REQ11499 Senior Sales Manager, MICE (Open)
Position Summary
The Senior Sales Manager, MICE is responsible for maximizing revenue opportunities through the management and sale of conference facilities, hotel rooms, entertainment and food & beverage. Generates new accounts, develops direct and indirect sales channels, and formulates and implements sales and marketing strategies for the MICE segment. Ensures that the yearly sales budget is achieved and surpassed by optimizing existing clients’ business and developing new business, working closely with the Director, Resort Sales & Marketing.
Primary Responsibilities
- Builds and strengthens relationships with existing and new customers to grow the MICE-business. Activities include sales calls, event management, fam trips, (local & international) trade shows and after-sales
- Manages and develops relationships with key internal and external stakeholders
- Sets up strategies of maximizing MICE-, hotel and food & beverage revenue, while optimizing room rates from MICE groups
- Understands the overall market - competitors’ strengths and weaknesses, economic trends, supply and demand
- Prospects new accounts both in key existing markets and potential new markets
- Seeks out partnerships and joint-marketing activities with partners to drive awareness of the property along with increased production and results
- Conducts site inspections, training seminars and education hotel related webinars
- Follows up on potential & tentative bookings in the assigned market with the clients
- Manages incoming groups requests and digital group platforms / MICE-agents
- Executes sales actions within set cost budget structure, not limited to tactical offers, client partnership, sponsorships, and fam trips
- Aims to achieve the Company Sales Vision with set KPI’s
- Documents all sales actions in the CRM system
- Understands and strictly adheres to the Rules & Regulations established in the Employees Handbook and the Hotel’s policy on Fire, Hygiene, Health & Safety
- Produces regular and ad-hoc reports related to conference facilities, hotel rooms, food & beverage and any promotional packages for review by management
- Manages, motivates and develops a team of highly skilled Sales and MICE-professionals
Qualifications
Experience
- At least ten years of experience selling and managing MICE-facilities, hotels and/or entertainment attractions to corporates and MICE-agents
- Excellent knowledge of key MICE-segments in the region with experience of developing specific strategies
- Existing relationship with major corporate accounts and MICE-agents
- Proven track record of developing new corporate relationships and converting these relationships into sales
Education
- Degree from a major, accredited institution in the fields of hospitality, gaming, event management, marketing, finance or business administration
- Post graduate degree would be an advantage
Skills / Competencies
- Mature presentation style and comfortable interacting with senior management
- Fluency in English is mandatory; proficiency in Greek and other European languages is an advantage
- Expert proficiency in MS Excel and strong skills in PowerPoint
- Experience using Delphi and Opera
- Strong project management skills
Personal Competencies
- Strong interpersonal, leadership and communications skills and an aptitude for working under high pressure
- Team Management skills: able to build teams and develop talent
- Ability to keep up with a fast paced and growing business
- Must have a strong analytical and commercial mindset
