Kuala Lumpur, Federal Territory of Kuala Lumpur, Malaysia
World renowned hotel group expanding in Malaysia
Responsibilities:Develop meeting & events (M&E) sales contribution to the commercial P&L, with a stronger focus on group sizes from 100 onwards.
Implement and adjust Meetings & Events (M&E) commercial plan in line with overall market commercial strategy
Business development through prospection of new clients and key account and travel agent management
Manage commercial and contractual relations with clients
Manage sales team and develop their competencies in line with company's processes
Be co-responsible for the Malaysia Group Sales BV and sales contribution budget set-up & achievement
Be responsible for business development and marketing initiatives
Mission 1: Define, implement and adjust hotel group Meetings & Events commercial plan in line with the upscale strategy & with segmentation strategy
Build efficient commercial action plan: product training, incentives, special offers, Family in line with the segmentation, co-marketing actions
Run strategic analysis to contribute to the definition of M&E country strategic plan (product, client priorities, roles of distribution channels)
Build and monitor M&E pipeline with a strong focus on groups of sizes above 150 persons
Provide and analyse monthly financial reporting and forecast
Work with DOS on managing the M&E marketing plan and budget
Mission 2: Business development through prospection of new clients and key account management
Identify appropriate clients based on a relevant segmentation strategy in line with Revenue management pricing proposals
Manage the portfolio of customers and proposals with efficiency and conversion as KPI
Take prospects and clients to Resorts / site inspection when needed
Participate in MICE events if relevant to enhance visibility and query volume
Mission 3: Manage commercial and contractual relations with clients
Elaborate contracts according to local laws and sales conditions
Negotiate commission levels with agents in line with commercial strategy
Ensure the full payment of clients and end of month closing in line with Finance Dept requirements and regulations
Manage customer expectations and complaints through resort & Revenue management coordination
Mission 4: Manage sales team and develop their competencies in line with company's processes
Structure and put into place a training program for new and existing staff on tools, as well as other sales-required soft skills
Lead annual assessments, as well as recommendations for promotions and Key Talent nomination
Ensure brand premiumisation of team members such as product knowledge, customer service, brand image and appearance, etc
Develop team skills by identifying training needs, coaching and training team members
Requirements:Diploma or Degree in Hospitality Management/Business Administration or equivalent
Minimum 5 years experience in managing hotel group sales and dealing with corporate clients; national and regional sales experience is preferred
Possess strong knowledge in sales development strategies, M&E market scope and policies, strong MICE network in the Malaysia market
Possess strong Team management & Leadership skills, ability to act in line with the Group and BU strategy, anticipating, client oriented, argumentative skills, organisation skills.
Proficient in Microsoft Word, Excel, Powerpoint
Knowledge of sales applications like Salesforce, Selligent, OSCAR etc. will be a plus
Strong Proficiency in English
Target oriented team player with strong adaptability to a fast-paced environment#J-18808-Ljbffr