SALES MANAGER

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MISSION : Responsible for budget compliance for the Gran Melia Victoria, Melia Palma Marina, Melia Palma Bay, Innside Palma Bosque, Innside Palma Center, Innside Palma Avenidas, and Hotel Palma Bellver Affiliated by Melia hotels within the assigned segment, with a focus on the core business area. This includes acquiring, developing, and retaining accounts, and implementing the actions established in the sales action plan to achieve and exceed the quantitative and qualitative objectives defined in the hotel’s Business Plan.

BUDGET

• Support in the preparation of budgets for the assigned segment and/or the assigned markets and sectors, as well as in the preparation of the Business Plan for the hotels.
• Monitor the achievement of objectives for accounts under your direct responsibility, as well as for Key, Strategic and Advanced accounts that are potential for your hotels, coordinating the monitoring of the latter with their Account Managers.

BUSINESS PLAN HOTELS

• Involvement in the strategic planning phase of the department and preparation of the Business Plan for the hotels.
• Develop and execute the actions established in the sales action plan to achieve and exceed the quantitative and qualitative objectives defined for the segment, geographic area or sectors assigned to your portfolio.
• Coordinate and ensure the inclusion of your hotels in the action plans of the different segments and Account Managers, according to the needs of the hotels.

BUSINESS REVIEW

• Prepare reports required for the Business Review.

ACCOUNT MANAGEMENT

• Manage local accounts not assigned to Account Managers. Promote hotels to these accounts, as well as MHI’s global programs and tools such as MeliaPro Rewards, TravelLabs, etc.
• Acquire new local accounts and business opportunities for the company. Coordinate with Sales Development for their allocation in cases where there is greater potential for other destinations/hotels.
• Receive and manage requests from business clients (from their assigned segments, geographical areas, sectors) and respond (coordinate with the Account Manager in the case of an assigned account).
• Prepare and complete RFPs for the assigned segment and negotiate directly with the client or through the account manager. Develop the necessary business cases for acquiring new accounts.
• Personally monitor the accounts for each hotel and act as the intermediary for any possible account issues, being ultimately responsible for closing the issue and offering a solution to the client.
• Identifying new business opportunities in traditional markets across different business segments and prospecting for accounts in new potential markets for the destination, either directly in the country of origin or in conjunction with destination management companies or tourism organizations.
• Negotiate agreements for each hotel, as well as draft, sign, and upload them to the relevant internal platform. Additionally, communicate these agreements and coordinate with the departments involved.

FAIRS, WORKSHOPS, ROADSHOWS, SALES MISSIONS, SALES ACTIONS

• Attend assigned events and commercial activities organized by third parties or organized by MHI, both nationally and internationally.

PREOPENINGS

• Participate in the development and implementation of the pre-opening Action Plan for newly opened or rebranded hotels.
• Develop a schedule of site inspections prior to the hotel opening, both for local accounts and in coordination with the Head of Segments for Key, Strategic accounts.
• Propose specific campaigns in the accounts under your responsibility and ensure their correct distribution.

COMMUNICATION

• Actively participate in local professional organizations and forums related to the assigned segment.
• Keep local businesses and associations updated on the latest news about hotels in the area, thereby increasing their visibility.
• Maintain a fluid commercial relationship with key tourism agencies and related professional organizations in your Commercial Area (Convention Bureaux, Tourist Offices) by participating in jointly agreed actions (fam trips, promotional trips, etc.).

DIGITALIZATION

• Promote and participate in virtual commercial actions related to the hotels under your responsibility in order to reach a greater number of customers in a more efficient and dynamic way within the MeliaPro TravelLabs environment.

SITE INSPECTION

• Coordinate and attend to Fam Trips in hotels in the area.
• Plan and execute commercial inspection visits, of any kind or segment, that will take place in the hotels under your responsibility.

SUSTAINABILITY

• Give visibility to sustainable attributes in the relationship with the customer (under the instructions of the marketing & brands department).
• Ensure communication of sustainability based on criteria of truthfulness, rigor and coherence.

REQUIREMENT