MICE Sales Manager – Domestic

To identify, target, manage, and convert domestic MICE business for a 5 star Hotel in Dublin City.

Main Duties & Responsibilities

• To assist with the development and implementation of the domestic MICE sales strategy and activity plan, to ensure MICE revenues and business group room sales goals are achieved, annual and tactical proactive sales plans are created and implemented, and results are monitored and achieved.
• MICE: Responsible for the identification, proactive targeting, and conversion of new meetings and events business from the domestic Irish corporate , institutions, associations, and charity sectors.
• Manage own portfolio of local non-managed corporate accounts.
• Develop and maintain relationships with key industry partners to achieve targeted MICE sales.
• Create, update and maintain Corporate Conference and MICE database, clearly identifying current and future opportunities.
• Assist with the development, implementation and monitoring of the annual MICE sales plan.
• Corporate Group: to assist in achieving corporate group business. Working with the Revenue team to ensure prompt enquiry turnaround, proposal chase, and site inspections to secure new business in this market segment.
• Use of Cvent / Delphi and other systems to identify, target, and convert MICE business.
• Networking: To be an ambassador for the Hotel and to immerse yourself and attend all appropriate evening events, seminars, breakfast meetings, etc. in the Dublin business community. To nurture and develop business relationships with the key players and influencers in the area.
• Lead generation: daily review of national papers online forums, and competitor social media channels, to identify appropriate leads and action directly.
• Telesales: proactive telesales and targeting of all domestic Irish lapsed and past MICE clients and telesales of past enquiries not converted.
• Complete regular SWOT analysis on competitor MICE hotels identifying market threats, pressures, and opportunities, ensuring activities reflect these, and advising senior management of this market information.
• Provide feedback to General Manager and Director of Business Development on prevailing local market conditions.
• Achieve annual revenue and activity targets set for managed account portfolio, new business, and personal objectives agreed.
• Manage selected accounts on a national basis for.
• Manage and undertake regional and national key account activities including trade shows, networking events, workshops, presentations, and sales missions.                                               
• Create and develop special events, sales blitzes, and Trips to showcase the hotel to potential clients.
• Cross-selling of all sister properties within the MHL hotel group.
• Assist MHL Cluster Sales Team with onsite site inspections.
• Assist the Director of Business Development with PR events at the hotel.

 Day to Day Responsibilities:

• To utilise all appropriate sales tools and research options available, to ensure key opportunities are uncovered, targeted and each account managed to achieve business objectives.
• To generate and facilitate site inspections of the hotel and entertain clients as appropriate to support efforts.
• To have a strong knowledge of competitive set and remain up to date on key business trends.
• Maintain valid call objectives and relevant account management plans, and to draw up and action plans for each account/prospect and ensure all follow up is executed in a timely manner.
• Proactively prospecting new accounts for the hotel and following sales process through to convert into ‘producing’ accounts.
• Target of 12 face-to-face client appointments per week (on site or off site).
• Completion of company needs analysis for all clients, and accurate records and up-to-date activity and rate information for each account maintained.
• Understand and be able to action when required any group and events enquiries and ensure accurate handover and follow up to Events Team.

 Supportive Functions

• Communicating client requirements in a timely and accurate manner to all internal departments as required, ensuring delivery of superior guest service.
• Duties in sales will involve some weekend work, as dictated by business demands.
• To take responsibility for the compilation and execution of monthly / quarterly / annual sales action plans as agreed with the DOBD. Communicate any obstacles to completing action plans to the DOBD
• Proactively respond to any MICE Group/banqueting requests, checking space/rates in and communicating to Events & Revenue Manager for further follow up where required
• Ensure all activities (proactive and reactive) are logged in the hotel CRM system (Salesforce) including all appointments / emails / calls / other actively.
• Utilize Opera business intelligence, Salesforce etc., to solicit and secure business on behalf of hotel.
• Cross Selling: to investigate, uncover and qualify potential leads on behalf of sister properties in the MHL Hotel Collection, and refer to the relevant sales teams for targeting and action in a timely manner.
• To have a strong knowledge of the competitive set and remain up to date on key business trends.
• Maintain up-to-date activity and rate information for each account.
• Weekly and Monthly reports to DOBD to produce reports in a timely manner, utilising the Salesforce system, and Opera as required.
• To be aware of, and work within the Marketing budget, and all spends must be PO approved by the DOBD prior to the spend commitment.
• Budget Process: to be involved in the annual hotel MICE budgetary process.

 Financial returns:

• Achieve budgeted revenues and personal sales goals and maximise profitability..
• Create and implement sales plan that drives measurable MICE revenues (room hire / food / beverage / room nights and revenue) to achieve budgeted average rates, volume food and beverage, and room hire.
• Prepare weekly and monthly reports and sales pipeline forecasts to analyse current/potential business. Monitor performance to ensure actual sales meet or exceed established budgetary targets and complete activities to increase revenue and market share.

Marketing

• To support brand identity objectives in MICE Markets by:
• Creating and using public relations opportunities to exploit the brand image of the Hotel Collection.
• Expressing confidence in the hotel brand.

 Process and Systems

• To ensure comprehensive use of all processes and systems as per hotel standards:
• Ensure that the CRM system (e.g. Salesforce.com) is used to record all past and future sales calls / sales missions / trade shows / activities / opportunities / results.
• Ensure that the PMS and M&E systems (e.g. Opera and Delphi) are used in the appropriate manner.
• Ensure all actions and activities resulting from sales meetings, are completed in a timely manner.

   Qualifications and Requirements

•  2-3 years’ experience in a similar proactive sales role, hotel experience essential
• Sales-focused, target and results-driven
• Clean Driver’s License
• Ability to work cohesively as part of a team

CPERM22