The Cluster Director of Sales role will have an overview of all the B2B segments and input into the commercial strategy, performance and budgets of the hotels in their cluster. The primary sales focus and targets will be driving revenue growth from corporate and ad hoc groups, convention, and residential meeting & events segments through conversion and retention of accounts. This is a senior sales role reporting into the Area Sales Director - South. The role will be the key sales point of contact for their hotels and will drive sales culture within their cluster. This position requires an experienced and commercially astute sales leader who can influence at all levels, build strong internal and external partnerships and deliver constant performance across a cluster of hotels.
Responsibilities
Develop an in-depth understanding of the local hotel markets based on intelligence and knowledge of competitor activity and rates; Support the conversion of key business Group and M&E Enquiries; Ensure we maintain and grow revenue and market share via existing and new customers, developing a network of contacts to help to cross sell the group; Build and maintain strong, long-lasting client relationships; Lead the negotiation of contracts and close agreements to maximize profits as required; Forecast and track key account metrics (e.g. monthly sales results and annual forecasts); Produce accurate and timely, weekly, monthly and annual reporting that meets the needs of the Senior Sales and Hotel Management teams; Participate in the annual budgeting process for the Managed segments; Complete and execute hotel/s sales plan, review and update in line with strategy and hotel business needs; Using data and market research, conduct telesales and campaigns to identify opportunities for hotels; Maintain an up-to-date Pipeline of target accounts in the focus segments, directly, or through the Assistant Director of Sales or Sales Managers as appropriate; Effectively lead, manage, train and coach the junior cluster sales team as appropriate; Ensure the use of the CRM system, is in line with the minimum standard of use for self and team as required; Attend any Leonardo Hotels Team Meetings, Sales Meetings, Blitzes and Events as requested; Supporting show rounds as required by the business to support all segments
Requirements
Experience of leading and managing individuals/teams and driving sales performance in a fast moving, challenging and multi-channel environment; Effective selling skills; Excellent communications and relationship building skills; Ambitious and driven, with a good understanding of the value hotel sector; Results driven, self-motivated, flexible and resilient; Strong background in commercial negotiations to secure additional revenue generation; The ability to present the Leonardo brand in a compelling manner to influence new business acquisition; Commercially aware, numerate and the ability to identify opportunities; Be passionate about M&E; Have experience in selling large MICE driven venues; Be ambitious and driven, with a good understanding of the mid-scale hotel sector
Nice to have
Management of a small team; Travel within the UK & Ireland and overseas
Benefits
Special rates on Leonardo Hotel rooms across the UK & Europe; Company-wide recognition scheme with vouchers to spend on high street shops; Talent referral scheme; Thank You Week; Wellbeing Calendar; Ongoing job-related training programmes with clear paths for progression; Learning Bites; Come Join Us Guest Care training; Wellbeing webinars
Wielka Brytania · Brighton
