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MISSION:
Responsible for quoting, closing and contracting leads (excluding tour groups) generated for hotels in the Commercial Zone, regardless of the channel of reception (online, offline, centralized or direct), and for the correct maintenance of the different platforms used.
OPERATIONS
- Support the Head of Group Sales in developing the MICE segment sales strategy for hotels in the area, in order to meet the objectives defined in each hotel’s Business Plan.
- Be Co-Responsible for meeting the MICE segment Budget in terms of rooms (Room Nights volume and Room Revenue) as well as Room Rentals and sales of F&B extras associated with groups through support to the Group Operations team for the Hotels in the Commercial Zone.
- Achieve and/or exceed the budget approved annually in the Business Plan (MICE segment) of the hotels in the Cluster/Commercial Zone, both in room sales and ARR through the increase in the number of accounts/events, as well as in sales of halls, banquets, audio and other MICE-related income.
- Prepare quotes for leads of 10+ rooms with or without meeting rooms, for hotels in the area with the aim of obtaining the greatest possible business in terms of rooms, meeting rooms, F&B and other income related to the group.
- Maintain response times to quote requests and other communications within the established maximum of 24 hours.
- Analyzing the requests received and the percentage of business that has materialized, and based on the results and the market study, suggests new actions to achieve greater business acquisition.
- Review and ensure that negotiations, customer contracts, and credit policies for the groups/leads you are managing are conducted in accordance with the policies and procedures established by MHI.
- Update, manage and control the group business and its database, ensuring that the information available is as up-to-date as possible in the FOCUS/MARS System, reporting any incidents to the specific department.
- Make proper use of the group management tools: FOCUS/MARS/OPERA.
- Conduct negotiations with clients for assigned leads in order to obtain the greatest benefit based on the Business Plan and strategy defined for the group of hotels in the area in the MICE segment.
- Once the group or event is confirmed, the corresponding service contract will be drawn up and the required rooms and halls, which have been confirmed by the client, will be blocked in the PMS and the hotel’s Sales and Catering system.
- Monitor and implement the MICE pricing and segmentation strategy previously defined between Sales and Revenue for the region. Actively participate in regular meetings as required to update group pricing and sales terms.
- Maintain fluid and correct communication with the Group Operations team at each hotel (Conference/Banqueting) and update them on matters relating to their functions/responsibilities (site inspections, specific setups, etc.) to successfully operate the contracted groups.
- Ensure an excellent transfer of files to the hotel once a group has been booked.
- Ensure and correctly execute the management, in terms of mode and timing, of requests from the Cvent channel or other online channels in the MICE segment (lead/venue finder platforms).
- Promote site inspections of the files you personally manage to increase the group’s chances of successful completion. Coordinate with Operations at the hotels and follow up with the hotel on the results of planning visits.
- Attend planning site inspections that, due to the client’s value or profile, require your presence. Alert the Head of Group Sales of visits in which they should also participate and assess the exceptional presence of the Area DOS, CO Director, and/or the Managing Director.
- Support other members of the Group Sales team in their absence due to business trips, vacations, and other reasons, by properly managing the business assigned on a temporary basis.
- Participate in promotional trips, tradeshows, roadshows, etc., with the aim of promoting hotels in the area, creating and strengthening business relationships with third parties, and encouraging group bookings, adhering to the company’s established travel policies and regulations.
- Compliance with current regulations regarding schedules, working hours, and teleworking policies established by the Head of Sales.
- Responsible for maintaining real-time quality data: Prepare and maintain reports relevant to your functions, such as, but not limited to : sales report, quoted leads report, conversion reports, ROI reports on sales actions, Hot Prospects report, etc.
WHAT DO WE REQUIRE?
- University education in Tourism, Economics, Business Administration and related fields.
- Local language (depending on the geographical location of the establishment) and Advanced English. A third language is a plus.
- • Knowledge of group operations and event coordination.
- • Strong analytical and reading comprehension skills in both native language and English.
• Organized, decisive, and results-oriented individual with a proactive and collaborative approach.
• Proficient in Opera Cloud and Sihot PMS.
• Professional proficiency in Microsoft Office and Outlook.
• Knowledge of and established business contacts in B2B, Corporate, and MICE sectors.
• Excellent communication and negotiation skills.
• Customer-focused and analytical.
• Knowledge of Opera Cloud and Focus PMS tools.
• Willing to travel.
• Valid US visa.
• Flexible schedule
https://careers.melia.com/job/Punta-Cana-Group-Sales-Manager/1409584933/
