The Role
- The Senior Meeting & Events Manager is responsible for proactively driving Meetings & Events business to the hotel through new business acquisition, development of existing accounts and conversion of MICE opportunities.
- The role has a strong focus on external sales activity, account development and lead generation, with the objective of maximizing Meetings & Events revenue, group room nights and Food & Beverage contribution.
Key Deliverables and Responsibilities
Planning & Organizing:
- Proactively identifies, targets and develops new Meetings & Events business opportunities for the hotel.
- Develops business from corporate accounts, government entities, DMCs, PCOs, event agencies, associations and other potential MICE partners.
- Conducts regular external sales calls, client appointments, sales blitzes, networking activities and client entertainment to generate new MICE opportunities.
- Develops and maintains a qualified pipeline of prospect, tentative and definite MICE business and ensures consistent follow-up to maximize conversion.
- Identifies new prospect accounts and prepares individual account action plans with clear revenue potential and conversion objectives.
- Proactively targets business for hotel need periods and low-demand dates in coordination with the Cluster Director of Sales & Marketing and Revenue team
- Assess group business to maximize contribution from available public space, generating room revenues whilst achieving Meetings and Events budgets
- Yields all leads prior to the offer letter being sent out, in terms of, venue assigned or rates offered – especially in an area set up, and seeks the required approval to take the booking
- Ensures that Sales and Catering PMS is well managed, maintained and updated as per company policy & standards
- Supervision and communication with Meetings and Events Operations during events and assuring guest satisfaction throughout the event.
Operations
- Maintains a sales call pattern averaging 25 calls a week.
- Minimum two accounts entertainment per week.
- Establishes and maintains histories on every account with his/her market segments.
- Seeks intelligence information from accounts and competition.
- Interacts and liaise closely with Front Office, Reservations, Food & Beverage, and Banquet & Conference Departments.
- Assist with Sales Blitz, coordinated by the Asst. Director of Sales.
- Solicits and service both Corporate and Groups business
- Arranges site inspections of hotel.
- Where applicable, closely coordinate and communicate with the international sales office with regards to RFP accounts/markets that are serviced by Outbound Sales
- Maximizes up selling opportunities whenever possible.