Job description
Mission of the Role: Responsible for growing the customer base of the assigned segments and a defined set of accounts for the Hotels in the area. Attract, develop and retain B2B accounts and carry out the actions defined in the sales action plan to achieve and exceed the quantitative and qualitative objectives in the hotels Business Plans.What will you be doing?
• Assists the Area DOS in the preparation of budgets for the assigned segments and/or markets and in the preparation of the hotel Business Plans.
• Implements the actions defined in the sales action plan to achieve and exceed the quantitative and qualitative objectives for the segment, geographic area or sectors assigned to their portfolio.
• Coordinates and ensures the inclusion of the hotels in action plans for the different segments by Sales Offices Account Managers or Sales Development teams, depending on the needs of the hotels.
• Preparation of the reports required by the Area DOS for the Business Review.
• Supports Area DOS with weekly projections for account portfolio and wider segment under their responsibility in conjunction with the Sales Managers.
• Closes commercial agreements (Dynamic, Fixed Negotiated, etc) with target companies and negotiates with newly acquired agency groups along with their drafting, signature and upload to the relevant internal platform.
• Based on the assigned segments, prepares and completes BT RFPs, incoming agencies contracts, MICE Agreements, etc., and negotiates directly with the account. Prepares the Business Case required to attract new accounts.
• Achieve New Business Target based on segment/s Account production
• Account Manages small to medium size Accounts.
• Point of contact for any incidents with their accounts and responsible for their resolution.
• To acknowledge full information about GDS’S channels of production in order to help and inform our clients accordingly.
• Awareness of the competition in the area, their products, prices, strengths and weaknesses, incorporating this into his/her sales pitch.
• Coordinates with the Group Sales team in the area and the Hotels’ Conference teams any request for a meeting or group that their accounts/markets may have for the hotels in the area, providing personal support to close the deal with the client.
• Coordinates with the Group Desk and through the Cross-selling programme any meeting or group request their accounts or commercial visits may generate for other MHI hotels (other commercial areas/regions).
• Attends the events and sales actions organised by third parties or by MHI promoting the hotels of the area.
• Participates in the execution of the Preopening Action Plan for the hotel.
• Ensures visibility of specific campaigns with accounts/segments under their responsibility and ensure their correct distribution.
• Maintains a constant communication with MHI Sales Offices and Sales Development teams to align efforts and actions when approaching the market to capture new accounts or business opportunities.
• Detects and communicates to Sales Development any opportunity for other hotels/countries within MHI to ensure the account approached has a global support and agreements based on potential for MHI.
• Communicates any signed agreement and coordinates with the departments involved.
• Promotes and develops virtual sales activities for the hotels in the area to reach a greater number of customers in a more efficient and dynamic way within the MeliaPro TravelLabs environment.
• Reports all activities in the CRM of MHI to keep updated database of all accounts, actions and activities.
• Coordinates and attends fam trips in hotels in the area.
• Plans and implements site inspections of all types and for all segments in the hotels.
• Attends those site inspections in the hotel as per indications of the Area DOS.
• Reports to the Area Director of Sales any inspections in which they should also take part and assess the appropriateness of attendance by the Sales or Operations Directors.
• Participate to Sales Missions assigned by the Area DOS.
Who are we looking for?
• University Degree in Tourism, Business.
• Fluent Italian and English; a third language would be a plus.
• 2 years of experience in a similar position.
• Availability to travel quite often.
