Validate the potential of assigned accounts
and create account plans as per the IHG hotel Business Development standard
operating procedures
Grow assigned accounts so to meet fixed goals
and maximise profitability
Gather information on current
and prospective clients / contacts to generate incremental business
Maintain effective control of sales expenses
PEOPLE
Use both account interactions and publicly available tools to monitor
competitors' activities as it relates to both the hotel and the portfolio
of accounts and share relevant information with key stakeholders in line
with hotel procedures
Provide feedback to management on changing market
conditions, including competition and market trends
Involve Sales
Manager where appropriate on sales calls and sales meetings
Communicate
to his/her superior any issues encountered and other relevant information
Attend and participate in training sessions, daily briefings and other
meetings as required
Where applicable, supervise, guide and train
Business Development Coordinators in carrying out their responsibilities
GUEST EXPERIENCE
Network within one’s portfolio
of accounts to build relationships with key decision makers and other relevant
staff
Conduct client meetings as well as planning and coordinating site
introduction tours and inspections
Handle and manage clients’ queries
or issues
Be proactive and responsible for the follow up of new
sales leads to enhance guest experience
Develop and maintain contact
with business generators (MICE Planner; travel agents; etc.)
RESPONSIBLE BUSINESS
Ensure accurate and timely updating of
an accurate record of all relevant activities in the provided Sales System (i.e.
Delphi; Opera; etc.) for future reference and control purposes
Update
Account and Contact profiles, attach Account plans, ensure ‘live’ information
for action
Develop awareness and reputation of the hotel and the brand
in the local community.
