Job description: M & E Sales Executive
Reporting structure:
Key objectives:
- To support the business by achieving and where possible exceeding budget across all segments of Meetings & Events
- To maximize M&E sales at all opportunities by creatively up-selling while working at all times to achieve the best results for the business
- To drive increased conversion from Meeting and events business
- To assist in proactive targeting of Meeting and events clients
- To assist in tele sales and email targeted campaigns
- To provide effective communication between the office, the operations teams and clients to deliver an excellent experience, securing future business and building a positive industry reputation
- To develop and maintain solid communication, verbally, written or in person with clients in order to grow and seek out repeat business opportunities
- To use and develop, my skills in the best possible way in order to contribute to achieving the company’s annual KPIs
- To be commercially aware of influencing factors which may hinder or aid in our business objectives and to report to same to management
Key responsibilities:
- To action all relevant client engagement and communication within set and or appropriate timelines
- To actively engage with key clients and agents in order to deliver excellent service, develop trust, secure accurate feedback and to safeguard future or repeat business
- To proactively secure client feedback in order to protect our business, reputation and improve service in all areas of the M&E function
- To conduct regular site inspections compelling the client to book OCC by providing a great experience and demonstrating our product and services positively and effectively in order to meet client needs and contribute to the achievement of our budget and department KPIs
- To qualify and manage enquiries efficiently and effectively, at all times providing a professional service in line with departmental timelines and standards
- Negotiate on pricing etc. in line with what is offered by our competitors for M & E business, ensuring the best possible option for the business in order to secure the business for O’Callaghan Collection
- Conduct regular follow ups in order to drive conversion, especially for need months, creating business opportunities where possible
- To contract the clients on the relevant Company T’s and C’s, at all times protecting the business
- To manage billing and ensure that follow up where needed, chasing payments to meet agreed T’s and C’s
- To be sharp and diligent. To qualify business appropriately and to communicate company T&Cs in order to secure relevant arrangements, payments, rooming lists etc for hand over to the operational teams within the business
- Construct clear and informative BEOs, outlining all requirements pertinent to the business to enable smooth operation of meetings and events by the hotel teams in line with company standards and time lines
- To be friendly yet professional at all times, both internally within the company and externally with clients, agents and/or guests
- Work closely with other departments, especially Sales, Revenue and Operations, in order to guarantee client/guest satisfaction
- To develop within this role in order to problem solve effectively and in a creative manner, ideally to anticipate any problems and prevent them for happening in order to provide a seamless service to our clients thus protecting and improving our reputation
- To adhere to and ensure enforcement of agreed T&Cs for all business
- To lead by example and provide guidance as necessary with the support of management to more junior team members
- To actively participate in team and company meetings providing input based on guest or personal feedback/observations which may lead to improved revenues, standards or service
- To comply and adhere to all company policies and existing/future procedures related to Human Resources, including managing employee visa restrictions and compliance.
Skills, knowledge and experience required:
- Excellent attention to detail in all areas
- Target driven with a visible drive to increase conversion and revenue
- Good ability to influence in order to convert business
- Excellent presentation, communication and conversational skills, ability to converse easily at any level
- Commercial understanding to aid revenue maximisation
- Ability to work on own initiative and also work as a team player
- Ambition to grow with the team and also to take leadership opportunities with the support of management
Measures of success:
- Growth and development of Group and M & E business and reputation
- Strong client relationships and positive feedback
- Generate new business leads
- Achievement of KPI’s
- Deliver budget
We have a Competency Framework which details clearly what we expect of you in the key areas. This is how you will be measured in your performance reviews and in discussions with your Manager.
| Communicates with impact | Works collaboratively |
| Communicates information and ideas effectively, in a way that others can understand and act upon | Works effectively with others in an emotionally intelligent way to achieve team and business goals |
| · Communicates clearly · Challenges others · Provides feedback · Listens · Is open and honest | · Understands others · Adaptability · Works for the team · Understands impact on others · Seeks to make collaborative decisions · Willingly shares expertise and knowledge |
| Owns performance | Delivers Quality |
| Takes responsibility for personal performance and approaches role with passion, enthusiasm and commitment | Meets targets and delivers quality for own internal and external customers through effective and efficient means and processes |
| · Positivity · Challenges self · Pro-active · Agile · Works with pace · Lives the Values | · Customer focused · Solves customer challenges · Effective planning · High operational standards · Measures performance |
| Solves problems | Enables others |
| Anticipates, solves and learns from challenges | Leads with energy and passion and delivers through getting the best from others |
| · Addresses problems · Innovates · Remains calm · Seeks help · Educates others | · Develops and utilizes talent · Empowers others · Manages performance · Builds effective teams · Adapts own leadership style |
| Works commercially | |
| Makes effective short and long-term commercial decisions to deliver key business objectives and targets | |
| · Understands the customer · Understand the market · Decision making · Risk taking · Seeking commercial opportunities | |
At all times when you are at work, we expect you to practice the Company Values – these were designed by our teams based on what it is like to work at the O’Callaghan Collection and we employ people who we believe will live these values every day in what they do.
PROUD – we’re proud of our work and our uniquely styled hotels
CARING – we care about our customers and about each other
ACCOUNTABLE – we own our actions and think about their wider impact
DETERMINED – we’re adaptable, resilient and love a challenge!
Company Vision
By following this Job Description and the SOP’s for your role, you will support the O’Callaghan Collection in the delivery of our Company Vision -
“We strive to make our guest experiences extra special. We’re proud to work as a team, aiming to provide exceptional service and to make great memories that ensure our guests come back to stay here at O’Callaghan Collection”.
