This role will work within a team-based sales environment and will be responsible for booking new business and repeat business. Individual will have prior experience and success in hospitality/conference centre sales specifically focused on B2B selling. Past experience required using a consultative selling approach, space yielding, and with overall account management. Individual will have an enquiring mind about business and will execute proposals/contracts and maintain ongoing client communication. This role will also assist with reactivating dormant accounts, filter and book repeat business, and conduct property tours. Individual will also need to have prior experience with researching the competitive market place so they know how to make strategy shifts when conditions present themselves that may impact business.
Essential Duties and Responsibilities
*Create strategies and action plans that will be instrumental in capturing corporate and week-end business for projected Kingbridge needs.
*Research and monitor market segments to develop business knowledge and sales opportunities. Approach is to align to overall Sales strategy. Work with Team members to execute new leads that will translate into new business. Be a part of creating the Strategic Marketing and Selling Plan for achieving individual sales targets and team targets.
*Network regularly within assigned market segments. Represent the company at local and regional business and association meetings. Work specific geographic areas as discussed and agreed.
*Monitor the competitive marketplace and advise on noted shifts, patterns and trends that may impact business.
*Receive Sales Inquiries and respond in timely fashion. Ensure that the conversation includes questions around meeting preparation: meeting design. Apply useful questions and scripts as outlined in the sales training guide.
*Schedule on-site promotions, property tours and client lunches. Conduct tours according to written sales policy and procedures. Record all sales activities in Delphi. Use trace and follow up on new contacts and leads.
*Prioritize leads based on quality of business and timeliness. Negotiate work flow and follow-up on delegated work with professional grace.
*Prepare customized proposals and establish ‘lead type’ in Delphi. Follow-up and monitor progress through sales funnel from tentative to definite stages. Maintain professional and timely contact with the client.
*Negotiate rates and up-sell to maximize revenue. Maintain brand integrity by not jeopardizing our rate yet finding creative ways to close deals and create long term client partnerships.
*Responsible for updating Delphi with current account information and maintaining a tracking system. All Delphi entries to be accurate and rated to nine levels of business from S-P-T.
*Revive dormant accounts to regain client loyalty. Document and measure results.
*Work with other departments to increase business within their market segment and to ensure the service standards in keeping with company policy.
*Attend weekly Sales Meetings and other departmental Meetings as deemed necessary.
*Track and complete Daily Sales Activities in Delphi and present as a weekly report in the Sales meetings.
*Utilize reporting functions of Delphi to assist in achieving sales mandates.
*Maintain a high level of professional appearance, demeanor and ethics.
*Entertain on behalf of The Kingbridge Centre where necessary, but with discretion adhering to our cost budget and approval by the Sales Team and GM.
*Record expenses incurred on behalf of the company and submit monthly expense account to the GM for approval.
*Follow up with any changes or challenges with Kingbridge Planning Managers.
*Ensure interaction with clients while on property for their event.
*To perform any other reasonable duties as requested by management.
*Using relationship building skills, contact, meet and greet or regularly communicate with assigned top accounts. Effectively discuss client satisfaction levels and probe for further business. Ensure smooth transitions to new account contacts.
*As required, evaluate the attrition levels or other indicators of shift in business and make note with the client to ensure best practices take place in the client’s understanding of how Kingbridge processes work and the policies and rules around contracts and Conference Event Orders.
*Report a narrative on a monthly basis regarding top account management and discussions. Alert key Leadership team members of any business shifts that might impact the top line revenue target and contingency plan.
*Write, speak and relate with each Client as if they were a Partner in the Kingbridge community of interest.
*Productivity: meeting and / or exceeding of set top line revenue quotas and Key Performance Indicator goals.
*Development of new business as a percentage of total business. Critical success criteria will include the overall value of the business in the year and as repeat business.
*Growth in targeted, ‘hot’ market segment. Demonstrated knowledge and profiling within the segment. Measured segment penetration.
*Growth of existing accounts and market segments as a % over three years.
*Selling of Institute programs, services and technologies: ARS, DSR and meeting design.
*Work and time organization abilities.
*Quality of communications with guests and co-workers.
*Timeliness of reports.
*Fact gathering and decision-making competency.
*Dependability in terms of thoroughness and reliability to the business and to the team.
*Attitude towards work, team members and guests.
*Personal grooming, punctuality and attendance.
*Self-development: demonstrable willingness to learn and grow in a culture of collaboration.
1. College/university degree/diploma preferred in Sales and or business administration.
2. Three years of sales/consulting experience in a full service hotel, or preferably professional conference centre.
3. Demonstrable proficiency in Delphi; Microsoft Office; Excel; internet literacy.
4. Ability to write custom proposals and contracts.
5. Must have excellent interpersonal skills and organizational ability.
This incumbent will be based at the Centre but will be focused on meeting with clients out of the office.
The Centre strives to be a high level "four star" facility. Occasionally, longer days and weekends will be required from time to time, to ensure that the needs of the business and deadlines are met.
Very occasionally the incumbent may be required to lift small boxes/packages as it pertains to promotional materials. The employee’s activity will be a combination of standing, sitting, reaching, stretching, typing, and walking.
This position would not be described as a position that required a high level of physical work or activity -–it is very minimal.
This position requires a high level of mental effort – concentration on rates and competitive analysis, written materials, reports, conversations, analysis of statistics and information etc. This is an exempt managerial position requiring strong managerial skills and an ability to concentrate on complex tasks for lengthy but sporadic periods.