Sales Manager

Roles and responsibilities

1. Endeavors to achieve the budgeted production of all his accounts.

2. Implements all sales action plans outlined in the Revenue Plan as directed by DOS/ RDOSM.

3. Calls on pre-determined number of companies per day according to agreed action plans.

4. Attends any sales related function within the Hotel and outside as directed by DOS/ RDOSM.

5. Establishes and maintains files on all active accounts he is responsible for. Ensures these are maintained as live files by tracing follow-up calls.

6. Promotes and produces sales leads for all IHC Hotels in Saudi Arabia and for IHC Hotels worldwide.

7. Plans sales trips, under the direct approval of Director of Sales/ Assistant Director of Sales to area with potential business for Saudi Arabia.

8. Provides feedback to the Director of Sales on changing marketing conditions, including trends in the competition, as a result of direct sales solicitation, telephone and direct mail, with his accounts.

9. Obtains a full Potential Analysis at least once a year on all his accounts. Complete a Strategic plan on all KA and KP and maintains this as a guide within the file.

10. Arranges and accompanies clients on FAM/ Site inspection trips to Riyadh IHC and his base Hotel.

11. Disseminates sales related information to other departments as appropriate.

12. Maintains a high level of exposure in the Hotel in major market areas through direct sales solicitation; telephone contact, and written communications.

13. Establishes and maintains effective employee relations.

14. Complies with Sales & Marketing Reports for his Hotels where appropriate.

15. Complies with Hotel’s health, Safety and hygiene policy.

16. Performs related duties and special projects as assigned.

Desired candidate profile

Sales Strategy and Planning

• Sales Strategy Development: Develop and execute comprehensive sales strategies to drive revenue growth and market share expansion.
• Target Setting: Set clear and achievable sales targets for the sales team, aligning with the company’s overall objectives.
• Market Research: Conduct regular market analysis to identify new opportunities, emerging trends, and competitive strategies.
• Product/Service Positioning: Collaborate with marketing and product teams to ensure proper product/service positioning and alignment with customer needs.

Team Leadership and Management

• Team Leadership: Lead, motivate, and manage the sales team, fostering a high-performance culture focused on meeting and exceeding targets.
• Training and Development: Provide ongoing training, coaching, and mentoring to sales staff to improve sales techniques, product knowledge, and customer service.
• Performance Management: Monitor team performance, provide feedback, conduct performance reviews, and develop improvement plans as needed.
• Recruitment: Assist in hiring new sales staff, ensuring that candidates possess the skills and motivation to succeed in the role.

Sales Execution and Account Management

• Client Relationship Management: Build and maintain strong relationships with key clients, ensuring customer satisfaction and loyalty.
• Sales Pipeline Management: Oversee the sales pipeline, ensuring timely follow-ups and converting leads into successful sales.
• Negotiation and Closing: Oversee high-value or complex deals, providing assistance in negotiations and finalizing agreements.
• Account Management: Manage key accounts, ensuring that all customer needs are met and identifying opportunities for upselling and cross-selling.

Sales Reporting and Analysis

• Sales Reports: Prepare regular reports on sales performance, revenue forecasts, and market trends for senior management.
• Sales Metrics: Track key sales metrics such as conversion rates, revenue growth, sales volume, and customer acquisition costs to evaluate team and individual performance.
• Budget Management: Work within the allocated sales budget and ensure cost-effective approaches to achieving sales objectives.