Job Description
Sales Manager (MICE)
Iconic 5+8 room Hilton Sydney is located steps from Town Hall station and the QVB Light Rail stop and amongst our operations we are home to one of the largest Conferencing and Event spaces in the city, the glass brasserie and heritage listed Marble Bar. As a Sales Manager at Hilton Sydney you will be responsible for soliciting business and maximising revenue potential from selected Corporates, Professional Conference Organisers and Event Companies as determined by the Hotel’s revenue plan strategies, delivering both events and accommodation business for Hilton Sydney.
What will it be like to join the Hilton Sydney team?
Joining an award winning culture and globally recognised Great Place to Work means:
Competitive pay and quarterly sales incentives
Monthly dry cleaning allowance for your business wardrobe
100 discounted travel nights for you, your friends or family per year at any of our 7000+ hotels located in 122 countries and territories around the world!
Opportunities for career progression including varied experience
Flexibility so you can make space for what matters most
Free access to 3000+ learning and development courses to start your career and enhance your skills
What will I be doing?
The Sales Manager is a key position to proactively identify and capture all opportunities in Groups, MICE and high-rated leisure segments. Reporting to the Director of Sales, the role’s focus will be to highlight Hilton Sydney to key agents, clients and industry.
Primary Responsibility
Proactively identify and capture all opportunities in Groups and MICE segment focusing on past confirmed bookings (Bring Back Old Business - BBOB) and acquire new opportunities to achieve pre-determined goals and budget in Groups, Conference & Events (GC&E) set by the hotel.
Proactively identify ancillary revenue opportunities in all market segments for revenue optimisation.
Assist Sales managers and Director of Sales in collating market intelligence and all other sales related activities such as site inspections, events, Trade shows and Networking functions as deemed appropriate.
All this to be in line with the hotel’s revenue plan strategies, collaborating with Hilton team members and/or network both within and above property level.
Job Specific competencies
Proactively prospect and develop business opportunities in GM&E and high-end leisure segments by identifying and capturing opportunities
To be aware of the key revenue goals and targets of the department to focus all sales opportunities to achieving these goals.
Prepare a detailed account plans for identified accounts and/or opportunities with clear objectives to drive revenue opportunities for current and future year production. Account plans to be regularly updated in the system (Delphi), together with all past and future sales activities.
Be aware of market intelligence including competitor rates and offerings as well as market intelligence to plan and execute strategy of your identified accounts and meet target for Hilton Sydney in line with Sales Incentive Plan.
Keep up to date with hotel strategies and need periods.
Actively explore all MICE, Group and transient business opportunities in the market and ensure Hilton Sydney participates in all identified opportunities.
Be proactively involved in lead generation process by identifying and qualifying opportunities, and ensure competitive offerings are offered and opportunities are responded in a timely manner.
Use all applicable tools to understand market trend and identify both short and long lead opportunities.
Ensure a minimum of fifteen (15) calls are achieved per day, plus ten (10) meetings / sales activities are achieved each week.
Analyse and present identified accounts’ performance as well as up to date market intelligence to the Commercial team in monthly Business Focus Meeting (BFM). Presentation to include information such as; market intelligence, sales activities completed in and in plan, achievements and challenges identified and strategies for opportunities and risks aligned with the market and hotel’s strategy to generate revenue potential.
Submit monthly plan and activity reports to Director of Sales including confirmed and provisional business, noting activities completed and required to achieve the outcome.
Support Commercial leadership team in preparation of the annual revenue plans and rate reviews for Hilton Sydney.
Support, co-ordinate, initiate and/or host site inspections, client entertainment and familiarisation trips to enhance rapport with clients, industry network and Hilton Sales network to generate revenue. This may require you to work evenings and weekends.
Qualifications and Experience:
Minimum two years’ experience in a similar role
Preferable tertiary qualifications
Able to take management direction and work well with a team to achieve goals
Previous experience in sales, preferably in a hotel environment
Self motivated and able to work effectively without supervision
Strong administration and communication skills
Ability to be customer focussed and find solutions to exceed client requirements
Build productive relationships with colleagues both internally and externally
Demonstrates positive involvement and interaction with the overall Hilton team both at an individual, team & management level
Excellent verbal and written communication skills
Iconic 5+8 room Hilton Sydney is located steps from Town Hall station and the QVB Light Rail stop and amongst our operations we are home to one of the largest Conferencing and Event spaces in the city, the glass brasserie and heritage listed Marble Bar. As a Sales Manager at Hilton Sydney you will be responsible for soliciting business and maximising revenue potential from selected Corporates, Professional Conference Organisers and Event Companies as determined by the Hotel’s revenue plan strategies, delivering both events and accommodation business for Hilton Sydney.
What will it be like to join the Hilton Sydney team?
Joining an award winning culture and globally recognised Great Place to Work means:
Competitive pay and quarterly sales incentives
Monthly dry cleaning allowance for your business wardrobe
100 discounted travel nights for you, your friends or family per year at any of our 7000+ hotels located in 122 countries and territories around the world!
Opportunities for career progression including varied experience
Flexibility so you can make space for what matters most
Free access to 3000+ learning and development courses to start your career and enhance your skills
What will I be doing?
The Sales Manager is a key position to proactively identify and capture all opportunities in Groups, MICE and high-rated leisure segments. Reporting to the Director of Sales, the role’s focus will be to highlight Hilton Sydney to key agents, clients and industry.
Primary Responsibility
Proactively identify and capture all opportunities in Groups and MICE segment focusing on past confirmed bookings (Bring Back Old Business - BBOB) and acquire new opportunities to achieve pre-determined goals and budget in Groups, Conference & Events (GC&E) set by the hotel.
Proactively identify ancillary revenue opportunities in all market segments for revenue optimisation.
Assist Sales managers and Director of Sales in collating market intelligence and all other sales related activities such as site inspections, events, Trade shows and Networking functions as deemed appropriate.
All this to be in line with the hotel’s revenue plan strategies, collaborating with Hilton team members and/or network both within and above property level.
Job Specific competencies
Proactively prospect and develop business opportunities in GM&E and high-end leisure segments by identifying and capturing opportunities
To be aware of the key revenue goals and targets of the department to focus all sales opportunities to achieving these goals.
Prepare a detailed account plans for identified accounts and/or opportunities with clear objectives to drive revenue opportunities for current and future year production. Account plans to be regularly updated in the system (Delphi), together with all past and future sales activities.
Be aware of market intelligence including competitor rates and offerings as well as market intelligence to plan and execute strategy of your identified accounts and meet target for Hilton Sydney in line with Sales Incentive Plan.
Keep up to date with hotel strategies and need periods.
Actively explore all MICE, Group and transient business opportunities in the market and ensure Hilton Sydney participates in all identified opportunities.
Be proactively involved in lead generation process by identifying and qualifying opportunities, and ensure competitive offerings are offered and opportunities are responded in a timely manner.
Use all applicable tools to understand market trend and identify both short and long lead opportunities.
Ensure a minimum of fifteen (15) calls are achieved per day, plus ten (10) meetings / sales activities are achieved each week.
Analyse and present identified accounts’ performance as well as up to date market intelligence to the Commercial team in monthly Business Focus Meeting (BFM). Presentation to include information such as; market intelligence, sales activities completed in and in plan, achievements and challenges identified and strategies for opportunities and risks aligned with the market and hotel’s strategy to generate revenue potential.
Submit monthly plan and activity reports to Director of Sales including confirmed and provisional business, noting activities completed and required to achieve the outcome.
Support Commercial leadership team in preparation of the annual revenue plans and rate reviews for Hilton Sydney.
Support, co-ordinate, initiate and/or host site inspections, client entertainment and familiarisation trips to enhance rapport with clients, industry network and Hilton Sales network to generate revenue. This may require you to work evenings and weekends.
Qualifications and Experience:
Minimum two years’ experience in a similar role
Preferable tertiary qualifications
Able to take management direction and work well with a team to achieve goals
Previous experience in sales, preferably in a hotel environment
Self motivated and able to work effectively without supervision
Strong administration and communication skills
Ability to be customer focussed and find solutions to exceed client requirements
Build productive relationships with colleagues both internally and externally
Demonstrates positive involvement and interaction with the overall Hilton team both at an individual, team & management level
Excellent verbal and written communication skills
💡 Quick Summary
Seeking a career-building opportunity? The Sales Manager (MICE) position is now open for candidates interested in the Event Management Jobs sector. This role in Sydney offers a professional environment and growth potential.
Requirement Snapshot: Candidates should possess basic communication skills, a proactive attitude, and the ability to work in a team. Experience in Event Management Jobs is a plus.
