About this role
SCOPE Group & Events, Assistant Sales Manager is primarily responsible for managing and driving Catering (banquet/events) and Group bookings. The role encompasses handling residential group requests, catering/meeting events, managing corporate and travel agency accounts, achieving budgeted revenue targets, and taking handover files from Group Sales/Catering departments. The incumbent in the position is responsible for managing accounts which includes developing new business, negotiating contracts and maintaining good relations with actual clients in order to meet and exceed the targets set. Assisting and cooperating with the Director of Sales in reaching the targeted goals as defined in the Sales Department Plan. Solicit existing and potential customers and follow up established accounts on regular basis by phone, by correspondence or by personal contact. Set up appointments and make personal sales calls, telemarketing and site inspections to all existing and potential accounts from corporate commercial accounts and agencies. Follow up on lost business and bring information about them to the knowledge of the department superior. Negotiate with all customers and send out offers/contracts regarding catering and group business. Follow the sales results and propose corrective actions if needed. Explore industry related data, new developments in certain agencies’ structures, new assignments, industrial complexes, new business centers, new projects which all could be interest and benefit of the hotel and to distribute this information to his/her colleagues. Entertain decision makers of the Clients in the F & B outlets of the hotel and to take part in promotional activities with them. Keep close follow up on developments of the competitor hotels (occupancy, structural alterations, renovation, special campaigns, rate promotions, marketing efforts, theme events, catering and banquet offerings, etc.). Also explore and compare Group, and catering/event traffic (who is accommodating guests or hosting events in which hotel) amongst the competitors. Bring ideas and participate in the preparations of the promotional theme events, other promotional activities and invitation lists. Update customers with the latest developments in the hotel and informs hotel management of all changes in the customer profile. Participate preparing the sales action plans, attending sales meetings, developing new ideas such as special packages, programs, promotional activities undertaken by sales department and/or F&B. Take part in sales training programs, trade fairs / shows, sales blitzes and fam trips assigned by the Director of Sales / Senior Director of Sales. Maintain the existence of an efficient customer database system (OPERA) which will be capable of identifying to report sales calls and other sales activities and to carry out updating exercise in certain periods of time. On weekly basis, prepare an activity report which will cover sales call reports, site inspections, fam trips, new agencies, meetings, entertainment and other functions they participated in during the week and presents to Director of Sales / Senior Director of Sales. Cross selling other Kempinski Hotels in the Area and Globally. Follow up all inquiries within 24 hours of receipt and to trace and follow up all past, potential and current client files on a regular basis. Meet and exceed personal monthly, quarterly and/or annual sales goals and to assume partial responsibility for the creation of those goals.