Verified Job
Retail / Counter Sales
Senior Manager Sales
Retail / Counter Sales
#362208
Remote / WFH
Job Description
ORGANIZATIONAL RELATIONSHIP
Under general supervision of the VP Sales & New Business Development - Europe & SAMEA, and the Area Managing Director, SAMEA, works with the Director, Sales - South Asia and other senior leadership in the region including Revenue, Sales, Marketing, Public Relations and Finance colleagues to maximize on business opportunities and regional operating profitability.
DUTIES & RESPONSIBILITIES
GLOBAL SALES
•Develop, manage, grow Key Accounts in the region to drive market leading production with TMCs, (Including MICE Divisions), Corporate Accounts, Group Accounts (including Leisure and Social ie. Weddings etc), Top Outbound Agencies, and Key Leisure Connectivity accounts to member hotels globally.
•Responsible for identifying and pursuing new business prospects in the region, working closely with the Director, Sales - South Asia.
•Work with regional Revenue Optimization team to drive relationship with key Leisure connectivity Accounts in the region.
•Have an understanding of the DMC business, maintain contact with at least top 10 in the region to influence business and support member hotels with inbound / domestic segment.
•Initiate and drive relationship with Tourism offices of Top India outbound destinations (i.e. Singapore, Thailand, Dubai, London/UK, Maldives, etc.) for possible collaborations.
•Plan, organize, execute Roadshows & Client Events together with the Director, Sales, South Asia, in the region and identify & participate in key Tradeshows.
•Establish Home Country Airline Relationships for Crews – explore possible Global Account with the Global Crew sourcing third Parties + In Market Airline relationships.
MEMBER HOTEL - SALES RELATIONSHIP MANAGEMENT
Work in close collaboration with Regional Team for Member Hotel Retention and Support, including –
•Be the anchor point for all sales related matters for the in-market hotels.
•Be the liaison between Member Hotels in the region and PHG’s Global & Group Sales teams.
•Execute end to end RFP training and process with relevant regional Member Hotels.
•Work with PHR Group Sales Team to drive leads into regional Member Hotels.
•Execute new member hotel Training & Orientation on the Sales function.
•Work with Hotel Revenue Optimization team to optimize production for Member Hotels in the region, with an objective to also ensure share-shift to PHR Member Hotels.
•Maintain regular contact with all hotels & clients in the region and deliver product training as necessary. Provide consulting on Sales strategy as necessary.
•Actively participate and contribute to regional Business Reviews.
•Execute regional sales and marketing activities and programs.
GENERAL
•Work towards and report on the achievement of regional and position specific goals as defined by the company’s and the region’s annual SMART goals/Scorecards.
•Provide timely scheduled and, as assigned, ad hoc status reports on areas of responsibility.
QUALIFICATIONS
•Worker characteristics are normally acquired through an elaborate exposure into Transient & Group Sales functions of a hotel’s operation in a senior management capacity.
•Completion of a university degree program or equivalent.
•10+ years of travel industry related sales and marketing experience required.
•A proven track record for developing customer relationships and strategic results-oriented programs, with a focus on decision maker level relationships.
•Fluency in spoken and written English.
•Outstanding communication and persuasion skills, both written and verbal.
•Competency in the use of business software for communications and presentations.
•Strong business acumen, analytical and multi-dimensional strategic-thinking skills required.
•Strong knowledge of electronic distribution channels for hotel and travel industry.
•High energy and commitment required.
•Strong team-work and team-building skills required.
•Experience with global markets, cultural awareness and international “thinking” helpful.
WORKING CONDITIONS
Virtual office, located in New Delhi as of now. Set up may change to physical office in future. Incumbent on the field most of the time, Travel 30-40% of time as appropriate to support the overall expectation of the position.
REQUIRED TRAINING
1.Orientation
2.PTG and team knowledge
3.Education and guidelines of Preferred Travel Group Brand Standards and all programs
4.Detailed introduction to CRM
5.Sales education and guidelines on Leisure, Corporate and MICE programs and resource tools
6.Sales Training on systems like Preferrednet, Business Portal, iBid, Cvent Lanyon, Power BI, A360
Under general supervision of the VP Sales & New Business Development - Europe & SAMEA, and the Area Managing Director, SAMEA, works with the Director, Sales - South Asia and other senior leadership in the region including Revenue, Sales, Marketing, Public Relations and Finance colleagues to maximize on business opportunities and regional operating profitability.
DUTIES & RESPONSIBILITIES
GLOBAL SALES
•Develop, manage, grow Key Accounts in the region to drive market leading production with TMCs, (Including MICE Divisions), Corporate Accounts, Group Accounts (including Leisure and Social ie. Weddings etc), Top Outbound Agencies, and Key Leisure Connectivity accounts to member hotels globally.
•Responsible for identifying and pursuing new business prospects in the region, working closely with the Director, Sales - South Asia.
•Work with regional Revenue Optimization team to drive relationship with key Leisure connectivity Accounts in the region.
•Have an understanding of the DMC business, maintain contact with at least top 10 in the region to influence business and support member hotels with inbound / domestic segment.
•Initiate and drive relationship with Tourism offices of Top India outbound destinations (i.e. Singapore, Thailand, Dubai, London/UK, Maldives, etc.) for possible collaborations.
•Plan, organize, execute Roadshows & Client Events together with the Director, Sales, South Asia, in the region and identify & participate in key Tradeshows.
•Establish Home Country Airline Relationships for Crews – explore possible Global Account with the Global Crew sourcing third Parties + In Market Airline relationships.
MEMBER HOTEL - SALES RELATIONSHIP MANAGEMENT
Work in close collaboration with Regional Team for Member Hotel Retention and Support, including –
•Be the anchor point for all sales related matters for the in-market hotels.
•Be the liaison between Member Hotels in the region and PHG’s Global & Group Sales teams.
•Execute end to end RFP training and process with relevant regional Member Hotels.
•Work with PHR Group Sales Team to drive leads into regional Member Hotels.
•Execute new member hotel Training & Orientation on the Sales function.
•Work with Hotel Revenue Optimization team to optimize production for Member Hotels in the region, with an objective to also ensure share-shift to PHR Member Hotels.
•Maintain regular contact with all hotels & clients in the region and deliver product training as necessary. Provide consulting on Sales strategy as necessary.
•Actively participate and contribute to regional Business Reviews.
•Execute regional sales and marketing activities and programs.
GENERAL
•Work towards and report on the achievement of regional and position specific goals as defined by the company’s and the region’s annual SMART goals/Scorecards.
•Provide timely scheduled and, as assigned, ad hoc status reports on areas of responsibility.
QUALIFICATIONS
•Worker characteristics are normally acquired through an elaborate exposure into Transient & Group Sales functions of a hotel’s operation in a senior management capacity.
•Completion of a university degree program or equivalent.
•10+ years of travel industry related sales and marketing experience required.
•A proven track record for developing customer relationships and strategic results-oriented programs, with a focus on decision maker level relationships.
•Fluency in spoken and written English.
•Outstanding communication and persuasion skills, both written and verbal.
•Competency in the use of business software for communications and presentations.
•Strong business acumen, analytical and multi-dimensional strategic-thinking skills required.
•Strong knowledge of electronic distribution channels for hotel and travel industry.
•High energy and commitment required.
•Strong team-work and team-building skills required.
•Experience with global markets, cultural awareness and international “thinking” helpful.
WORKING CONDITIONS
Virtual office, located in New Delhi as of now. Set up may change to physical office in future. Incumbent on the field most of the time, Travel 30-40% of time as appropriate to support the overall expectation of the position.
REQUIRED TRAINING
1.Orientation
2.PTG and team knowledge
3.Education and guidelines of Preferred Travel Group Brand Standards and all programs
4.Detailed introduction to CRM
5.Sales education and guidelines on Leisure, Corporate and MICE programs and resource tools
6.Sales Training on systems like Preferrednet, Business Portal, iBid, Cvent Lanyon, Power BI, A360
