Position Detail
Overall Purpose of the Job
This role, like all others in the group, must prioritise “making every guest a returning and referring guest”. Contributes to the development of strategies to increase sales revenue for the hotel in their managed account portfolio and supports the hotel with their desired market segments. Identifies industry acquisition targets and prospective clients, builds client relationships, analyses sales data and assists with the development of hotel sales plans. Contributes to City Lodge Hotels’ annual objectives by aligning individual efforts as documented on personal business plan within the managed market segments.
Education (Formal Qualification Required)
Minimum
Grade 12.
Computer literacy is essential particularly with a proficiency in Microsoft Office Suite.
Advantageous
Certified sales professional certificate or equivalent (sales basics).
Legal Requirements (e.g. Driver’s License, etc.)
Valid driver’s license.
Experience (Minimum Experience Required - Number of years)
Minimum
Incumbent requires a minimum of three years’ experience in “on‑the‑road” sales, both reactive and proactive selling, experience within hotel operations including market‑segmentation planning, and proven involvement in the RFP/RFI process and associated systems.
Advantageous
Multiple property sales and or on property reservations experience.
Domestic, regional and international sales exposure.
People
N/A
Finance
The job requires the handling of money and the authorisation to dispense and deposit company funds and is therefore subject to a fraud and credit check.
Occasional Duties
Carry out any duties as may be requested by the Group Sales Manager and in line with expertise and role.
Special Conditions
The job involves the working of long hours as per the requirements of the hospitality industry and in accordance with the applicable legislation.
Perform duties outside of regular business hours should the need arise.
Required to travel for sales business trips.
Always have access to own vehicle.
This job requires prolonged sitting, standing and walking, working in static postures, performing repetitive upper‑limb movements, managing visual strain, coping with travel‑related fatigue, exposure to psychosocial and cognitive stressors, and fatigue resulting from extended hours.
Competencies (Knowledge, Skills and Behavioural Attributes)
Knowledge
- Product knowledge
- Key contacts and network
- Best sales practices
- In-depth knowledge of the entire client supply chain, including all potential bookers and decision makers
- Sales planning and organisation
Skills
- Influencing and communication
- Negotiation
- Building relationships
- Cultural intelligence
- Adaptability and improvisation
- Resilience
- Problem solving and decision making
- Learning agility
- Presentation
- Data analysis and interpretation
Behavioural Attributes
- Collaborative and team player
- Customer focused
- Persistent
- Accountable
- Professional
Position Requirements
Detailed Description / Output
- Discovers and pursues new sales leads.
- Discovers and pursues new sales opportunities to secure more business within existing managed account.
- Actively administers and maintains the managed account’s travel business.
- Acquires in-depth knowledge on the group’s products, services, pricing, sales booking systems, tools and activities and stays up to date with any additions or changes.
- Acquires knowledge of competitor products, services, pricing and activities to utilise the information to differentiate the group from the competitors.
- Maintains and records accurate details on sales CRM for ease of review and reporting.
- Maintains and enhances the brand and group standards, as applicable, to ensure consistency and continuity in service levels throughout all group hotels.
- Be on the lookout for and be aware of any enhancements that could improve the group’s product offering, service delivery, productivity and efficiencies and to communicate such to the group.
- Actively promotes two-way communication with clients, hotels and the relevant support office teams.
- Achieves and maintains good working relationships and cooperation with hotel employees and company colleagues.
- Upskills and develops personal growth plans by participating in personal development activities.