Sales Manager - MICE - Sales & Business Development jobs in Malta - July 2024
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Sales Manager - MICE

Meliá Hotels International , Central Malta

Published on 02 Jul 2024

Expires in 13 days (01 Aug 2024)

Job Summary: The Sales Manager Mice is responsible for the quotation and contracting of leads (excl. social events) generated for the hotels in the Sales Area. Leads the Group Cluster in the area (where applicable) and/or the internal sales team in non-clustered hotels.

What will I be doing?

  • Supports the Area DOS in the development of the MICE segment sales strategy for the hotels under their responsibility, in order to meet the objectives defined in each hotel’s Business Plan.
  • Supports the Area DOS in the development of quantifiable and qualitative objectives of the Group Cluster team and internal sales of decentralised hotels.
  • Responsible for the fulfilment of the MICE segment budget both in terms of rooms (Room nights and Room Revenue volume) and in Room Rental and F&B sales associated to groups through the management of the Group Quotation team for the Hotels in the Sales Area.
  • Participates in the preparation of the MICE segment budgets and the Annual Business Plan of the hotels in the Sales area
  • Achieves and/or exceeds the annual approved budget in the Business Plan (MICE segment) of the hotels both in room sales and ARR through the increase in the number of accounts/events, as well as in Banqueting Room Sales, Banquets, audios and other MICE-related revenues.
  • Prepares weekly projections (Business Review) and reprojections (RN & Room Revenue) for the MICE segment of the Hotels under their responsibility.
  • Regularly prepares group production reports by hotel and by source of business for three months and one year in advance for joint analysis by Revenue management and the Area DOS.
  • Prepares standard reports on the evolution of group demand in the hotels of the area and sends them to the Area DOS
  • Prepares and supervises quotations for leads of +10 rooms with or without banqueting rooms, for the hotels in the area with the aim of obtaining the highest possible business from rooms, banqueting rooms, F&B and other related revenues for the group.
  • Analyses the requests received and the percentage of business that has materialised, and depending on the results and the market study, defines new actions to achieve greater business acquisition.
  • Reviews and ensures that negotiations, customer contracts and credit policy are conducted in accordance with MHI's established policies and procedures.
  • Updates, manages and controls the group business and its database, ensuring that the information available is as up to date as possible in the FOCUS system, reporting any incident to the specific department.
  • Responsible for the correct use of the groups tool (MARS)
  • Supervises and supports, in decision-making, the team of Sales Coordinators/Sales Executives (Cluster Groups and internal in decentralised hotels).
  • Once the group or event has been confirmed, draws up the corresponding service contract and blocks in the hotel's PMS the banqueting rooms and rooms required and confirmed by the client.
  • Participates in the MICE segment pricing strategy of each hotel together with the Area Revenue Manager, holding regular meetings to update prices and sales conditions.
  • Maintains a fluid and correct communication with the Group Operations team in each hotel (Conference/Banqueting) and updates them on issues related to their duties/responsibilities (site inspections, specific set-ups, etc).
  • Ensures an excellent handover of files to the hotel once a group has been contracted.
  • Ensures correct and timely management of Cvent channel requests.
  • Promotes site inspections of the files they manage personally and those of their team in order to increase the group's chances of materialisation. Coordinates with hotel operations and follows up with the hotel on the outcome of the operation.
  • Attends those site inspections that require their presence due to the value or profile of the client. Alert the Area Director of Sales of visits in which they should also participate and assess exceptional presence of the CO and/or Managing Director.
  • Be knowledgeable of their department's budget
  • Support the head of department in the preparation of projections.
  • Is knowledgeable of the economic results of the hotel and the economic results of their department, as well as the deviations vs. budget/projection.
  • Ensure the fulfilment of the economic goals established in the department and being aware of the economic goals of the hotel, as well as their fulfilment.
  • Support the head of department in the placing of orders following the established procedure, as well as in the control of materials and services.
  • Support and participate in the identification of talent in their department.
  • Be knowledgeable of the Brand philosophy, ensuring optimal implementation of the standards, operations and identity manuals that apply to their department.
  • Ensure the customer's experience and personalise their stay, anticipating their needs and exceeding their expectations.
  • Be knowledgeable of the hotel’s evacuation plan.
  • Support in the responsibilities assigned to them in the Centre's Self-Protection Manual or local equivalent in other countries.
  • Ensure compliance with the Occupational Health and Safety Procedures and Instructions.
  • Be knowledgeable of the individual protection equipment of the department and to support in its correct implementation and use by means of the corresponding training actions.
  • Assume the responsibilities assigned in the Occupational Health and Safety Management System Manual


What are we looking for?

  • Degree in Tourism, Hospitality or similar.
  • Knowledge and business B2B, Corporate and MICE contacts.
  • Great ability to communicate and negotiate.
  • Hands-on and results oriented.
  • Customer service and analytical skills.
  • Knowledge of PMS Opera Cloud and Focus tools.
  • Availability to travel.

Full Time
Job Type
Experienced (3 years +)
Experience Level
Sales & Business Development
Hotels, Restaurants & Catering

Group Sales Manager

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