Sales Executive C&E

Welcome to IHG. Now that you are part of our family, let's explain the role you will play.
What's the job?
As a Sales Executive C&E, you will be responsible for answering phone enquiries, handling email enquiries, preparing proposals and contracts, conducting Hotel Tours, planning Catering, creating Catering Confirmations, Catering execution and Catering follow-up. To provide a high level of professional expertise and customer focus to all Catering clients which in turn maximizes hotel revenue and profitability.
Your day-to-day
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
• Communicate to his/her superior any issues encountered and other relevant information
• Where applicable, supervise, manage and train Catering Sales Executives and Catering Sales Coordinators in carrying out their responsibilities
Financial
• To meet your designated revenue targets
• Maintain effective control of sales expenses
• To continuously seek ways to maximise revenues and profits by cross selling and up-selling other hotel facilities and services
• Work towards monthly budgets and report progress every week against targets in the Weekly Sales Meetings
• To fully utilise the correct photography, presentation material and approved selling phrases for all forms of client presentations
• Develop deep understanding and knowledge of key sectors targeted by hotel, and gain sectorial/account expertise when necessary to maximise lead conversion rate
• Conduct and/or assist Sales team in customer negotiation process
Guest Experience
• Together with your Catering Sales Team, to be primarily responsible for converting all incoming leads.
• To answer incoming telephone enquiries and acknowledge emailed enquiries within four hours of receipt
• To undertake telemarketing activities to identify new business opportunities where required
• To achieve target conversion ratio for Catering leads
• To deliver the brand promise and provide exceptional client service at all times
• To provide courteous and professional service to our internal customers in other departments
Responsible Business
• Develop awareness and reputation of the hotel and the brand in the local community
• Conducts extensive competitor researches and maintains a detailed Product Knowledge of the hotel facilities, features and services
• 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
• To attend (and prepare for) daily briefing, Weekly Sales Meeting, Event Confirmation meetings and any other meetings as required
• Perform other duties as assigned
Accountability
This is middle level sales and marketing position in a full or limited service hotel and may include meeting space and/or catering facilities. Hotel may have multiple sites and facilities, high-volume catering and/or convention facilities, and a large number of VIP and special service guests. May manage a large number of professional level and administrative sales, catering, and/or convention employees.