Duties
and Responsibilities
FINANCIAL
RETURNS
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Validate of the potential of assigned
accounts and create account plans as per the IHG hotels Business Development
standard operating procedures
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Develop the assigned account
portfolio to meet set goals and maximise profitability
Gather information on current
and prospective clients / contacts to generate incremental
business
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Maintain effective control of sales
expenses
PEOPLE
Use both account interaction
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
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Provide feedback to management
on changing market conditions, including competition and market
trends
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Involve Director of Sales where
appropriate on sales calls and sales meetings
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Communicate to his/her superior any
issues encountered and other relevant information
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Attend and participate in and where
appropriate, organise training sessions, daily briefings and other meetings
as required
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Where applicable, supervise, manage
and train Business Development Executives and Business Development Coordinators
in carrying out their responsibilities
GUEST
EXPERIENCE
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Network within one’s portfolio
of accounts to build relationships with key decision makers and other relevant
staff
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Conduct client meetings as well
as planning and coordinating site introduction tours
and inspections
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Handle and manage clients’ queries
or issues
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Be proactive and responsible for
the follow up of new sales leads to enhance guest
experience
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Develop and maintain contact
with business generators (MICE Planners; travel agents;
etc.) RESPONSIBLE
BUSINESS
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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
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Update Account and Contact profiles,
attach Account plans, ensure ‘live’ information
for action
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Develop awareness and reputation
of the hotel and the brand in the local community.
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Perform other duties
as assigned.
