cause cross cultural conflict or misunderstanding.
• Participate in scheduled training (including completion of initial Training Checklist) and development programs including KPO as required by your Department Manager to improve self and department standards and attend departmental meetings as required
Guest Service Responsibilities
• To ensure all complaints received are reviewed and investigated with SSM then discussed with DOE C and review follow-up action by sales persons.
• To assist in the meeting and greeting of VIP guests as required
• Meet the client to gain feedback and ensure that he/she had a good experience
• Take any client complaints/concerns into consideration and find compensation.
• Inform guest of any special future promotions and further promote the Sofitel network.
• Follow up the relationship with the customer after any event and enquire about any future needs.
• Carefully respond to all requests for explanations or any complaints by the customer within 48 hours. If this is not possible, inform the customer precisely when he or she can expect a response and ensure delivery on this promise
• When required, pay visits to potential clients in view of entering into contracts with commercial accounts.
• Personalise the proposal and scrupulously follow customer specifications
• Be present in the lobby to greet clients and be ready to proceed with inspections a minimum of 10 minutes prior to agreed meeting time.
Commercial Responsibilities
• Participate in the preparation of the hotel’s revenue & marketing programs
• Assists in producing, implementing and monitoring action plans to ensure Revenue Plan objective are achieved.
• Analyses current and potential markets/trends, coordinates all activities to maintain and increase revenue through added business volume and increase rate.
• Manages the Department’s expenses
• Makes pricing decisions
Replacement and temporary mission
• In his or her absence, the Sales Executive/Manager may be replaced first by a Sales Coordinator appointed by the SSM or DOE C.
• The Sales Executive/Manager may be called upon the undertake:
• Activities outside his/her own area and to publicize hotels other than his/her own for specific projects and/or programs.
• He/she may be call upon to undertake responsibilities outside his/her own area and work in other DEPARTMENTs in the hotel for a specific period of time.
Miscellaneous
• All ambassadors are required to comply with every reasonable request from their hierarchical supervisor(s) within an amount of time that it takes to comply under normal circumstances.
• All ambassadors may be assigned to other duties in the hotel as and when required by business levels.
GENERAL DUTIES:
General Mission
• The Sales Executive/Manager's mission is to primarily promote the hotel and where possible, hotels belonging to the chain in his/her area/region. This position is accountable for booking individual and/or group business on an established base of the top producing key accounts and for managing / converting high potential key prospects.
• Proactively manage a portfolio of accounts in the assigned geographic/business market with the objective of exceeding the budgeted room revenue.
• Conducting a minimum of 18 physical sales calls per week plus 3 storied introductions/ entertainments.
• Conduct telesales activity as directed
• Service existing accounts and maximize their business for other services of the Hotel i.e. Event Sales, Restaurants, etc.
• Research and Identify major prospects and formulate sales action plan to convert them into clients.
• Keep our marketing database up-to-date with detailed profiles of our leisure accounts, pattern of usage, historical growth, key contact persons/telephone numbers/addresses, competitive hotels used/sales/volume/etc.
• Meet with & entertain supportive and potential clients in order to maintain or develop a mutually beneficial business relationship.
• Constantly monitor and report on competitor activities including promotions, special rates and events.
• Maintain regular contact with all clients and report any adverse comments to management for rectification.
• Achieving the individual targets set and complete assignment on schedule.
• Submit
• A daily sales report to SSM before leaving each day
• A weekly activity plan for the following week each Friday calls
• Any other reports as requested by SSM/DOE C/DOSM/GM
• Be a Caravelle Saigon representative at all times by displaying professional conduct and ensuring all hotel policies and procedures are adhered to.
• Liaise effectively with all internal customers and departments to ensure high levels of guest satisfaction
• Ensure all dealings and requests are actioned within 24hrs copying relevant departments and World Hotels RSO as necessary.
• Meet and greet VIP as required
• Confidentiality must be exercised at all times in all matters. Company information may not be revealed to any person outside of the organization
• Attending social functions organized in or outside the hotel
• Issuing and following up on rate contracts according to the approved rate chart and sales condition (to be signed by GM)
• Making quotation for incentive or group bookings, do follow-up as per standard procedure.
• Undertake any task or duty that may be assigned from time to time by the SSM/DOE C or DOSM, or General Manager.
Health and Safety
• Ensure that all potential and real Hazards are reported immediately and rectified
• Be fully conversant with all departmental Fire, Emergency and Bomb procedures
• Ensure that all emergency procedures are rehearsed, implemented and enforced to provide for the security and safety of guests and employees
• Ensure the safety of the persons and the property of all within the premises by fairly applying Hotel Regulations by strict adherence to existing laws, statutes etc.
• Ensure all staff within the department work in a manner which is safe and unlikely to give risk of harm or injury to selves or others
• Use safe manual handling techniques and practice safe work habits following Caravelle Health, Safety and Environment policies, maintain procedures to minimise our impact on the environment and prevent pollution.
• To maintain a healthy work/life balance to maximise effectiveness at work and time with family
Confidentiality
• Ensure confidentiality and secure storage of all intellectual property and data bases, both hard copy and electronic. Adhere to Caravelle Internet and Email policy
• Ensure Hotel, Customer and Staff information or transactions are kept confidential during or after employment with the company.
To be fully conversant with:
• Hotel fire procedures
• Hotel security procedures
• Hotel Health and Safety policy and procedures
• Hotel Facilities and attractions
• Hotel standards of operation and departmental procedures
• Methods of accepted payment of the company
• Caravelle values
• Short and long term company marketing promotions

13th month bonus + Bonus based on business results
,#Insurance system to pay 100% of salary + health insurance
,#Support 2 meals during the working shift

Hospitality, Business Development, English, Organize Sales Events, Engaging People