A. Job Purpose

The Senior Sales Manager/Sales Manager is responsible to drive membership sales opportunities for The Bay Club. S/he is accountable for new member acquisitions with the right profile mix and relationship building with existing / potential members. The job involves managing day-to-day membership sales activities with a focus on sustainable client relationships, tracking new markets, identifying opportunities and revenue maximization.

B. Job Accountabilities

v Manage Sales Activities

·        Ensure that The Bay Club as a brand is promoted and presented in the best manner.

·        Participate in preparation of sales forecasts and reporting to the management, for use in organizational / strategic planning and budgeting.

·        Implement cohesive sales activity plans for specific market sectors to maximize business potential, achieve revenue targets and profitability.

·        Assist with selling, implementation and follow-through of sales promotions and business deals with members.

·        Execute and support the operational aspects of business booked by generating proposals and managing member correspondence.

·        Responsible for client show-arounds and business presentations.

·        Analyse performance against targets, competitor strategies, customer intelligence and service expectations.

·        Ensure that there is a seamless turnover from Sales to Operations, while consistently delivering high levels of clientele satisfaction.

·        Deliver efficient solutions to members, by creating a mechanism to channel issues to Leadership and / or appropriate stakeholders.

·        Perform other duties, as assigned, to meet business requirements.

v Build Long-term Relationships

·        Build and enhance client relationships with existing / new members.

·        Interact with members to obtain feedback on product quality and service levels.

·        Drive the loyalty programme of the Club.

·        Provide accurate and effective turnover to Member Relations teams for a seamless member experience.

·        Participate in sales exhibitions on behalf of the business to tap into new opportunities and build on a network of potential clients.

C. Skills/Competencies

·        Business Acumen - Understand and utilize business information to manage sales operations.

·        Devise Sales Strategies and Solutions - Explore novel ways of dealing with challenges and opportunities; develop processes that appropriately consider available facts, constraints, competitive circumstances and possible consequences.

·        Sales Ability: Use persuasiveness and communication methods to gain positive outcomes. Must have strong subject knowledge with appropriate negotiation skills.

·        Sales Call Facilitation - Ensure that a call serves its sales objectives, maximize the productiveness of interactions by monitoring and building on client cues.

·        Sales Disposition - Demonstrate positive traits and an outlook that characterize successful sales personnel; exhibit behaviour styles that facilitate adaptation to the requirements of the role.

·        Sales Implementation - Support the implementation of sales strategies and systems.

·        Sales Opportunity Analysis - Utilize financial, industry, and organizational data; accurately evaluate business strengths and key issues, that may impact sales strategies and plans.

·        IT Literacy - Familiarity with Sales applications used in the field. Excellent presentation skills.

·        Should be well versed with the Membership Sales/MICE /Associations etc.

D. Qualifications

·        Essential - Bachelor’s degree in hospitality or any other related discipline from an accredited university.

·        Desired - PG in Sales & Marketing from an accredited university.

E. Experience

·        Minimum 8 to 10 years of experience in Hospitality or Events industry.

·        Minimum 3 to 4 years of experience in a managerial position.

·        Prior Sales experience in Luxury Hotels or Luxury Membership Clubs is a plus.

·        Pre-opening experience will be an added advantage.