Duties and Responsibilities
FINANCIAL RETURNS
Validate of the potential of assigned accounts and create account plans as per the IHG hotels Business Development standard operating procedures
Develop the assigned account portfolio to meet set goals and maximise profitability
Gather information on current and prospective clients / contacts to generate incremental business
Maintain effective control of sales expenses
PEOPLE
Use both account interaction and publicly available tools to monitor competitors' activities as it relates to both the hotel and the portfolio of accounts and share relevant information with key stakeholders in line with hotel procedures
Provide feedback to management on changing market conditions, including competition and market trends
Involve Director of Sales where appropriate on sales calls and sales meetings
Communicate to his/her superior any issues encountered and other relevant information
Attend and participate in and where appropriate, organise training sessions, daily briefings and other meetings as required
Where applicable, supervise, manage and train Business Development Executives and Business Development Coordinators in carrying out their responsibilities
GUEST EXPERIENCE
Network within one’s portfolio of accounts to build relationships with key decision makers and other relevant staff
Conduct client meetings as well as planning and coordinating site introduction tours and inspections
Handle and manage clients’ queries or issues
Be proactive and responsible for the follow up of new sales leads to enhance guest experience
Develop and maintain contact with business generators (MICE Planners; travel agents; etc.)
RESPONSIBLE BUSINESS
Ensure accurate and timely updating of an accurate record of all relevant activities in the provided Sales System (i.e. Delphi; Opera; etc.) for future reference and control purposes
Update Account and Contact profiles, attach Account plans, ensure ‘live’ information for action
Develop awareness and reputation of the hotel and the brand in the local community.
Perform other duties as assigned.
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