Heritage Line

What’s the job?

As Senior Business Development Manager - Leisure you will manage the key Wholesale segment for the Resort, enhancing the existing portfolio of partners and build long term lasting relationships with a particular focus on Domestic and Regional opportunities to generate revenue and maximise performance across, Rooms, F&B outlets, Spa and Activities.

Your day-to-day

Financial

• Manage and oversee overall Wholesale segment, including in depth review, analysis and rollout of contracted rates.

• Identify market mix trends, pricing, and competition to target prospects and inventory opportunities to contribute to optimal segment mix.

• Utilize existing sales platforms, client base and historical production to identify geographic opportunities, campaigns and partnerships.

• Work alongside IHG Global and Regional sales to map Wholesale marketing plan, campaign activity and drive low season occupancies.

• Regional approach to identifying new source markets and create strategies to penetrate them.

• Conduct opportunity research using subscribed channels to identify potential new business and opportunities.

• Manage assigned account base to exceed targets with the implementation of effective sales plans and activities.

• Monitor progress towards sales goals and adjust actions as necessary.

• Present weekly and report monthly on sales activities and conversion against targets.

• Implement prevention measures and contingency plans to keep sales results from falling below plan.

• Monitor competitor practices and strategies in order to understand competitor trends and ensure the hotel’s product and services are ahead of the competition. If necessary, refine sales strategies accordingly.

• Provide creative input to innovative product development, new revenue and PR opportunities

• Provide input into hotel business plans and vision regarding market segments and accounts

• In conjunction with the Revenue Manager, ADOSM and DOSM, understand the long range forecast of the business and what tactical measures and pricing strategies are required to meet budgeted revenue targets

Guest Experience

• Support sales initiatives with site inspections, client entertainment, familiarisations, tradeshows and other events that form part of the sales and marketing plan.

• Develop and maintain contact with key decision makers and influencers, travel planners, travel consultants, group departments, destination management companies, and other producers closely aligned to assigned market segments and the industry.

• Develop and maintain strong relations with stakeholders whose support, cooperation, and services are critical to success.

• Communicate client requirements and other relevant account / segment information to all relevant departments to ensure their expectations are exceeded.

• Ensure that all stakeholders are made aware of systems, procedures, and information relating to the delivery of all revenue from assigned market segments.

• Act as a trusted business advisor and champion by clients; ensure that commitments are met and value is delivered.

• Maintain strong presence in market by participating in business / industry organisations, associations, and developing a broad external network.

ACCOUNTABILITY

This is a key sales position in a luxury resort. Accountable for driving performance of assigned market segments and account base, ensuring sales targets are delivered and client expectations surpassed.

• 100% salary & service charge in 2 months of probation

• Mandatory insurances in accordance with Vietnamese Law

• Accidental insurance 24/24

• Annual leave from 15 days, 2 days off per week

• Provided duty meal

• HealthCare insurances for loyalty team members

• IHG brand standard training

• Other benefits as per the company/ IHG policies

What we need from you

• Minimum 3 years’ experience in a sales capacity within Leisure / Wholesale segment with a proven track record of success.

• Comprehension of Hotel systems and revenue management principles.

• Proactive approach to developing and maintaining strong relations with clients and stakeholders including customers’ senior management.

• In-depth knowledge of sales principles and techniques.

• Acknowledged as an expert in all aspects of new business hunting and strategies for key account management. • Keep abreast of changes and assess trends in market conditions and consumer buying behaviour to create strategies that drive business opportunities

• Strategic and tactical thinker – ability to develop strategic sales plans, establish goals and objectives, set performance targets and deliver projects on time

• Strong presentation, commercial and communication skills

• Strong influencer and persuader

• Flexible work approach