Sales Executive

Role Overview

Sales Executive at IHG Hotels and Resorts, based at voco® Doha West Bay Suites.

Role Purpose

Maximize room revenues and achieve target room night sales for the hotel by identifying new business opportunities, converting inquiries, and optimizing existing accounts.

Key Responsibilities

Sales Development

• Conduct cold calling to secure new business sales calls and appointments.
• Conduct telemarketing outreach to potential clients.
• Conduct site inspections for prospective clients.
• Conduct market research to identify potential leads and opportunities.
• Assist with market intelligence and information gathering of benefit to the hotel.
• Prepare promotional materials and logistics for events.
• Prepare and distribute sales materials, reports, and presentations.
• Lead presentations and conduct effective negotiations to close deals.

Account Management

• Maintain and regularly update database including details of sales calls and client information as per company guidelines.
• Liaise closely with Reservations, Sales Administrator and Sales Executives for lead generation and potential business opportunities.
• Maintain positive relationships with clients and ensure their needs are met.
• Maintain detailed awareness of booking patterns, room night productivity, cancellations and any other factors that may impact results.
• Communicate with customers to address inquiries, resolve issues, and provide product and service information.
• Ensure that all requests are replied to within 24 hours.
• Follow up on all client requests and respond to same business day.

Events & Groups Coordination

• Produce and conduct familiarization and entertainment programs for voco® Doha West Bay Suites for identified target accounts.
• Handle and reply to requests such as Meeting & Events, Catering and Groups.
• Prepare needed documents and communicate with other departments such as BEO, VIP arrival, Extension and any other related communication needed.
• Coordinate and schedule sales meetings, presentations, and appointments.
• Assist sales representatives with order processing, quotes, and sales inquiries.

Quotations & Contracts

• Liaise with Director of Sales and Marketing on all quotes for extended stays and groups for sign off prior to presentation to client.
• Prepare quotes and issue contracts.
• Prepare necessary communications, database input and filing.

Reporting & Analysis

• Prepare month end reports and monthly forecasts.
• Prepare anticipated revenue forecast, yearly budgets, weekly forecasts and weekly budgeting.
• Prepare any other reports required by the Director of Sales and Marketing or General Manager.
• Ensure reports, presentations and other administrative duties are consistently to a high standard.

Stakeholder Communication

• Communicate with other hotel departments to ensure superior quality service delivery to all customers.
• Liaise with Director of Sales and Marketing and General Manager daily.
• Ensure effective interdepartmental communication.
• Communicate and follow through with hotel departments to ensure that sales commitments are being fulfilled.
• Provide administrative support to sales managers and executives as needed.

Compliance & Standards

• Comply with and ensure adherence to all of the hotel's policies and procedures.
• Comply with all occupational health and safety policies and procedures.
• Maintain professional business confidentiality.
• Maintain a good working relationship with all staff and colleagues throughout the hotel and sister properties.
• Maintain in good working order all hotel property in your possession.
• Ensure safe work practices are adopted at all times and report any occupational health and safety concerns immediately to your direct manager or HR Manager.
• Conduct yourself in a professional manner at all times and maintain high grooming standards.

Performance & Development

• Ensure that all personal accountabilities and deadlines set in the Business Plan are met.
• Achieve budget revenue targets.
• Acquire key accounts.
• Complete assigned projects within designated timeframes.
• Have working knowledge of budget targets and develop strategies to achieve set targets.
• Develop methods and initiatives to increase departmental revenue within the sales team.
• Attend all scheduled meetings.
• Attend meetings, training sessions and any other required meeting or training session.
• Identify opportunities to innovate service delivery and product offering to meet and exceed client expectations.

Qualifications & Experience

Education

• Bachelor of Science in Administration or Hotel Management degree.
• Tertiary qualifications relevant to Sales (advantageous).

Experience

• Previous experience within a hotel sales environment in an internationally recognized hotel chain at managerial level for at least 3 to 5 years within Qatar market.
• Current or previous responsibility for key accounts and new business generation in premium markets.
• Track record of achieving sales targets.
• Existing corporate accounts in Qatar market.
• Demonstrated ability to manage own and others' tasks through to conclusion.

Skills & Competencies

Technical Skills

• Competent in Word, Excel, and PowerPoint.
• High proficiency with software packages.
• Knowledge of hotel Property Management Systems (HIS, Opera) and other industry related software programs.

Professional Capabilities

• High proficiency in English language oral and written skills.
• Highly organized, able to coordinate the efforts of others and manage multiple assignments and projects.
• Ability to lead presentations, conduct effective negotiations and close deals.
• Effective problem-solving skills.
• Ability to work to deadlines and maintain composure at all times.

Personal Attributes

• 'Can do' attitude combined with a high level of energy.
• Professionally groomed.
• Articulate and confident.
• Maintain a positive and professional attitude at all times.
• Maintain an 'executive presence' and uphold high professional standards in all dealings.