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Lead, manage, and maximize business opportunities within assigned sales territories and customer segments, driving revenue growth across all product lines and service offerings
Develop and maintain robust, positive relationships with key accounts, corporate clients, business partners, and industry stakeholders to secure and expand business opportunities
Establish and execute comprehensive personal business plans in alignment with organizational strategy, identifying and developing key accounts while maintaining detailed records of all sales agreements, contracts, proposals, and quotations
Achieve and exceed sales targets related to new active accounts, revenue generation, and business development metrics as set by senior leadership; submit weekly sales activity and business development plans for review and approval
Conduct strategic account management activities, including face-to-face sales calls, client visits, virtual meetings, and business development calls, maintaining an average of 25 calls per week
Prepare and deliver compelling quotations, negotiate corporate contracts, and develop customized proposals that maximize up-selling and cross-selling opportunities while ensuring selling strategies are adhered to during negotiations
Arrange and conduct site inspections, client presentations, hotel tours, and professional client entertainment activities to showcase offerings and build lasting partnerships
Attend major industry events, networking functions, trade shows, and exhibitions to promote the organization's products and services while gathering market intelligence and competitive information
Establish and maintain detailed account histories and business intelligence for all assigned accounts; develop prospect accounts and implement Sales Action Plans for key opportunities
Collaborate closely with cross-functional departments including operations, customer service, and delivery teams to ensure effective fulfillment of client requirements and seamless service delivery
Monitor account revenue, production, and business performance metrics; analyze market trends and competitor activities to identify opportunities for new business, repeat business, and long-term partnerships
Maintain comprehensive and up-to-date account and contact databases, ensuring all relevant information is accurately recorded in the organization's systems and readily available for reference
Prepare and submit accurate weekly and monthly sales activity reports, account production reports, and business development analyses to senior leadership
Attend daily departmental briefings, weekly sales review meetings, and departmental communication sessions to stay informed and aligned with organizational objectives
Provide market feedback to senior leadership on changing market conditions, emerging trends, client requirements, and competitive landscape developments
Demonstrate professional business etiquette, maintain strict confidentiality regarding business matters, and uphold the highest standards of professionalism and ethics in all client and colleague interactions
Perform related duties and special projects as assigned by senior leadership to support organizational goals and initiatives
Bachelor's Degree in Business Administration, Sales, Marketing, or a related field
Minimum 2 years of professional experience in a sales management role within a corporate, hospitality, or business-to-business environment
Proven track record of achieving and exceeding sales targets and revenue goals in a competitive sales environment
Demonstrated proficiency in Sales & Catering software systems, Customer Relationship Management (CRM) platforms, and Microsoft Office Suite (Word, Excel, PowerPoint, Outlook)
Strong knowledge of account management principles, contract negotiation, and business development strategies
Excellent written and verbal communication skills in English; ability to articulate ideas clearly and persuasively to diverse audiences
Valid driving license
Strategic account management and relationship-building capabilities with corporate and business entities
Sales forecasting, budgeting, and revenue optimization expertise
Negotiation and contract management proficiency
Market analysis and competitive intelligence gathering abilities
Cross-functional collaboration and team leadership capabilities
Professional business etiquette and client entertainment standards knowledge
Commitment to maintaining confidentiality and adhering to professional ethics standards
Job description provided by ACCOR.
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