Senior Business Development Manager - MICE/ WHO (based Resort - Danang)

What’s the job?

As Senior Business Development Manager - MICE you will focus on developing new group opportunities and build long term lasting relationships in the International MICE arena, with a particular focus on Incentives, Residential Conferences and Events in order to generate revenue and maximise performance across, Rooms, Catering, Events, Banquets and F&B outlets.

Your day-to-day

Financial

• Actively uncover, pursue and convert opportunities to grow the Resort’s revenue, create an ongoing pipeline, and successfully shift business from the competition through active engagement with the customer.

• Work collaboratively with IHG Global Sales network to position Resort with key partners and third party agencies (PCOs, Incentive Houses, Event Planners, Corporate Events, Leisure & Tour Series).

• Focus on International markets including but not limited to – UK & Europe, USA, Pacific, Middle East and India.

• Identify new source markets and create strategies to penetrate them.

• Manage and develop digital communication plan within segment.

• Utilise existing platforms, systems and data to leverage and drive enquiries.

• Manage account base to exceed targets with the implementation of effective sales plans and activities.

• Monitor progress towards sales goals and adjust actions as necessary

• Report monthly on sales activities and conversion against targets

• Identify trends in movement of market mix, pricing, and competition to target prospects, the right business mix, and develop mitigation plans

• Implement prevention measures and contingency plans to keep sales results from falling below plan

• Monitor competitor practices and strategies in order to understand competitor trends and ensure the hotel’s product and services are ahead of the competition. If necessary, refine sales strategies accordingly

• Provide creative input to innovative product development, new revenue and PR opportunities

• Provide input into hotel business plans and vision regarding market segments and accounts

• In conjunction with the Revenue Manager, ADOSM and DOSM understand the long range forecast of the business and what tactical measures and pricing strategies are required to meet budgeted revenue targets.

• Lead pipeline meetings and report on weekly growth to leadership team during revenue meetings.

• Take the lead in forecast meetings with Event Manager and Revenue team.

• Take ownership of resort sole use enquiries.

Guest Experience

• Lead and support sales initiatives with site inspections, client entertainment, familiarisation trips and other events that form part of the sales and marketing plan.

• Develop and maintain contact with key decision makers, key influencers, meeting planners, professional conference and event organisers, and other producers closely aligned to assigned market segments.

• Represent Resort at trade-shows, events and through online webinars.

• Develop and maintain strong relations with stakeholders whose support, cooperation, and services are critical to the success of sales.

• Communicate client requirements and other relevant account / segment information to all relevant departments to ensure their expectations are exceeded.

• Ensure that all stakeholders are made aware of systems, procedures, and information relating to the delivery of all revenue from assigned market segments.

• Act as a trusted business advisor and champion by clients; ensure that commitments are met and value is delivered.

• Maintain strong presence in market by participating in business / industry organisations, associations, and developing a broad external network.

ACCOUNTABILITY

This is a key sales position in a luxury resort. Accountable for driving performance of assigned market segments and account base, ensuring sales targets are delivered and client expectations surpassed.

• 100% salary & service charge in 2 months of probation

• Mandatory insurances in accordance with Vietnamese Law

• Accidental insurance 24/24

• Annual leave from 15 days, 2 days off per week

• Provided duty meal

• HealthCare insurances for loyalty team members

• IHG brand standard training

• Other benefits as per the company/ IHG policies

What we need from you

• Minimum 3 years’ experience in a sales capacity within global MICE segment with a proven track record of success.

• Comprehension of Hotel systems and revenue management principles.

• Proactive approach to developing and maintaining strong relations with clients and stakeholders including customers’ senior management.

• In-depth knowledge of sales principles and techniques.

• Acknowledged as an expert in all aspects of new business hunting and strategies for key account management. • Keep abreast of changes and assess trends in market conditions and consumer buying behaviour to create strategies that drive business opportunities

• Strategic and tactical thinker – ability to develop strategic sales plans, establish goals and objectives, set performance targets and deliver projects on time

• Strong presentation, commercial and communication skills

• Strong influencer and persuader

• Flexible work approach

Required skills:

• Proficiency in MS-Office (Word-Excel-PowerPoint) with experience in PMS and Sales & Catering system like Opera, Fidelio, Delphi

• Excellent communication in English & Vietnamese; especially business writings

• Additional background in F&B or event planning would be an advantage

• Demonstrated past achievements & references on business negotiation, customer service & behavior & client relationship management with a strong focus & business sense

Qualifications:

• Bachelor Degree in Hospitality/Tourism/Business Management. Related fields: English as a Foreign Language/Marketing.

Experience:

• At least 1 – 2 year experience in pro-active selling or business development under MICE segment for a 5 star international property

• Preferably 1 year experience in Wholesale and/or Corporate Segment for a 5 star international property