Core:
As the market leader in global hotel performance data we are looking for a Sales Manager to take the lead in driving revenue from non hotel clients. You will be responsible for raising awareness of our products and services to Hotel Developers, Management Companies / Owners, Investors, Analysts, Consultants, Tourism Bodies, Destination Management Companies and Governments by selling subscription based services and ad hoc reports into them. You will not only need to understand the issues that affect the industry, but you will also need to be able to convince potential clients of the value of purchasing data. Working closely with the Director of Sales you will also help develop and execute the sales strategy and revenue plan for the next 12-months, identifying which new clients and markets to target.
This role demands a sharp thinker, who understands the global hotel arena, the issues that affect hotel performance and the key performance indicators used by the industry. As you will have responsibility for a range sales activities - you will need to be proactive, able to work on your initiative and deliver results – revenue targets will be set. To be successful you will need to have excellent sales ability, communication skills and be confident in dealing with and presenting to people at all levels in an organisation including senior executives. Previous experience of sales would be a distinct advantage.
Responsibilities:
- Significantly increase the amount of revenue generated by non hotel clients that meets or exceeds targets. You will approach new potential clients who may potentially wish to purchase hotel performance data. You will be expected to identify sales leads, evaluate their value and convert these. You will be able to successfully increase the profile and sell all products offered by STR Global with prospective clients. This will be achieved through a combination of calls, face-to-face meetings and presentations. You will be responsible for tracking all new clients and the revenue they bring in. Naturally you will ensure that this information is recorded in our CRM so we can analyze our performance against budget. You will also work closely with the Client Services team to ensure that clients receive their new reports at the earliest available opportunity.
- Create a budget and devise the sales strategy – focusing on which clients we can recruit, the most effective way of converting these, and the timescale for achieving this. This will include a detailed plan of which markets need to be visited and when.
- Attend key industry conferences and client networking events to ensure STR Global has an active presence at these.
- Plan and organise sales trips both locally and internationally in their entirety.
Experience required:
- A thorough understanding of the hospitality industry
- Degree (or equivalent) in Hotel Management (or related subject)
- Computer literate
- Strong sales experience and presentation skills
- Second language preferred but not essential.
Skills required:
- Achievement – strong orientation towards achievement and the drive to succeed.
- Business development - identifies and exploits business opportunities.
- Client focused – ability to anticipate and respond to client requirements and a genuine desire to exceed their expectations.
- Communication – strong written and oral communicator with the ability to write clear and concise reports and negotiate effectively with clients.
- Credible– can quickly establish credibility with senior hotel executives and their teams.
- Interpersonal - has the ability to interact effectively with people at all levels in an organisation including senior hotel executives and their staff.
- Motivated - highly motivated with the vision and commitment to succeed.
- Organised - good organisational skills with the ability to prioritise tasks and follow through. Able to manage a variety of projects to a high standard within tight deadlines.
- Planning – efficient and effective forward planner of work and projects. Able to find create solutions to solve problems and not afraid to make informed decisions.
- Proactive and solutions focused - determination and the initiative to initiate action, influence events and achieve objectives.
- Professionalism - demonstrates credibility and appropriate verbal and non-verbal behaviour with clients and colleagues and adapts personal style where necessary.
- Tenacity - has the determination and initiative to initiate action, influence events and achieve objectives.
- Teaming - acts as an integral part of the team, keeping other members informed about what is happening as well as assisting colleagues as required.
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