My client, a major London University, is looking for a Hospitality Sales Development Manager to run their event sales function at the University facilities.

Purpose of the Post

• The post holder leads the management and direction of the Events Sales Team to ensure the delivery of high-quality internal and external events, drives revenue growth, and improves overall performance in line with the clients’ vision and values.
• The post holder will develop and execute a comprehensive Events Sales strategy encompassing both internal and external events. You will be required to ensure the seamless planning and execution of events and conferences to uphold my client’s reputation for excellence.
• The role will oversee high-profile internal events, including graduation ceremonies, with meticulous attention to detail and a focus on achieving organizational objectives.
• The post holder will manage the Reservations Manager to ensure the maximising of revenue and profit of accommodation through effective systems, pricing, inventory, yield, and revenue management. They ensure the effective management of the reservations and bookings to deliver a high-quality guest experience.

The role will be required to develop effective systems and ways of working to support staff productivity.  The post holder will also prepare annual budgets which reflect organisational objectives to both support internal events and the needs of the community, as well as generating revenue from external clients.

• The post holder will work with the Marketing Manager to develop and direct the implementation of a sales and marketing strategy to increase venue visibility and brand recognition to repeat and new external clients, which is a key objective.
• The post holder, with assistance from the Events Sales Managers and Reservations Manager, will decide upon the level of proactive sales development required to achieve budgeted revenue targets.
• The post holder will ensure all revenue is collected in a timely manner, identify variance analyses and resolving discrepancies and irregularities.
• The role will integrate and develop new and existing campuses and events offers into our sales portfolio ensuring that events at other campuses are Imperial led and delivered.

Key Responsibilities

Staff Management

• Day to day management of Direct Reports, to closely monitor and assess the workload to ensure the provision of a consistent, effective, and efficient service.
• Manage any team related recruitment, training, performance, sickness, attendance, and annual leave requests in accordance with policies and procedures.
• Conduct annual appraisals and ensure direct reports undertake any training requirements.
• Manage, motivate, and develop team members.
• Manage all aspects of the teams’ individual targets and, KPI’s, ensuring goals are met and in accordance with their role, departmental goals, and personal development needs.
• Plan regular meetings to communicate and develop positive working relationships and promote customer friendly services within and across teams.
• Manage a seamless handover to the Events and Guest Accommodation Operations Teams to ensure customer satisfaction where the end product is exceeded.

Strategy and Development

• Lead in the development and implementation of strategic plans and forecasts that ensure events and conferencing delivers high quality operational services at the best value for money.
• Lead the expansion and growth of the events business, to encourage clients to choose the client first before other external providers.
• Lead the Events Sales Managers and Reservations Manager in the prospecting, development and closing of new business.
• Proactively promote and sell all seasonal accommodation conference, meeting and catering and events facilities through all available channels, including digital, phone, email, direct mail campaigns, client site visits, presentations, and promotional functions.
• Lead the expansion and growth, where appropriate, of high value, repeat contracted business in existing and new markets ensuring that all deals are scrutinized for strategic intent and expected profitability for external events, corporate groups, and summer school bookings.
• Implement and manage strategic targets for the team to enable revenue growth and optimise sales.
• Develop and implement strategic plans to onboard new campuses, including entering them onto the events booking system and putting detailed training plans in place for staff.
• Work closely with the Events Sales Managers, Reservations Manager and Marketing Manager to develop and implement an annual strategic marketing plan for optimal brand promotion, product positioning and pricing to achieve profitable, sustainable market share.
• Optimise sales and marketing tools, systems, and programs for maximum conversion of sales leads.
• Ensure Direct Reports proactively conduct ongoing research of relevant markets and competitor trends to respond and adjust marketing efforts accordingly.
• Assist the Events Sales Managers, Reservations Manager and Marketing Manager with appropriate joint marketing initiatives to create synergies and ensure alignment through cross selling and upselling with a focus on helping to increase the volume of overnight delegate bookings.
• Maintain a high level of awareness and understanding of social, economic and market influences impacting the conferencing, catering, and events sectors.
• Act as a lead ambassador for the entire client journey from enquiry through to event execution, epitomising brand values and service behaviours to ensure they are delivered consistently and to the highest standard.