sales manager Glasgow, Scotland
Job description
The Hilton Glasgow is one of the largest conference & event hotels in Scotland, the hotel completed a multi-million refurbishment program in 2021/2022 & was relaunched to the market in 2023. Our aim is to be the pre-eminent Conference & Event hotel in Scotland and to achieve this we need the right manager to complement our on-property sales team. We need this manager to be motivated, driven, a self-starter and a team player!
The primary purpose of this role is to drive new business opportunities whilst retaining & supporting our existing clients by applying effective account management, we have a key focus on driving incentive, conference & events busin ess whilst achieving a rate premium across all segments of our business, all of which will be impacted by this role. We expect this role to inspire & innovate new sales strategies as a proactive team player.
Position Summary:
Average Percent of Time %
Customer activities 70%
- Identify & drive new business opportunities
- Support the relationship between on property sales & above property ie Hilton Worldwide Sales & all above-property sales support
- Manage all market segments through B2B relationships
- Own & execute Sales plan actions to include all customer-facing activities
- Position the hotel with key company & agency partners across all segments
- Identify opportunities across all market segments maximizing our return with a particular focus on Meetings, Conference & Events
- Retain customers with repeat event & multi-year deal opportunities
- Maintain our existing client base whilst growing our share of the business
- Drive conversion of direct enquiries whilst identifying new business opportunities
- Engage with all prospecting & team engagement during Global Weeks of Sales & Engagement
- Review all segments to identify any un-explored opportunities
- Identify opportunities for Travel Management Companies - networking & development
- Continually audit our business mix to ensure we secure the right business segments to deliver exceptional results
- Ensure systems are in place to offer cross-sell opportunities to new & existing customers
- Attend and participate in sales initiatives, customer appointments & tradeshows as required
- Apply commitment to the activation of the hotel's overall sales strategy
Planning & Organizing 10%
- Contribute to the hotel sales plan & all related activity to deliver sales-influenced segments.
- Ensure measurement systems are in place to track the production of all targeted accounts and new opportunities.
- Manage key retention and acquisition of accounts
- Ensure effective short-term and long-term sales action plans are in place
- Ensure that systems exist for tracking opportunities & referrals.
- Actively seek out new ways to source new business.
- Deliver against targets linked to annual sales incentive programs.
- Ensure all key pieces of communication have been received and understood by key stakeholders and team as appropriate.
- Play an active part in supporting hotel teams to convert key opportunities as and when required.
Directing Activities 10%
- Develop powerful personal relationships with internal and external stakeholders as appropriate.
- Hold powerful personal relationships with all source market Hilton Worldwide Sales offices.
- Ensure that Hilton Worldwide is always represented to the highest standard.
- Ensure that all telesales and group generation activities are driven as per the strategy.
People Activities 10%
- Ensure that effective processes are followed by the sales team.
- Be an ambassador for the hotel internally & externally
- Coach and mentor as appropriate, regularly participating in joint sales calls, weekly activity reviews, and monthly and quarterly account production reviews.
Measurement (Target)
- Sales Incentive Plan target for Sales Manager
- Hotel performance to budget
- Sales Influenced Segments
- Individual performance, MICE targets as agreed by Area Director / Commercial Director
Specific Job Knowledge, Skill and Ability
The individual must possess the following knowledge, skills and abilities and be able to perform the essential functions of the job, with or without reasonable accommodation.
Required
- Excellent communication skills;presentations, written and public speaking.
- Ability to direct collaboration among cross-functional teams including external resources.
- Ability to analyse departmental financial data in order to make strategic and tactical decisions.
- Demonstrates the highest standards of ethical behaviour and absolute discretion with sensitive information.
- Ability to take initiative to identify, prioritise and implement actions required to achieve functional goals.
- Proven understanding of client's business and category, including business plans, competitive environment & distribution channels and product financials.
- Extensive understanding of local and UK markets and industry in order to make recommendations on how to achieve the budget.
- Ability to recommend segmentation and targeting proposals and assess marketing implications and aggressively manage to ensure profitability.
- An excellent team player who leads by example to resolve conflicts, introduce change and ensure collaboration among others.
- Ability to work independently and manage the work of others.
- Strong problem-solving skills including the ability to address any issue in collaboration with others, identify and prevent potential problems and develop problem-solving skills in others.
- Ability to provide development and mentoring to others.
- Ability to deliver performance feedback to subordinates to improve overall performance.
- Significant work experience in roles including some people management experience.
- Fluency in spoken and written English.
Preferred
- Advanced degree or equivalent.
- Significant hospitality industry experience in a sales role.
Required Skills/Experience
Preferred Skills/Experience
Please list the specific qualifications, experience, knowledge, skills and abilities needed for this position
Education
BA/BS/Bachelor's Degree
MS/MA/Master's Degree
License/ Certificates
Management or supervisory experience type
Managerial
Managerial
Add'l requirements (i.e. % of travel, etc.)
Extensive travel, overnight stays and weekends as required - location ie base is flexible however the requirement to be on site regularly to manage & support the team is required.
