Cluster Sales Manager(Fiji Citizens Only)

Description

JOB OVERVIEW

The Cluster Sales Manager will hold the responsibility, for Hilton Fiji Beach Resort & Spa and DoubleTree Resort by Hilton Hotels Fiji to drive Leisure & MICE sales and revenue from key source markets including Asia, NZ, North America and Europe.

Your service philosophy will be to fill the earth with the light and warmth of hospitality by bringing Hiltons values to life in your everyday actions.

JOB OUTCOMES

Sales

• Develop key account management which increases Hilton’s market power and closer matches the way customers choose to buy for Leisure and MICE
• Develop the right Account Plans to repurpose teams to ensure that sales resources are mobilised to drive market share from Key Accounts with the highest potential
• Develop powerful personal relationships with decision makers and influencers within the top producing Hilton Fiji Beach Resort and Spa and DoubleTree Resort by Hilton Fiji accounts
• Creates a sales activity plan to support allocated market segments
• Develop and coordinate activity plans for relevant global sales offices 
• Ensure that measurement systems are in place to track the production of all targeted accounts
• Ensure attendance at all major travel show as agreed
• Actively seek out new sources of business
• Develop and manage appropriate travel manager/booker programs
• Organise FAM trips for key buyers, and attends tradeshows as directed by Cluster Commercial Director
• Actively work with partners from Australia, North America and Europe to increase market share
• Achieve targeted revenues for managed accounts
• Work in conjunction with the Cluster Commercial Director, MarCom and other key stakeholders to drive business in target markets and increase market share and revenues
• Monitors production of managed accounts, analyses results and works with business partners to increase materialisation
• Plan and execute strategy on selected accounts to optimise production, analyse results following strategic implementation and work with partners to drive business

Conference & Events

• Develop and maintain relationships with key clients and external contacts to produce MICE business, which includes room sales, food & beverage sales, and catering/banquet services
• Maintain existing client base whilst growing our share of the business
• Drive conversion of direct enquiries whilst identifying new business opportunities
• Create & coordinate prospecting & team engagement during Global Weeks of Sales & Engagement
• Attend and participate in sales initiatives, customer appointments & tradeshows as required
• Develop and manage relationships with key stakeholders, both internal and external
• Tracks the revenue development of accommodation & catering and implements strategies to boost revenue in ‘need’ periods
• Make sales calls to clients as and when directed by the Cluster Commercial Director
• Produce accurate and monthly reports highlighting the sales calls made, leads generated, conversion, follow ups, challenges and suggestions for improvement
• Responsible for the acquisition of new accounts and retention of existing key GCE accounts for Hilton Fiji Resorts to achieve pre- determined goals and budgets (F&B catering and all group segments)

Revenue Management - Rooms

• Analyse trends of business by market segment, channel and GOB – co-ordinates all activities to maintain and increase revenue through added business volume and increased rate
• Analyse performance of existing customers
• Schedule detailed action plans to support the Revenue Proposal for Leisure Sales and MICE segment
• Monitors production and profitability of sales packages and managed accounts
• Achieve wholesale, group, conference accommodation and event sales revenue in line with targets and budgets

Maintenance of systems and procedures

• Maximise the use of systems and maintain accuracy
• Maintain up to date knowledge of uses/applications of all sales systems
• Undertake all reviews of standards & procedures as necessary

Budget and Fiscal

• Assist Cluster Commercial Director with producing the annual Revenue Plan, S&M budgets and forecasts, as required.
• Monthly review of sales expenses

Requirements

THE PERSON – QUALIFICATIONS, SKILLS AND EXPERIENCE

• A demonstrated ability to conduct detailed analytics of revenue and propose strategies to address any concerns
• Hospitality/Travel/leisure industry management professional
• Ideally, Education level:  college degree or equivalent
• Strong commercial acumen, with experience in drafting and managing budgets/revenue proposals; analysing and forecasting results/market segments and rates
• Computer literate 
• Excellent people motivator; good communication skills
• Proficient in accounts management/events management systems
• Exceptional stake holder management skills to manage multiple stakeholder expectations
• Culturally aware and flexible