Job Description

Company Description

The Ibis London Earls Court Hotel is currently undergoing a floor by floor refurbishment as it repositions in mid-2024 to a Mercure Hotel. The property will complete its refurbishment by March of 2025 and will comprise of 282 Mercure bedrooms and 222 Ibis Plaza bedrooms cementing it as one of the largest combo hotels across the newly formed Europe & North Africa region for Accor. The hotel also boasts large modular meeting facilities for non-residential events up to 1000 people (meetings, exhibitions, gala dinners) along with other social functions or residential meetings (Conferences, Incentives, business groups) to cater for multiple requirements. The F & B outlets will be a standalone concept to reinforce the property, as it positions to become a potential flagship for the brand within the group.

At present the Ibis rooms are completed, boasting 45% new inventory at the property, with the much anticipated launch of the project within Mercure beginning in mid-September of 2023. Mercure rooms will commence by this point with a first floor of 46 keys completed before the end of 2023. Public Areas and F & B areas will be completed between January to May 2024, before the property re positions itself in the market place by Summer 2024, with a minimum 144 new Mercure keys, 222 Ibis Plaza rooms and an entirely new lobby, M & E meeting space and F & B outlets.

Our objective is to grow our Sales team in preparation for the above timelines and to assist with all the pre project work with the Accor HQ on boarding teams for this new opening. Please see below the over view for the role.



The Senior Sales Manager is responsible for targeting, qualifying and contracting predominately local and global corporate accounts not yet utilising the property. Additional targets are to grow current consortia accounts that can bring incremental revenue to the property and grow the business group segment through total account management or business development with TMC\xe2\x80\x99s, key agencies and DMC\xe2\x80\x99s. The Senior Sales Manager will be proficient in maximising sales opportunities through strategic business development, building relationships with the local area, chamber of commerce, DMC\xe2\x80\x99s, Tourism Bureau\xe2\x80\x99s and leverage relationships with Accor stakeholders to name a few. This is an exceptional role for an entrepreneurial process led individual, focused on achieving results, personal development and working collaboratively within a dynamic sales and events team. All duties that are carried out should be conducted to the highest standard and in accordance with the hotel standards, company policies & procedures, objectives and legal requirements.

Sales

• Create and implement a proactive sales strategy for Room accommodation in the Group (Business Groups and MICE Groups) & Corporate segment (Transient Negotiated) along with ancillary revenue streams not limited to F & B managed streams such as Room Hire & Catering (& F & B spend in newly opened outlets Mid 2024)
• Contract negotiation and re-negotiation of RFP\xe2\x80\x99s in C-Vent
• Accountable for generating and prospecting new business from local market to grow corporate share whilst managing current accounts with long term plan to grow existing portfolio
• To maximise room sales and incremental revenue for supplementary departments such as food & beverage and M & E
• Manage/Grow current business groups segments, through direct channels, agencies, DMC\xe2\x80\x99s and others to name a few
• Perform day to day sales activity including lead generation, account management, face to face meetings, contracting & rate negotiation (under the DOSM\xe2\x80\x99 direction), site inspections, attendance at trade shows, client entertainment and national/international sales trips
• To achieve key performance metrics in appointments, revenue, new business and account development
• Attend and assist with in-house marketing activities, familiarization trips, client hospitality evenings, presentations, show rounds and promotional activities
• Produce accurate, rapid cost calculations and respond to clients with quotations
• To work closely with the Accor Sales Network in order to assist with the achievement of the overall corporate sales target for the hotel
• Carry out Sales Trips to all business areas as specified both domestically and internationally as required

Admin

• Produce required reports of completed sales activity including details of face to face client appointments, presentations, familiarization trips and any other related client interaction
• Update/maintain all market segment sales contact lists/account information in ANAIS, Delphi and other systems as directed
• Compile sales packs and ensure that an adequate supply of relevant stationary, brochures, giveaways are in stock
• To liaise with front office and reservations in regards to new corporate business opportunities, farming leads referred by respective teams, acting as ambassador for hotel and department, coordinating, negotiating and contracting business while ensuring production and volume is tracked for corporate business generated by respective teams
• Assist with office administration ensuring all accounts have on file the necessary documentation, contracts, contact forms, and up to date Account Development Plans focused on corporate
• Ensure constant familiarity with the hotels financial position and selling strategy versus previous year and current budget
• Maintain awareness of the hotels key competitors\xe2\x80\x99 financial performance, of their client interaction, their key account base and corresponding rates and any property developments
• To attend Sales meetings weekly & monthly
• Reporting on production monthly, while planning on driving/recovering accounts either producing/under producing
• Utilising various sales systems to generate new leads and diversify hotels business mix

General

• To respond to any changes in the department as dedicated by the needs of the industry, company or hotel
• To be flexible, extend and carry out job duties including redeployment to alternative departments/areas if required
• To be flexible with the rota, be available to cover shifts over the weekend or during the night
• Reporting immediately to the Director of Sales & Marketing or any other appropriate Department Head, anything which considered being a health and safety hazard

Guest Centric

• To present a professional, friendly and efficient impression of the hotel at all times
• To ensure that all tasks relating to guest comfort, guest satisfaction or the impression the guest receives of the hotel must be treated with utmost priority
• To establish a good working relationship with guest, visitors and colleagues creating a team that works well together and with other departments
• Contributes to guest satisfaction at all times by providing high quality personalised services throughout their stay.
• To assist as required/requested with the solving of any guest feedback and to be able to handle them in the most efficient manner
• Have knowledge of the facilities and services, events offered by the hotel and the surrounding area and actively promote them

Qualifications

Professional & Interpersonal Skills

• Hotel Sales experience (Ideally from large volume led hotel with large M & E operation)
• Segments : MICE, Corporate & some Leisure
• Lanyon/CVENT, Delphi, ANAIS, Opera
• TMC & MICE distribution platforms
• Reporting
• Competent financial acumen e.g. P & L/ Budget / Forecasts
• Dynamic, Self-motivated, Enthusiastic
• Dependable and Adaptable
• Commercial Mind-set
• Self-Starter, resilient & appetite for business development
• Strategic and Process driven
• Organised with excellent communication

Accor