Job Title Sales Office Manager
Reporting to General Manager & Group Sales Office Manager- CWH
Purpose of Role
The Sales Office Manager will be responsible for the overall management of the reactive Conference & Events sales department creating a motivated team who are focused on delivery of consistent and detailed events for our clients through upselling and delivering exceptional customer service at all times.
Within this role key areas of focus will be to maximize revenue including effective Diary Management and on-going competitor analysis. It will also be essential to develop and maintain effective communication between Conference Sales Office and Operations, ensuring successful delivery of all events.
Personal Profile
· Highly motivated inspirational leader who strives to exceed exceptional results
· Sales and financially focused with a proven ability to maximize revenue
· Ambitious, energetic people manager committed to training and developing their team through communication of clear expectations and objectives
· Client and customer focused ensuring excellent attention to detail to deliver consistent and exceptional experiences.
· Strong communicator with the ability to build positive relationships with internal and external customers
· The ideal candidate will have previous experience in a similar role ideally in a high volume conference and events environment, with experience in managing a reactive sales team and excellent planning and organizational skills to lead their team in delivering often complex events across a large venue and the ability to influence budget and venue 3 and 5 year plans by setting demanding but realistic targets and methods of achieving them.
· IT knowledge particularly word and excel essential
· Competent in operational of Guestlinei system essential, knowledge of Guestline report building functions desirable
Key Responsibilities of Role
- Achieve the Monthly Conference & Events Budget and the Revenue /Conversion Targets for Conference Office.
- Set, monitor and achieve key monthly targets for all members of the sales team
- Training and development for all sales office team ensuring clear objectives in place
- Exceed customer expectations throughout the detailed planning of of client events and management of customer journey in conjunction with operations team
- Develop relationships with direct clients and key agents to ensure all their business is booked at the venue.
- Exceed customer expectations through the delivery of innovative and bespoke show rounds for each client to maximize conversion.
The following core objectives of people, customer, profit and sales reflect your contribution to the business :
People
· Ensure all people systems and processes are accurately update with all people information for your department, i.e. training records, appraisals, personal development plans, holiday management and tracking, absence management.
· Support the implementation of creative ways to recruit new team members with the right attitude and skills ensuring an information and inspirational induction for all new starters
· Build and maintain an effective relationship with the operational team to ensure positive communication to support efficient event delivery.
· Develop, coach and monitor reporting team members ensuring proactive approach to personal development and succession to support their career aspirations
· Attend all meetings on or off site as required
Customer
· Seek feedback from all clients to identify areas for improvement ensuring appropriate actions and training in place to develop customer experience from sales office and communicating any other issues directly to General Manager for action.
· Work with operations team to ensure seamless, personal and exceptional show round experience in place for all clients tailored to their needs and event / business focus
· Manage and deliver seamless end to end client journey from enquiry to operational handover and subsequent debrief and follow up
· Manage the delivery of accurate and consistent function sheets, completed and communicated by weekly deadline to all operational teams
· Support and monitor team to ensuring accurately and consistent levels of productivity
Sales:
· Be fully aware of budgeted revenue targets for the year, forecasts, sales and marketing plan reviewing regularly to identify areas of opportunity or risk
· Proactively identify proposals and plans to drive conversion and revenue growth
· Effective implementation of the pricing strategy, ensuring diary management guidelines are followed and key business decisions are made in conjunction with the senior management team
· Ensure upselling strategies in place to incentivize teams through structured, targeted and measured programmes where required.
· Ensure that all hotel show rounds are fulfilled professionally, efficiently and bespoke to each and every client's needs
· Ensure client database regularly updated to ensure highest converters identified and maximized.
· Ensure Guestline system information accurate at all times, completing system audits as required and monitoring team to ensure clear guidelines in place for use and management of system.
· Proactive management of all prospect bookings to ensure chased and documented and use of all space maximized
· Ensure targets in place for all sales team, including proactive activity i.e. past user’s/research calls, test calls, attendance to client and networking events, show rounds, achievement of budgeted sales revenue.
· Ensure all enquiries turned around promptly with completed proposals returned within 2 hours to all clients
· Plan and lead sales meetings daily, weekly and monthly and ensure accurate and detailed preparation for monthly /weekly management meetings
· Production of weekly KPI statistics for weekly review meeting with General Manager
· Preparation and production of reports for daily sales meeting with General Manager
· Daily transaction report call/update each day (DTR)
Profit
· Ensure accuracy and key actions/controls in place to ensure the achievement of budget/forecast
· Achievement of monthly budgeted sales revenue with 10% stretch
· Develop and promote a culture of targeted selling to maximize revenue and profit generation
· Management of all costs related with the sales function i.e. collateral, client gifts/entertaining, payroll.
· Consideration and management of event related costs i.e. heating, power etc. ensuring accurate information and costings obtained and agreed prior to communication with client
· Ensure accurate P&L’s compiled for all large events and reviewed following events to identify areas of focus/efficiency for future similar events.
· Effective management of diary to ensure maximum conversion
· Ensure relevant and current pricing strategies in place and used, identifying potential to flex as required in line with business peaks and troughs.
General:
· Carry out quality training and development in a systematic and professional way in order to meet the needs of the business.
· Review the performance of the team and data integrity of bookings regularly using Delphi and company guidelines
· Regularly monitor quality and standard of service and assess shortfalls and successes with implementation of remedial action as required.
Statutory Responsibilities
· Ensure all team members within your department are aware of their responsibilities in accordance with Victoria Warehouse Health & Safety procedures. To adhere to all Fire, Health and Safety regulations attending any training sessions necessary to keep updated on new legislation and ensuring compliance with all current legal requirements
Unspecified Duties
To carry out out any other reasonable requests from management that would help to ensure guest expectations exceeded and business objectives achieved.
Job Types: Permanent, Full-time
Pay: £40,000.00-£45,000.00 per year
Benefits:
- Discounted or free food
- On-site parking
Work Location: In person
