Duties and Responsibilities
To create and monitor sales targets for the team on a regularly basis (weekly appointment, cold calling, revenue per account, etc)
Revision of the targets with active guide in order to develop and improve the performance of the team
To maintain and develop existing accounts to ensure they reach their maximum potential
Establish key relationships with corporate clients and agencies to ensure maximum exposure and increase revenue
Take a proactive approach to locating potential new business through the appropriate channels
To prepare Sales plan annually
The Sales Plan is prepared for inclusion in the company Business Plan within the agreed timetable
The Sales Plan reflects the action required to translate the marketing plan into revenue
The Sales Action Plan is costed with sufficient supporting information as appropriate to support cost projections
To identify and develop, in liaison with the Ops Director and Chief Executive, initiatives to market the product to potential customers and or companies
To identify gaps in the Market into which our product could be promoted effectively
To analyse the company’s performance data in order to identify trends, positive and negative
Reservations and Communications all comprehensively record customer’ data and feedback to provide accurate and meaningful research data about our business: both statistical and subjective
External trends and competitor activity is monitored to also inform our marketing targeting
The rooms pricing policy is prepared for Chief Executive and Board approval at the same time as the annual budget
Corporate rate pricing agreements are set and adhered to by the sales team
Significant variances either in price or volume are referred to the Chief Executive and Board for approval
To ensure that sales activities are executed in accordance with the Sales Action Plans, timetable and costs
Additional or changed initiatives are executed in response to changing circumstances or demand or costs
Sales activities are co-ordinated towards achievement of targeted yields
Sales calls, contacts and activities are properly recorded
All outcomes are reported and compared with achieved business results
Sales team feedback is entered into marketing and pricing polices formulation
Sales enquires are comprehensively and immediately recorded for evaluation
Response to enquiries is made within as short a time as is practical
Lost enquiries are periodically reviewed for justification
To manage sales/operations liaisons
From time to time you may be required to carry out duties outside the normal sphere of work as may be reasonably requested by Management
To assist in the production of the Business Plan
Narrative to support the numbers is submitted simultaneously
Analysis of the results by market sectors; service, nationality and other appropriate measures including narrative identifying trends
Analysis include review of action taken or planned to improve margins
To control costs
Sales and Marketing Department costs including staff costs are controlled so as to remain within budgeted (or forecasted) limits
No costs are incurred without authority (purchase order, recruitment authority, etc)
Controls are co-ordinated with the Sales & Marketing where cost responsibility is shared to protect the control
To recruit, train and develop the Sales Team
To prepare, conduce and follow-up on the Team annual appraisal (or more frequently if appropriate) as well as monitoring the results of the team over the year
Training and Development plans are prepared for staff arising out of appraisal of training and development needs
To ensure the health, safety and well being of staff
Understanding relevant H&S legislation and the implications on the operation of the department
Communicating to the team their responsibilities within H&S
Ensuring that safe and healthy working practices are implemented at all times
Director Of Sales
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