Groups Sales Manager Luxembourg

Il y a 2 mois

Luxembourg Melia Hotels International Temps plein

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**MISSION**: Responsible for price quotations and contracting for leads (excluding social events) generated for hotels in the sales area.

**STRATEGY**
- Supports the Area Commercial Director in the implementation of the MICE sales strategy for hotels under their responsibility to meet the objectives defined in the Business Plan for each hotel.

**BUDGET**
- Supports the Area DOS in the preparation of quantifiable and qualitative objectives for the Group Cluster team and the internal sales team in decentralised hotels.
- Responsible for achieving the budget for the MICE segment both in terms of rooms (number of room nights and room revenue), event room rental and F&B sales associated with groups through the management of the Hotel Group Quotation team in the sales area.

**HOTEL BUSINESS PLAN**
- Participate in budget preparation for the MICE segment and the Annual Business Plan of hotels in the sales area.
- Achieve and/or exceed the annual budget approved in the Business Plan (MICE segment) for the Cluster hotels in terms of room sales and ARR through an increase in the number of accounts/events and in the sales of event rooms, banquets, audio services and other revenues related to MICE.

**BUSINESS REVIEW**
- Prepare weekly projections (Business Review) and reforecasts (roomnights and room revenue) for the MICE segment in hotels under their responsibility.
- Regularly prepare group revenue reports for each hotel and by business origin for three months and one year ahead for joint analysis by Area Revenue Management and the Area DOS.
- Prepare standard reports on group demand for hotels in the area and send them to the Area DOS, Area Revenue, OC Directors and GMs of decentralised hotels.

**GROUP MANAGEMENT**
- Prepare and supervise price quotes for leads with more than 10 guestrooms and with or without event rooms for hotels in the area to maximise revenues from rooms, event rooms, F&B services and other revenues related to the group.
- Analyse the requests received and the percentage conversion, and define new actions to attract more business based on the results and a market analysis.
- Review and ensure that negotiations, customer contracts and credit policies are implemented in compliance with MHI policies and procedures.
- Update, manages and control group business and the database to ensure that the available information in the FOCUS System is as up-to-date as possible, reporting any incident to the specific department.
- Responsible for the correct use of the group tool (FOCUS).
- Supervise and support the Sales Coordinators/Sales Executives team (Group Cluster and internal in decentralised hotels) in decision-making.
- Once the group or event is confirmed, draft the corresponding service contract and block the guestrooms and event rooms required and confirmed by the customer in the hotel PMS.

**PRICING**
- Participate in the MICE pricing strategy for each hotel together with Area Revenue Management, holding regular meetings to update prices and sales conditions.

**COMMUNICATION**
- Maintain fluid and appropriate communication with the Group Operations team in each hotel (Conference/Banqueting) and update them on issues related to their functions/responsibilities (site inspections, specific room set-ups, etc.).
- Ensure the most efficient transfer of group files to hotels once the group has been contracted.

**DIGITALISATION**
- Ensures the correct and timely management of requests made through Cvent.

**SITE INSPECTION**
- Encourage site inspections for the groups they personally manage and those managed by their team to increase the possibility of confirmation. Coordinate with Operations in the hotels and follow up with the hotel on the result of inspections.
- Attend those site inspections that require their presence due to the value of the group or the customer profile. Report to the Area Director of Sales any inspections in which they should also take part and assess the appropriateness of attendance by the OC Director and/or Managing Director.

**SUSTAINABILITY**
- Ensure metering of energy and/or water consumption for charging to the lessee (if applicable).
- Give visibility to sustainable attributes in the customer relationship (under the instructions of the marketing & branding department).
- Ensure sustainability communication under criteria of t

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