Sales and Trade Marketing Manager

Recruiter:

Proactive Recruitment

Job Ref:

CPT000009/LVDM

Date posted:

Thursday, May 26, 2022

Location:

Franschhoek, South Africa

JOB SUMMARY:
The Sales and Trade-Marketing Manager represents the business in the market and is the principal liaison and point of contact for 3rd Party Distributors (Wholesale, Retail agents and Consortia). Takes responsibility for positioning the business and its services and offerings in the marketplace to maximise occupancy at the highest possible rate, driving REVPAR. This includes developing existing markets and securing new business as per the Group’s “narrow and deep” approach. The role ensures that 3rd Party Distributors receive timely deliveries of up-to-date Service, Rates and Promotional information for inclusion in marketing materials. The Sales and Trade-Marketing Manager attends trade shows and events to promote and sell the hotel portfolio
and its services.

JOB DESCRIPTION:

MAIN RESPONSIBILITIES:

Build relationships with 3rd party distributors, focusing in detail on profiling our narrow and
deep channels
Conduct product knowledge training and site inspections including hosting agents
Attend trade shows and sales events to showcase the group to the market
Successful complaint resolution
Pro-Actively identify key trade partners and plan activations
Manage Trade Marketing on (but not limited to) consortium platforms, social media
engagement strategy, e-blasts and identify other opportunities

REQUIREMENTS:

Bachelor’s degree in marketing or business administration
7+ years in sales management within a 5-star Hospitality environment
Proven track record of success in the sales cycle from plan to close
Excellent communication, interpersonal, and organisational skills
Superb leadership ability
Ability to travel when required

SKILLS AND COMPETENCIES:

Build relationships with 3rd party distributors, focusing in detail on profiling our narrow and deep channels
Conduct product knowledge training and site inspections including hosting agents
Attend trade shows and sales events to showcase the group to the market
Successful complaint resolution
Pro-Actively identify key trade partners and plan activations
Manage Trade Marketing on (but not limited to) consortium platforms, social media engagement strategy, e-blasts and identify other opportunities
Coaching team members on selling, up-sell and cross-sell techniques
Ensure that direct employees are adequately trained and have all necessary resources
Communicate standards and expectations of our agents and guests to team members
Perform competitive benchmark studies, follow market trends, and create sales strategies aligned with the vision of the business, to maximise opportunities and mitigate risk
Accuracy and completeness of supplier contracts
Adherence to rate and offering information distribution deadlines
Follow all departmental and hotel, health, safety and security policies, processes, procedures, and standards

MEASURABLE DELIVERABLES:

Accommodation and Sales Expense budget review
Define Sales Strategy for the group
Agents production review – key accounts identified to develop/reward
Accommodation budget achieved/exceeded
Review override agreements
Penetration and growth of identified source markets
Re-assess and enhance source market focus
Re-assess and enhance STO structure

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