Sales Manager MICE Ireland, UK and Nordic

Dundalk, Full Time

Our Client are lookin for a Sales Manager MICE Ireland, UK and Nordic for working in the Irish , UK  & Nordic Market place to increase revenue and maximise yield within the Conference Segment of rooms, conference room hire and food and beverage, ensuring budgeted sales, average room rates and occupancy in both rooms and catering are met at all The Hotels Group.

Responsible to:
 European Sales Director

Main Duties and Responsibilities:

  • To reflect and enhance The Hotels Group ’ Mission Statements’ and key passions in all activities.
  • To contribute to and implement the annual Hotel Group Sales and Marketing plan & each Hotel’s Sales & Marketing plans for rooms, food and beverage and conference and banqueting so as to maximise revenue and profitability for the hotels.
  • To take over the management of existing & new Group Conference accounts in Ireland.
  • To take over the management of existing & new Conference accounts in the UK and UK corporate accounts.
  • To take over the management of existing & new Conference accounts in the Nordics.
  • To plan and organise schedule of sales appointments to existing and new business customers within the Irish, UK Conference & Incentive market such as Conference & Incentive agents, venue finders , PCO’s &  within the Corporate Conference market sector (main targeted industries like Pharmaceutical, Automotive, Banks & Insurance, Computer industry and other global companies) , Irish & UK based Associations and assist with sales activities in other segments if necessary.
  • To review the production with the UK conference accounts on a regularly basis.
  • To review the production with the Irish conference accounts on a regularly basis.
  • To plan and organise schedule sales activities in the Nordic market to Incentive agencies & Conference agents.
  • To review lost business and past opportunities and update existing CRM tools on a regular basis and keep track of client’s potential.
  • To achieve targets such as agreed face to face monthly sales calls targets and to achieve budgeted revenue, profitability and average room rates from the conference market segment.
  • To achieve target revenue on a quarterly basis for the group
  • To pro-actively manage the Irish, UK & Nordics based conference accounts portfolio and the  in accordance with departmental standards, to ensure existing customers are retained and new business identified, targeted and secured. 
  • To maximise on revenue from existing & new conference clients in Ireland, the UK & Nordics through increased awareness at the company’s global level.
  • To issue proposals to clients and work closely with the C&B departments in each hotel regarding follow up, site inspections etc.
  • To pass over all of the information quoted to the client to the hotel so the hotel can issue the contract and deal with the client directly 
  • To report to and to liaise with the European Sales Director on a weekly & monthly basis on Sales activities, confirmed & potential business, market conditions, peak/trough periods at The Hotels Group, yield plans for peak and trough periods, competitor activity and market feedback.
  • To develop and nurture relationships with all current and new clients in the allocated MICE market sectors and also, if necessary within other market sectors and regions.
  • To initiate sales drives, promotions, organise and complete mailshots etc., in conjunction with the Sales and Marketing plan.
  • To assist in the organization and running of UK based group events, corporate golf days, operator and agent evenings, familiarization trips, site inspections and other such client events etc.
  • To maximise all sales opportunities and ensure sales leads generated are actioned or referred according to departmental standards.
  • To work closely with the IHG, Account Managers within the UK and attend IHG, Hotels Workshops, Roadshows & client events when necessary.
  • To arrange meetings and visit IHG, market Sales Managers on a regular basis.
  • To assist The Hotels Group with Corporate rfp’s received via IHG, Ireland or directly from the UK market and offer support during rate negotiations, arrange sales calls & meetings with corporate bookers and represent The Hotel Group at client events and open customer days.
  • To ensure a high level of customer care at all times.
  • To perform all necessary administration work, including follow up on sales enquiries/calls, sales call /research documentation, production of weekly and monthly reports, responding to information requests, maintaining and updating files, database & completion of company trackers etc.
  • To represent the The Hotel Group where necessary, at trade exhibitions, consumer fairs, shopping centres, workshops etc., and to become involved in associations which may benefit hotel sales.
  • To entertain clients and carry out show arounds, familiarisation trips, and client entertainment as required.
  • To ensure appropriate billing, credit and contract arrangements are made, in line with hotel policy, for all quotes, bookings and contracts, for both hotels.
  • To be aware of and adhere to all procedures laid down in relevant hotel and sales department manuals in both hotels.
  • To encourage customer feedback and to ensure this is passed on and dealt with via the appropriate channels.
  • To have extensive knowledge of the products and services of the hotels within the group and attractions/facilities available to clients in these areas.
  • To have extensive knowledge of the brands, brand standards, corporate products, and rate programmes which form the InterContinental Hotels Group and Hilton, to promote and use these products / programmes at all times.
  • To attend and action monthly Group Sales meetings
  • To have extensive knowledge and proactively promote Booker / Stayer Loyalty programmes and to administer in accordance with departmental standards.
  • To have extensive knowledge of the products and services of hotels key competitors and regular maintenance / updating of SWOT analysis on these properties.
  • To be aware of relevant competitor information and market changes and to recommend/initiate changes in our services as necessary.
  • To complete project work as appropriate including organisation of client events, appointment setting for sales trips, sales call blitz’s, research projects etc…
  • To communicate details of agreements, requirements of clients etc to the necessary team members in each hotel to ensure all guest needs are met.
  • To carry out sales training as necessary
  • To ensure our rates are not compromised unnecessarily, to ensure our standards are maintained.
  • To be aware of all forthcoming events in the area, (for example at the Convention Centre Dublin) which may have sales opportunities and get involved at an early stage to ensure The Hotel Group are key benefactors of such events.
  • To liaise with Tourism Ireland London on a regular basis and attend networking events in Ireland and the UK organised by Business Tourism UK.
  • To ensure comprehensive client histories are set up, maintained to the required standard, and used.
  • To give feedback, as relevant, on services experienced throughout all hotels.
  • To attend meetings as necessary.
  • To provide support where necessary in other areas of the sales department.
  • To be familiar with and adhere to all areas outlined in the Team Handbook.
  • To be fully conversant with and adhere to all rules and regulations of the hotels, with specific regard to: Fire, Hygiene, Health and safety
  • To carry out any other reasonable request by senior management.
  • To report all accidents.
  • To attend training sessions as required.
  • To review and follow up on all live leads received from Irish accounts managed, UK & Nordic market on Tifco proposals sheet
  • To maintain and update a data base of clients
  • To represent Tifco at other International events / consumer fairs if required
  • Ability to source, develop and secure new business and manage  existing business

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