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.