Manager of Reactive Sales

Salary Details

Salary Description: Competetive Salary Offered

Job Description For Manager of Reactive Sales

JOB SUMMARY

Maintains the hotel rooms and event space inventory for the hotel(s) and responsible for maximizing revenue. The Manager of Reactive Sales releases group rooms back into general inventory and ensures clean booking windows for customers. The position recommends pricing and positioning of the hotel. In addition, the position oversees the inventory management system to verify appropriateness of agreed upon selling strategies.

The position assists with the soliciting and handling of sales opportunities. Ensures business is turned over properly and in a timely fashion for proper service delivery. Assists in leading all day-to-day activities related to sales with a focus on building long-term, value-based customer relationships that enable achievement of sales objectives. Achieves personal and departmental sales goals.

Contact appropriate individual or department (e.g., Sales, Data Administration, Accounting) as necessary to resolve guest calls, requests, or problems. Use sales techniques that maximize revenue while maintaining existing guest loyalty to Marriott, including up-selling. Promote awareness of brand image internally and externally. Ensure requests for redeeming Marriott points is within policy. Ensure all reservation (group, events and individual) requests, changes, and cancellations received by phone, fax, or mail is actioned as per policy. Ensure that all guest calls, requests, questions, or concerns are actioned timeously. Perform general office duties to support Sales & Marketing.

Assist management in training and motivating employees; serve as a role model. Follow all company policies and procedures; ensure uniform and personal appearance are clean and professional; maintain confidentiality of proprietary information; protect company assets. Welcome and acknowledge all guests according to company standards; anticipate and address guests' service needs; thank guests with genuine appreciation. Speak with others using clear and professional language; prepare and review written documents accurately and completely; answer telephones using appropriate etiquette. Develop and maintain positive working relationships with others; support team to reach common goals; listen and respond appropriately to the concerns of other employees. Monitor the performance of others to ensure adherence to quality expectations and standards. Read and visually verify information in a variety of formats. Perform other reasonable job duties as requested by the Head of Sales and Marketing.

CANDIDATE PROFILE

Education and Experience
• 2-year degree from an accredited university in Business Administration, Finance and Accounting, Economics, Hotel and Restaurant Management, or related major; 4 years experience in the sales management and marketing, or related professional area.

OR
• 4-year bachelor's degree from an accredited university in Business Administration, Finance and Accounting, Economics, Hotel and Restaurant Management, or related major; 2 years experience in the revenue management, sales and marketing, or related professional area.

CORE WORK ACTIVITIES

Analyzing and Reporting Revenue Management Data
• Compiles information, analyzes and monitors actual sales against projected sales.
• Identifies the underlying principles, reasons, or facts of information by breaking down information or data into separate parts.
• Analyzes information and evaluates results to choose the best solution and solve problems.
• Using computers and computer systems (including hardware and software) to program, write software, set up functions, enter data, or process information.
• Generates and provides accurate and timely results in the form of reports, presentations, etc.
• Conducts sales strategy analysis and refines as appropriate to increase market share for all properties.
• Maintains accurate reservation system information.
• Analyzes period end and other available systems data to identify trends, future need periods and obstacles to achieving goals.
• Generates updates on transient segment each period.
• Assists with account diagnostics process and validates conclusions.

Managing Projects and Strategy
• Utilizes interpersonal and communication skills to lead, influence, and encourage others; advocates sound financial/business decision making; demonstrates honesty/integrity; leads by example.
• Updates market knowledge and aligns strategies and approaches accordingly.
• Achieves and exceeds goals including performance goals, budget goals, team goals, etc.
• Attends meetings to plan, organize, prioritize, coordinate and manage activities and solutions.
• Establishes long-range objectives and specifying the strategies and actions to achieve them.
• Takes a predetermined strategy and drives the execution of that strategy.
• Demonstrates knowledge of job-relevant issues, products, systems, and processes.
• Understands and meets the needs of key stakeholders (owners, corporate, guests, etc.).
• Explores opportunities that drive profit, create value for clients, and encourage innovation; challenges existing processes/systems/products to make improvements.
• Provides revenue management functional expertise to hotel general managers, leadership teams and market sales leaders.
• Ensures hotel strategies conform to brand philosophies and initiatives.
• Ensures that sales strategies and rate restrictions are communicated, implemented and modified as market conditions fluctuate.
• Prepares sales strategy meeting agenda, supporting documentation.
• Communicates proactively with properties regarding rate restrictions and strategy.
• Manages rooms inventory to maximize hotel rooms and event space revenue.
• Assists hotels with pricing and provides input on business evaluation recommendations.
• Leads efforts to coordinate strategies between group sales offices.
• Supports hotel selling initiatives by working with all departments.
• Uses reservations system and demand forecasting systems to determine, implement and control selling strategies.
• Checks distribution channels for hotel positioning, information accuracy and competitor positioning.
• Ensures property diagnostic processes (PDP) are used to maximize revenue and profits.
• Initiates, implements and evaluates revenue tests.
• Provides recommendations to improve effectiveness of processes

Building Successful Relationships
• Develops and manages internal key stakeholder relationships in a proactive manner.
• Acts as a liaison, when necessary, between property and regional/corporate systems support.

Managing and Conducting Human Resources Activities
• Interviews and hires employees with the appropriate skills to meet the business needs of the unit.
• Utilizes all available on the job training tools for employees.
• Communicates performance expectations in accordance with job descriptions for each position and monitors progress.
• Conducts employee performance appraisals according to Standard Operating Procedures.
• Establishes and maintains open, collaborative relationships with employees and ensures employees do the same within the team.
• Solicits feedback, utilizes an "open door" policy and reviews employee satisfaction results to identify and address employee problems and concerns.
• Manages employee progressive discipline procedures for areas of responsibility.
• Ensures regular on-going communication is happening in all areas of responsibility to create awareness of business objectives and communicate expectations, recognize performance and produce desired business results.

Additional Responsibilities
• Informs and/or updates the executives, the peers and the subordinates on relevant information in a timely manner.
• Attends staff/forecast/long range meetings as requested by hotel.

Marriott International is an equal opportunity employer. We believe in hiring a diverse workforce and sustaining an inclusive, people-first culture. We are committed to non-discrimination on any protected basis, such as disability and veteran status, or any other basis covered under applicable law.

Protea Hotels by Marriott® is the leading hospitality brand in Africa and one of the most widely recognized hospitality brands on the continent, with over 60 hotels across South Africa, Zambia, Nigeria, Namibia, Tanzania and Uganda. If you have a passion for delivering every guest a personalized service experience and desire to be part of the 'Coolest Hotel Brand in South Africa', join the Protea Hotels by Marriott® team today! In joining Protea Hotels, you join a portfolio of brands with Marriott International. Be where you can do your best work, begin your purpose, belong to an amazing globalteam, and become the best version of you.