Head Of Group Sales Italy - Based At Melià Milano Milano

Head Of Group Sales Italy - Based At Melià Milano
Milano
Lombardia, Milano

Head of Group Sales Italy - based at Melià Milano

**_"Whatever story you choose, you are the star"_

At **Meliá Hotels International**, you have the power to create your future.

For us, the most important thing is your talent: We share the passion that makes you put your heart into everything you do, day after day.

We are by your side to help you go beyond your limits, to celebrate every victory with you.

Because together, we are the stars of our own stories.

At **Meliá Hotels & Resorts** we put our soul and our passion into everything we do so that our guests can live a unique experience, full of the warmth and the hospitality that are so typical of our Spanish origin.

If you have an eye for detail and wish to improve yourself every day in an environment which stands out for its personalized customer service, if you enjoy working for a stylish urban or leisure hotel brand, if you want to be part of a team of people who are passionate about what they doThen you belong at **Meliá Hotels & Resorts**.

MISSION: Responsible for price quotations and contracting for leads (excluding social events) generated for hotels in the sales area.

Leads the Group Cluster in the area (where applicable) and/or the internal sales team in non-clustered hotels.

In those Commercial Areas with a relevant MICE Hotels' weight, both roles might coexist, being the Group Sales Manager understood as the second in command.

STRATEGY

Ø Supports the Area Commercial Director in the implementation of the MICE sales strategy for hotels under their responsibility to meet the objectives defined in the Business Plan for each hotel

BUDGET

Ø Supports the Area DOS in the preparation of quantifiable and qualitative objectives for the Group Cluster team and the internal sales team in decentralised hotels

Ø Responsible for achieving the budget for the MICE segment both in terms of rooms (number of roomnights and room revenue), event room rental and F&B sales associated with groups through the management of the Hotel Group Quotation team in the sales area

HOTEL BUSINESS PLAN

Ø Participate in budget preparation for the MICE segment and the Annual Business Plan of hotels in the sales area

Ø Achieve and/or exceed the annual budget approved in the Business Plan (MICE segment) for the Cluster hotels in terms of room sales and ARR through an increase in the number of accounts/events and in the sales of event rooms, banquets, audio services and other revenues related to MICE

BUSINESS REVIEW

Ø Prepare weekly projections (Business Review) and reforecasts (roomnights and room revenue) for the MICE segment in hotels under their responsibility.

Ø Regularly prepare group revenue reports for each hotel and by business origin for three months and one year ahead for joint analysis by Area Revenue Management and the Area DOS.

Ø Prepare standard reports on group demand for hotels in the area and send them to the Area DOS, Area Revenue, OC Directors and GMs of decentralised hotels

GROUP MANAGEMENT

Ø Prepare and supervise price quotes for leads with more than 10 guestrooms and with or without event rooms for hotels in the area to maximise revenues from rooms, event rooms, F&B services and other revenues related to the group

Ø Analyse the requests received and the percentage conversion, and define new actions to attract more business based on the results and a market analysis.

Ø Review and ensure that negotiations, customer contracts and credit policies are implemented in compliance with MHI policies and procedures.

Ø Update, manages and control group business and the database to ensure that the available information in the FOCUS System is as up-to-date as possible, reporting any incident to the specific department.

Ø Responsible for the correct use of the group tool (FOCUS)

Ø Supervise and support the Sales Coordinators/Sales Executives team (Group Cluster and internal in decentralised hotels) in decision-making

Ø Once the group or event is confirmed, draft the corresponding service contract and block the guestrooms and event rooms required and confirmed by the customer in the hotel PMS

PRICING

Ø Participate in the MICE pricing strategy for each hotel together with Area Revenue Management, holding regular meetings to update prices and sales conditions

COMMUNICATION

Ø Maintain fluid and appropriate communication with the Group Operations team in each hotel (Conference/Banqueting) and update them on issues related to their functions/responsibilities (site inspections, specific room set-ups, etc.

)

Ø Ensure the most efficient transfer of group files to hotels once the group has been contracted

DIGITALISATION

Ø Ensures the correct and timely management of requests made through Cvent

SITE INSPECTION

Ø Encourage site inspections for the groups they personally manage and those managed by their team to increase the possibility of confirmation.

Coordinate with Operations in the hotels and follow up with the hotel on