Job Description
Job Title: Sales & Revenue Management Base Salary: Competitive based on experience Executive
Location: Queen Elizabeth II Centre, Reports to: Senior Account Manager Broad Sanctuary, London SW1
Department: Sales & Marketing Job Type: Permanent
Contract hours: Annualised hours, 37 hours per week (excluding breaks) Department Brief:
The Sales & Marketing Department ensures it meets the objectives of the Centre’s Business Strategy by growing revenue and re-building occupancy levels through successfully promoting the business in the marketplace and re-establishing its position as London’s finest specialist events venue.
Job Purpose:
To provide sales support to the Account management team with specific responsibility for the profitable sales of small and medium meeting rooms. To provide accurate revenue and yield management, reporting to support effective profitable operation of the Sales & Marketing Department.
Key Tasks General
Support for the team on EBMS o Ad hoc trouble shooting supportoTraining
o Changing templates
o Improving systems and administration - support
o Communication point for Tickett – external EBMS consultant – for errors and report requests
o Attend 6 monthly EBMS Independent User Group meetings Reports for CEO/Directors – as required
Commission emails and purchase orders
Responsible for producing Revenue Management reports as defined below Weekly
Report enquiry levels and red alert months in weekly sales meeting Report on enquiries by event month with conversion
Email to Commercial, Directors and Middle managers with overview of activity including recent contracts sent out or big wins
Monthly
Monthly Revenue Reports with forecasting statistics broken down by month for current year and 1 year ahead, showing -1-year comparison
Lost Business report
Enquiries by Event Month with conversion Enquiries by Enquiry Month with conversion Review of rooms - occupancy
Save Monthly revenue reports and forecasting reports into Revenue Management folder, for each month, 9 months forward:
o Monthly Occupancy reports, including provisional o Events list
o Lost business report
Lost Business analysis report Review cancellation and lost business reports including reasons Compile cancelled business report overview
Quarterly
Review of 2015/16 targets
o Occupancy on medium rooms o Business by market
o Business by industry sector Quarterly Monitoring report for CEO
o Number of Government bookings per quarter o Total number of events
o With -1-year comparison
Reports for Management Board as required by Director of Sales & Marketing Yearly
Price increases – write to confirmed events where rates need increasing for the full year – takes place in January and February, for events taking place from 1st April onwards Business plan
o Update all reports – occupancy of rooms split by size, weekday, weekend and evening; business by market and industry; international enquiries and conversion; analysis by event size and event type
Pricing for future years (start process from 6 months before) o Check AV packages aren’t changing
o Agree price increase with DirectorsoCalculate rates
o Obtain general ledger split from QEII Live and load into EBMSoCommunicate to Commercial and Finance teams Administration
Provide effective sales, administrative and team support to the Director of Sales & Marketing and Account Management team including constant monitoring of the email enquiry inbox allocating enquiries to team members by rota or as required.
Act as the EBMS champion for the Sales & Marketing department attending relevant training and user groups.
Maintain accurate filing systems for the Sales & Marketing department.
Undertake and manage specific projects set by the Director of Sales & Marketing working to agreed timescales and budgets
Administer and maintain purchase order process for the Sales & Marketing department. Collection, delivery and distribution of department post.
Sales
Professionally and effectively employ sales skills to achieve targeted revenue from small and medium meeting rooms by converting new enquiries and account managing and developing revenue from existing clients.
Take accurate small meeting enquiry details from clients, send quotes, conduct site visits and maintain an effective tracking system for enquiries to confirmation or release stage.
Attend client entertaining / networking and promotional events
Active contribution to effective operation and achievement of the Sales & Marketing department.
Internal Communication Skills
Liaise with other members of Sales and marketing team to actively promote sales and PR opportunities, exchange information and increase professionalism
Customer Contact
Effectively communicate with clients via telephone, face-to-face and written communication in order to gain commitment to purchase QEII Centre venue, product and services.
Develop and maintain relationships which benefit both client and QEII Centre Effectively overcome barriers to sale wherever possible.
Advise Director of Sales & Marketing Manager and Senior Account Manager of client feedback/comments relating to product content and pricing as well as QEIICC performance Product Knowledge
Maintain a current and accurate knowledge of QEII Centre product including secondary services.
The above is not exhaustive and other duties not outlined may form part of the employees’ job description.
Additional information:
Essential Criteria (no more than 8)
Excellent IT skills with a minimum of 1 year’s experience of operating a CRM system from a sales perspective.
A minimum of 1 year working in a sales environment within the events / hospitality industry. Strong administrative skills.
Ability to effectively manage time and resources - including but not limited to working under own initiative and adoption of best practice.
Strong written and verbal communication skills
Able to demonstrate evidence of meeting challenging sales targets. Good numeracy skills
Strong organisational skills, ability to plan, organise and deliver work to meet deadlines and quality standards.
Desirable Criteria (no more than 5) 1-year experience working with EBMS
Experience of producing revenue management reports QEII Corporate Competencies
Changing and Improving Proactively participate and champion continuous improvement across the business, seeking ways to do things better and embracing change
Achieving Commercial Making decisions and focusing on achieving solutions that add Outcomes customer value, increase business revenue and maximise
efficiency/profit
Managing a Quality Looking at everything we do through the eyes of our customers Service and strive to deliver the best possible experience
Collaborating and Proactively seek and share information and support our people Partnering and partners to achieve the best outcome for our customers and
business
In addition to the corporate competencies, each QEII Centre job description will indicate what job specific behaviours the role identifies with in relation to the Civil Service Competency Framework. This Framework outlines examples of behavioural descriptions by level for each of the 10
Competencies as set out below. Full details of the competency framework can be found within the HR Policies & Documents folder on the Centre’s Corporate Drive.
Job Specific Competencies
Collaborating and Partnering Proactively, contribute to the work of the whole team.
Delivering at Pace Focusing on delivering timely performance with energy, taking responsibility and accountability for quality outcomes
