Group Sales Manager

**Position**: Group Sales Manager (Full time #532363)

**Property / Office**: Mandarin Oriental, Santiago

**Location**: Santiago, Chile

The Groups Sales Manager is responsible to quote for the Groups of assigned territory/ market/ industry. Group Sales Manager is responsible to execute segment strategy applicable to his/her responsibility. Furthermore, negotiation and maximization of all group business opportunities from respective market/ segments to meet objectives and contribute to overall hotel sales performance and strategy.

The Group Sales Manager reports directly to the Director of Sales.

Duties and responsibilities
- To evaluate, respond and negotiate all group leads within specified time limits (maximum of 24hrs response time) and to company best practices, to make sure all client needs are met, and the hotel is presented in the best possible terms to materialize group business.
- To establish and maintain effective working relations both within the department and with other departments.
- To attend selected functions and events indicated by Director of Commerce.
- Organize and conduct sales appointments / sales calls.
- Organize and conduct training sessions and presentations for clients.
- To be informed of any market information including changing market conditions and trends in competition. To review, analyze, adapt, and implement these findings with the Director of Commerce, potentially taking action to implement counteractions / programs together with the Sales team stay relevant in a very competitive market.
- To maintain and develop relationships with all key industry decision-makers such as DMCs/Corporate Events Manager/Travel Advisors, agencies and any party with Group potential.
- To organize, coordinate and conduct familiarization trips and hotel site inspections for the Group segment.
- To maximize sales activities to ensure occupancy, rate and yield objectives are achieved in accordance with group sales plan and goals.
- To achieve budgeted room nights and average group rate targets in keeping with the annual budget and sales plan for groups, tour series and incentive business.
- To effectively administrate and co-ordinate all group bedroom bookings until handover is made to the coordinator.
- To maximize sales for other hotel revenue generating departments (Food and Beverage, SPA, transportation, etc.).
- To effectively manage a portfolio of key accounts through planned sales activities, maximizing account potential in terms of rate and/or room-nights in accordance with overall and specific Group Sales strategies.
- To work in conjunction with Group Sales Coordinator to load in Delphi-SF (account profiles, new contacts, group quotations, group status, contract details, billing arrangements and deposit requirements, etc.) and make sure all data is accurate and updated.
- To maintain a high level of exposure for the hotel in the major marketing areas through direct sales solicitation, telephone, and written communications. Prospecting, focusing on new business developmet.
- To have full knowledge of overall hotel product and hotel’s primary competition.
- To work closely with MO Sales offices to be updated on market changes, share best practices, market intelligence, reports and revision of pipeline, follow up on existing and potential group business and ensure goals are achieved.
- To be informed of any upcoming projects or developments (estimated opening dates) of Mandarin Oriental Hotel Group.

Communication

Coordinate quarterly (or when needed) Group and hotel updates (news, offers, packages, etc.) to clients and partners.

To participate in partner’s and RSOs marketing activities such us; targeted newsletters and any other opportunities to penetrate your market.

Ensure all Group presentations, directories, capacity sheets, Cvent and other possible online RFP portals, are up to date.

Industry partners relationships
- Drive and build relationships with commercial related partners such as industry associations and other key industry players.
- Co-host events, exposure actions, and collaborations with the above organizations ensuring no preference is given to any supplier.

**Reporting, Systems and Automated related activities**
- To fully utilize Delphi - Salesforce and other MOHG standard computer software that is applicable, or systems that are applicable.
- To strictly follow Delphi Best practices.
- To ensure applicable reports are supplied, supervised and correct.
- To ensure all meetings with clients are logged in Salesforce (or applicable system in place) and accounts, contacts, bookings, and any client related activities are tracked and kept up to date.
- To run and keep Delphi reports up to date (lost business report, Account production, market segment, territory, and other relevant analysis).
- Work closely with team to ensure the Sales assigned target is met monthly, quarterly, and annually.
- Analyze and follow-up your market productions, current or future, dec