Senior Sales Manager

Responsible for achieving and surpassing hotel revenue targets through proactive account management, strategic prospecting, and market expansion within assigned account bases and geographic territories. The Senior Sales Manager works directly with and reports directly to the Director of Sales, supporting key leadership responsibilities, revenue optimization and team development.

The position of Senior Sales Manager is executed satisfactorily when:
- The Hotel achieves and surpasses its overall Financial Objectives.
- The Sales team members under supervision achieve their individual and team Revenue Objectives.
- The individual achieves set Personal Sales Targets and Key Performance Indicators (KPIs).

Key Responsibilities

Sales Leadership and Strategy:
- Assist the Director of Sales in the overall management of the Sales Team, stepping in during the absence of the Director of Sales or Director of Sales & Marketing.
- Represent the department at internal meetings, conference calls, client appointments, and
industry events in the primary absence of the Director of Sales.
- Assist the Director of Sales / Director of Sales and Marketing in defining, executing, and monitoring the annual sales action plan.
- Assist with annual budget preparation by providing statistics, market intelligence, and account
production forecasts.
Account Management and Revenue Generation:
- Manage key accounts on an assigned account base or geographic area, ensuring revenue maximization, achievement of personal targets, and increasing fair market share versus competitor set.
- Proactively prospect new corporate, group, and leisure accounts in assigned markets (including European markets).
- Oversee key client contracting and apply SMART contracting techniques to ensure optimum yielding during rate negotiations.
- Follow up on tentative bookings and ensure prompt conversion within assigned markets.
- Plan, attend, and represent the hotel at trade shows, sales blitzes, workshops, and fam trips.
- Conduct detailed site inspections and client entertaining events.
- Cross-sell other properties within the global Kempinski Hotels network.
Operational and Database Administration:
- Maintain comprehensive knowledge of the hotel’s competitor set, services, room rates, and hotel sales statistics.
- Document all sales actions, meetings and calls in SFA (S&C).
- Maintain and continuously update contact records and profiles in the OPERA database.
- Execute set sales actions strictly within the defined departmental cost budget structure.
- Participate in the hotel’s Duty Manager rotation as scheduled.
- Understand and strictly adhere to Corporate SOPs, Employee Handbook regulations, and Hotel policy on Fire, Hygiene, Health & Safety.
- Perform additional responsibilities and tasks as assigned based on business and hotel needs.

Skills, Knowledge and Expertise

NATIONALITY: Eligible for a working permit in Malta.

EDUCATION: University Degree.

EXPERIENCE: Minimum 5 years in a 4/5 star hotel.

LANGUAGE: Ability to work and communicate in a multinational environment:
English – excellent oral and written skills
Local language – beneficial
Additional language - beneficial

COMPETENCIES: To fill this position the candidate must have:
Planning/organistion
Adaptability
Flexibility
Initiative
Negotiation Skills
Selling Skills
Knowledge of food production and service procedures

TECHNICAL COMPETENCIES: Computer literacy adapted to the field of Sales:
Strong computer skills, including Microsoft Office (Excel/PowerPoint/Word)
Opera Cloud and Sales & Catering

INDIVIDUAL CHARACTERISTICS: To fill this position the candidate must identify with the Kempinski core values, in addition they should be especially:
People oriented
Passionate for European luxury
Entrepreneurial
Straightforward
Integer
Patient & friendly
Tact and diplomacy
Organizational skills
Problem solving & decision making