Senior Sales Manager - Africa
Carlson Rezidor Hotel Group
Total years of experience :18 years, 4 Months
Period January 2012 - Current
Position Senior Sales Manager - Africa
Company Carlson Rezidor Hotel Group Radisson Blu - Maputo, Lusaka, Lagos, Addis Ababa, Libreville Park Inn - Tete
Responsibilities
➢ To maintain and expand relationships with existing clients in order to secure increased repeat business from them by visiting and contacting them at regular intervals.
➢ To secure new business from the Corporate, Intermediary and Individual markets by means of accurate prospecting, conscientious cold calling and organised follow-up.
➢ To drive RevPar to agreed levels by ensuring maximum room occupancy at the best available rates.
➢ To manage credit application and negotiated rates with clients within the framework of internal policies & procedures.
➢ To generate profitable new business opportunities by creatively packaging and promoting the Operation's range of products.
➢ To co-ordinate marketing material like brochures and rate sheets in terms of availability and distribution, as well as checking whether branding standards are being maintained.
➢ To be readily available at all times to assist with the resolution of problems and complaints within a set mandate.
➢ To attend Sales & Management meetings as required.
➢ To ensure accurate and timeous submission of all reports and administrative work including, but not limited to, the following: o Report on sales disablers and offer suggestions on possible solutions;
o Update & maintain database of existing and prospective client information, i.e. contact names & details, unique requirements, status, etc.
o Report on sales calls made, reflecting progress and/or obstacles;
o Report on trends within the industry and offer suggestions on how these could be implemented; etc.
➢ To present sales presentations in electronic and other required media.
➢ To arrange, prepare and represent the Operation at trade fairs and exhibitions.
➢ To execute a promotional calendar together with GM and web developers.
➢ To manage and co-ordinate internal promotions and events.
To work within the agreed marketing budget
Period June 2011 - December 2011
Position Sales Manager
Company Executive Apartments and Hotels (EAH)
Responsibilities
➢ To maintain and expand relationships with existing clients in order to secure increased repeat business from them by visiting and contacting them at regular intervals.
➢ To secure new business from the Corporate, Intermediary and Individual markets by means of accurate prospecting, conscientious cold calling and organised follow-up.
➢ To drive RevPar to agreed levels by ensuring maximum room occupancy at the best available rates.
➢ To manage credit application and negotiated rates with clients within the framework of internal policies & procedures.
➢ To generate profitable new business opportunities by creatively packaging and promoting the Operation's range of products.
➢ To co-ordinate marketing material like brochures and rate sheets in terms of availability and distribution, as well as checking whether branding standards are being maintained.
➢ To be readily available at all times to assist with the resolution of problems and complaints within a set mandate.
➢ To attend Sales & Management meetings as required.
➢ To ensure accurate and timeous submission of all reports and administrative work including, but not limited to, the following: o Report on sales disablers and offer suggestions on possible solutions;
o Update & maintain database of existing and prospective client information, i.e. contact names & details, unique requirements, status, etc.
o Report on sales calls made, reflecting progress and/or obstacles;
o Report on trends within the industry and offer suggestions on how these could be implemented; etc.
➢ To present sales presentations in electronic and other required media.
➢ To arrange, prepare and represent the Operation at trade fairs and exhibitions.
➢ To execute a promotional calendar together with GM and web developers.
➢ To manage and co-ordinate internal promotions and events.
To work within the agreed marketing budget
Reason for Leaving Offered wonderful growth opportunity at Radisson Blu hotels
Period April 2010 - May 2011
Position Regional Sales Executive
Company Faircity Hotels and Apartments
Responsibilities
➢ To maintain and expand relationships with existing clients in order to secure increased repeat business from them by visiting and contacting them at regular intervals.
➢ To secure new business from the Corporate, Intermediary and Individual markets by means of accurate prospecting, conscientious cold calling and organised follow-up.
➢ To drive RevPar to agreed levels by ensuring maximum room occupancy at the best available rates.
➢ To manage credit application and negotiated rates with clients within the framework of internal policies & procedures.
➢ To generate profitable new business opportunities by creatively packaging and promoting the Operation's range of products.
➢ To co-ordinate marketing material like brochures and rate sheets in terms of availability and distribution, as well as checking whether branding standards are being maintained.
➢ To be readily available at all times to assist with the resolution of problems and complaints within a set mandate.
➢ To attend Sales & Management meetings as required.
➢ To ensure accurate and timeous submission of all reports and administrative work including, but not limited to, the following: o Report on sales disablers and offer suggestions on possible solutions;
o Update & maintain database of existing and prospective client information, i.e. contact names & details, unique requirements, status, etc.
o Report on sales calls made, reflecting progress and/or obstacles;
o Report on trends within the industry and offer suggestions on how these could be implemented; etc.
➢ To present sales presentations in electronic and other required media.
➢ To arrange, prepare and represent the Operation at trade fairs and exhibitions.
➢ To execute a promotional calendar together with GM and web developers.
➢ To manage and co-ordinate internal promotions and events.
To work within the agreed marketing budget
Reason for Leaving Retrenched due to Head Office sales department closing
Period January 2012 - Current
Period March 2005 - July 2006
Position Trainer
Company Tourvest Travel Services
Responsibilities
° Re-designing the Tourvest Induction Programme
° Running the Tourvest Induction Programme - Nationally
° Systems Training
° Soft skills Training
° Planning of Roll-out of new systems
° Training needs assessment of staff
° Ad-hoc one-on-one training
° Designing and Compilation of Training Manuals.
° Sourcing of Training Courses
Period October 2002 - March 2005
Position Office Supervisor
Company Tourvest Travel Services Seekers Travel-ABI
Responsibilities
• Implement ABI inhouse
• Acquire iATA Licence for the office
• Day-to-Day running of the ABI inhouse travel office
• Travel Reservations for all ABI staff and Executives
• Group Bookings
• Supplier negotiations on behalf of client
Client educationals and training
Period May 2002 - September 2002
Position Office Manager
Company Uniworld Travel - MNET
Responsibilities
• Day-to-Day running of the MNET inhouse travel office
• Travel Reservations for all MNET, Supersport and Outside Broadcasting staff
• Group Bookings
• Supplier negotiations on behalf of client
• Client educationals and training
• Management of 4 staff members
Period March 1999 - April 2002
Position Unit Manager
Company Seekers Travel-Leisure
Responsibilities
• Management of 9 staff members
• International Travel Reservations
• Advertising responsibility for the Saturday Star
• Growth of the Ticket Hotline
• Supplier negotiations to ensure the Ticket Hotline has the best deal in the market for the Radio 702 Crazy Wednesday airfare deal
• Customer relations and Complaints Resolution
Period June 1998 - February 1999
Position Intermediate Consultant
Company Tourvest Travel Services
Responsibilities
• Domestic and International Travel reservations
• Travel Package reservations
Period March 1996 - May 1998
Position Tour Consultant
Company Falcon Travel
Responsibilities
• Tour packaging of tours to Dubai and Middle East
• Wholesale packages to retail Travel Agents
• Domestic travel reservations for corporate clients
• Group Tour Packages for Pilgrimage to Saudi Arabia
Position Senior Sales Manager - Africa
Company Carlson Rezidor Hotel Group Radisson Blu - Maputo, Lusaka, Lagos, Addis Ababa, Libreville Park Inn - Tete
Responsibilities
➢ To maintain and expand relationships with existing clients in order to secure increased repeat business from them by visiting and contacting them at regular intervals.
➢ To secure new business from the Corporate, Intermediary and Individual markets by means of accurate prospecting, conscientious cold calling and organised follow-up.
➢ To drive RevPar to agreed levels by ensuring maximum room occupancy at the best available rates.
➢ To manage credit application and negotiated rates with clients within the framework of internal policies & procedures.
➢ To generate profitable new business opportunities by creatively packaging and promoting the Operation's range of products.
➢ To co-ordinate marketing material like brochures and rate sheets in terms of availability and distribution, as well as checking whether branding standards are being maintained.
➢ To be readily available at all times to assist with the resolution of problems and complaints within a set mandate.
➢ To attend Sales & Management meetings as required.
➢ To ensure accurate and timeous submission of all reports and administrative work including, but not limited to, the following: o Report on sales disablers and offer suggestions on possible solutions;
o Update & maintain database of existing and prospective client information, i.e. contact names & details, unique requirements, status, etc.
o Report on sales calls made, reflecting progress and/or obstacles;
o Report on trends within the industry and offer suggestions on how these could be implemented; etc.
➢ To present sales presentations in electronic and other required media.
➢ To arrange, prepare and represent the Operation at trade fairs and exhibitions.
➢ To execute a promotional calendar together with GM and web developers.
➢ To manage and co-ordinate internal promotions and events.
To work within the agreed marketing budget
Period June 2011 - December 2011
Position Sales Manager
Company Executive Apartments and Hotels (EAH)
Responsibilities
➢ To maintain and expand relationships with existing clients in order to secure increased repeat business from them by visiting and contacting them at regular intervals.
➢ To secure new business from the Corporate, Intermediary and Individual markets by means of accurate prospecting, conscientious cold calling and organised follow-up.
➢ To drive RevPar to agreed levels by ensuring maximum room occupancy at the best available rates.
➢ To manage credit application and negotiated rates with clients within the framework of internal policies & procedures.
➢ To generate profitable new business opportunities by creatively packaging and promoting the Operation's range of products.
➢ To co-ordinate marketing material like brochures and rate sheets in terms of availability and distribution, as well as checking whether branding standards are being maintained.
➢ To be readily available at all times to assist with the resolution of problems and complaints within a set mandate.
➢ To attend Sales & Management meetings as required.
➢ To ensure accurate and timeous submission of all reports and administrative work including, but not limited to, the following: o Report on sales disablers and offer suggestions on possible solutions;
o Update & maintain database of existing and prospective client information, i.e. contact names & details, unique requirements, status, etc.
o Report on sales calls made, reflecting progress and/or obstacles;
o Report on trends within the industry and offer suggestions on how these could be implemented; etc.
➢ To present sales presentations in electronic and other required media.
➢ To arrange, prepare and represent the Operation at trade fairs and exhibitions.
➢ To execute a promotional calendar together with GM and web developers.
➢ To manage and co-ordinate internal promotions and events.
To work within the agreed marketing budget
Reason for Leaving Offered wonderful growth opportunity at Radisson Blu hotels
Period April 2010 - May 2011
Position Regional Sales Executive
Company Faircity Hotels and Apartments
Responsibilities
➢ To maintain and expand relationships with existing clients in order to secure increased repeat business from them by visiting and contacting them at regular intervals.
➢ To secure new business from the Corporate, Intermediary and Individual markets by means of accurate prospecting, conscientious cold calling and organised follow-up.
➢ To drive RevPar to agreed levels by ensuring maximum room occupancy at the best available rates.
➢ To manage credit application and negotiated rates with clients within the framework of internal policies & procedures.
➢ To generate profitable new business opportunities by creatively packaging and promoting the Operation's range of products.
➢ To co-ordinate marketing material like brochures and rate sheets in terms of availability and distribution, as well as checking whether branding standards are being maintained.
➢ To be readily available at all times to assist with the resolution of problems and complaints within a set mandate.
➢ To attend Sales & Management meetings as required.
➢ To ensure accurate and timeous submission of all reports and administrative work including, but not limited to, the following: o Report on sales disablers and offer suggestions on possible solutions;
o Update & maintain database of existing and prospective client information, i.e. contact names & details, unique requirements, status, etc.
o Report on sales calls made, reflecting progress and/or obstacles;
o Report on trends within the industry and offer suggestions on how these could be implemented; etc.
➢ To present sales presentations in electronic and other required media.
➢ To arrange, prepare and represent the Operation at trade fairs and exhibitions.
➢ To execute a promotional calendar together with GM and web developers.
➢ To manage and co-ordinate internal promotions and events.
To work within the agreed marketing budget
Reason for Leaving Retrenched due to Head Office sales department closing
Period January 2007 - November 2009
Previous Position Strategic Relationship Manager
Previous Company Tourvest Travel Services
Technologies
• Galileo
• Amadeus
• Quiktrav
• Microsoft Word
• Microsoft Excel
• Microsoft Powerpoint
Responsibilities
Adherence to the divisional objectives as set out below
° Preferred partner support alignment (Monthly preferred partner targets)
° Acquiring and maintaining client relationships at all levels.
° The attainment of the relevant budgets at all levels (Monthly P&L assessment and variance reporting on both turnover and expenditure)
° Manage the financial debtor alignment together with the finance department (debtor / debit list account adherence)
° Divisional policies and procedure alignment.
° Maintenance of client service levels (bi annual client satisfaction surveys)
° Ensure the ongoing all encompassing viability of The Seekers Travel Group Corporate division.
° Acquire and maintain supplier / operator relationships with our preferred partners first and foremost as well as other suppliers / operators.
° Buy into and live the divisional vision statement: Success through client and staff centricity.
° Communicate progress/results achieved in key areas.
° Participate in key business meetings (Monthly staff meeting, all KAM meetings, monthly KAM/BUM meeting, all strategic session, and ad hoc)
° Liaise with key internal and external customers.
° Adhere to sound labour legislations principles.
° Actively pursue productivity improvement and efficiencies.
• Negotiate corporate fares and rates with suppliers
• Resolve any problems that may occur between a service provider and client
• Manage service levels
• Keep accurate records of all documentation in accordance with Corporate Governance standards
• Monthly spend reports for flights, car hire, accommodation
• Ensure that corporate agreements are vetted by the client and Supplier and signed
• Benchmarking and best practice research within the travel industry
• Regular meetings with travel bookers
• Arranging of supplier workshops and training sessions for all travel bookers
Reason for Leaving Voluntary retrenchment to pursue a job in Saudi Arabia
Period January 2012 - Current
Position Senior Sales Manager - Africa
Company Carlson Rezidor Hotel Group Radisson Blu - Maputo, Lusaka, Lagos, Addis Ababa, Libreville Park Inn - Tete
Responsibilities
➢ To maintain and expand relationships with existing clients in order to secure increased repeat business from them by visiting and contacting them at regular intervals.
➢ To secure new business from the Corporate, Intermediary and Individual markets by means of accurate prospecting, conscientious cold calling and organised follow-up.
➢ To drive RevPar to agreed levels by ensuring maximum room occupancy at the best available rates.
➢ To manage credit application and negotiated rates with clients within the framework of internal policies & procedures.
➢ To generate profitable new business opportunities by creatively packaging and promoting the Operation's range of products.
➢ To co-ordinate marketing material like brochures and rate sheets in terms of availability and distribution, as well as checking whether branding standards are being maintained.
➢ To be readily available at all times to assist with the resolution of problems and complaints within a set mandate.
➢ To attend Sales & Management meetings as required.
➢ To ensure accurate and timeous submission of all reports and administrative work including, but not limited to, the following: o Report on sales disablers and offer suggestions on possible solutions;
o Update & maintain database of existing and prospective client information, i.e. contact names & details, unique requirements, status, etc.
o Report on sales calls made, reflecting progress and/or obstacles;
o Report on trends within the industry and offer suggestions on how these could be implemented; etc.
➢ To present sales presentations in electronic and other required media.
➢ To arrange, prepare and represent the Operation at trade fairs and exhibitions.
➢ To execute a promotional calendar together with GM and web developers.
➢ To manage and co-ordinate internal promotions and events.
To work within the agreed marketing budget
Period June 2011 - December 2011
Position Sales Manager
Company Executive Apartments and Hotels (EAH)
Responsibilities
➢ To maintain and expand relationships with existing clients in order to secure increased repeat business from them by visiting and contacting them at regular intervals.
➢ To secure new business from the Corporate, Intermediary and Individual markets by means of accurate prospecting, conscientious cold calling and organised follow-up.
➢ To drive RevPar to agreed levels by ensuring maximum room occupancy at the best available rates.
➢ To manage credit application and negotiated rates with clients within the framework of internal policies & procedures.
➢ To generate profitable new business opportunities by creatively packaging and promoting the Operation's range of products.
➢ To co-ordinate marketing material like brochures and rate sheets in terms of availability and distribution, as well as checking whether branding standards are being maintained.
➢ To be readily available at all times to assist with the resolution of problems and complaints within a set mandate.
➢ To attend Sales & Management meetings as required.
➢ To ensure accurate and timeous submission of all reports and administrative work including, but not limited to, the following: o Report on sales disablers and offer suggestions on possible solutions;
o Update & maintain database of existing and prospective client information, i.e. contact names & details, unique requirements, status, etc.
o Report on sales calls made, reflecting progress and/or obstacles;
o Report on trends within the industry and offer suggestions on how these could be implemented; etc.
➢ To present sales presentations in electronic and other required media.
➢ To arrange, prepare and represent the Operation at trade fairs and exhibitions.
➢ To execute a promotional calendar together with GM and web developers.
➢ To manage and co-ordinate internal promotions and events.
To work within the agreed marketing budget
Reason for Leaving Offered wonderful growth opportunity at Radisson Blu hotels
Period April 2010 - May 2011
Position Regional Sales Executive
Company Faircity Hotels and Apartments
Responsibilities
➢ To maintain and expand relationships with existing clients in order to secure increased repeat business from them by visiting and contacting them at regular intervals.
➢ To secure new business from the Corporate, Intermediary and Individual markets by means of accurate prospecting, conscientious cold calling and organised follow-up.
➢ To drive RevPar to agreed levels by ensuring maximum room occupancy at the best available rates.
➢ To manage credit application and negotiated rates with clients within the framework of internal policies & procedures.
➢ To generate profitable new business opportunities by creatively packaging and promoting the Operation's range of products.
➢ To co-ordinate marketing material like brochures and rate sheets in terms of availability and distribution, as well as checking whether branding standards are being maintained.
➢ To be readily available at all times to assist with the resolution of problems and complaints within a set mandate.
➢ To attend Sales & Management meetings as required.
➢ To ensure accurate and timeous submission of all reports and administrative work including, but not limited to, the following: o Report on sales disablers and offer suggestions on possible solutions;
o Update & maintain database of existing and prospective client information, i.e. contact names & details, unique requirements, status, etc.
o Report on sales calls made, reflecting progress and/or obstacles;
o Report on trends within the industry and offer suggestions on how these could be implemented; etc.
➢ To present sales presentations in electronic and other required media.
➢ To arrange, prepare and represent the Operation at trade fairs and exhibitions.
➢ To execute a promotional calendar together with GM and web developers.
➢ To manage and co-ordinate internal promotions and events.
To work within the agreed marketing budget
Reason for Leaving Retrenched due to Head Office sales department closing
Period January 2007 - November 2009
Previous Position Strategic Relationship Manager
Previous Company Tourvest Travel Services
Technologies
• Galileo
• Amadeus
• Quiktrav
• Microsoft Word
• Microsoft Excel
• Microsoft Powerpoint
Responsibilities
Adherence to the divisional objectives as set out below
° Preferred partner support alignment (Monthly preferred partner targets)
° Acquiring and maintaining client relationships at all levels.
° The attainment of the relevant budgets at all levels (Monthly P&L assessment and variance reporting on both turnover and expenditure)
° Manage the financial debtor alignment together with the finance department (debtor / debit list account adherence)
° Divisional policies and procedure alignment.
° Maintenance of client service levels (bi annual client satisfaction surveys)
° Ensure the ongoing all encompassing viability of The Seekers Travel Group Corporate division.
° Acquire and maintain supplier / operator relationships with our preferred partners first and foremost as well as other suppliers / operators.
° Buy into and live the divisional vision statement: Success through client and staff centricity.
° Communicate progress/results achieved in key areas.
° Participate in key business meetings (Monthly staff meeting, all KAM meetings, monthly KAM/BUM meeting, all strategic session, and ad hoc)
° Liaise with key internal and external customers.
° Adhere to sound labour legislations principles.
° Actively pursue productivity improvement and efficiencies.
• Negotiate corporate fares and rates with suppliers
• Resolve any problems that may occur between a service provider and client
• Manage service levels
• Keep accurate records of all documentation in accordance with Corporate Governance standards
• Monthly spend reports for flights, car hire, accommodation
• Ensure that corporate agreements are vetted by the client and Supplier and signed
• Benchmarking and best practice research within the travel industry
• Regular meetings with travel bookers
• Arranging of supplier workshops and training sessions for all travel bookers
Reason for Leaving Voluntary retrenchment to pursue a job in Saudi Arabia
Period August 2006 - December 2006
Position Operations Manager
Company Tourvest Travel Services
Responsibilities
• Recruitment for the Seekers Travel leisure division
• Day-to-day operations of the division
• Marketing and Advertising for the weekly advertisements
• Implementation of Monthly Destination Promotions
• Staff product training
• Staff development and assessments
• Staff Motivation
• Project Management of Renovations
• Basic HR role fulfillment
• Customer Service and Complaints Resolutions
• Responsible for managing Team Leaders within their dedicated portfolio in all aspects of the below, who in turn manage consultants ranging from Seniors to Juniors.
• Dedicated towards achieving highest profitability results, 100% staff & customer satisfaction.
• Expected to understand and expand on current operational structures.
• Agree joint strategies with CGM to achieve principle accountabilities as listed below i.e. increasing revenue by growing existing client base and ensuring best practices and minimizing risks to company.
• Productivity stats - calculation and delegation to Team Leaders
• LCC correct sign on codes / invoicing / passive sectors overview
• ECC invoicing
• SEC report analysis and management
• Leave management and audit of the Team Leader
• Incentive calculations for the TFR teams (team leader & staff)
• Preferred partner drive - ability to change support instantly
• Income statement budget vs actual per cost centre report
• Branch expense sheet to be updated monthly and verified on income statement
• Monthly consolidation of all Team Leader reports
• Shadow fees
• Productivity stats: manpower vs revenue 55%
• Cash sales and Pfiles per branch
• Consolidate and maintain ops files from Team Leaders
• Adhoc reports
• Management of the Team Leaders
• Team leader 1/1's weekly
• Attendance of the Ops monthly meeting
• Assist and management of the weekly Staff update meeting
• Assist and management of the monthly Staff meeting
• Attendance of the monthly AOD meetings
• Join daily team leader meetings
• Performance Management - reviews, skill ups and PDP's for Team Leaders and guiding team leaders accordingly
• Training for Team Leaders
• Recruitment / CGM communication / TTS academy / staff employment check list
• Increases / promotions / staff movement and terminations
• Feedback on exit interview to GM
• Team Leader and branch SOP audit review
• Communication of all staff movement with CGM and staff member prior to the move taking place
• Communication of staff sick and annual leave to client and CGM
• Knowledge of staff's job descriptions and ensuring they are adhered to • Drive TTS Vision and Step Up Program to staff
• Ability to consult if required
• Ability to implement and manage new procedures regarding the needs and expectations of the client
• Problem and Conflict Solution
• Leadership
• Diversity / Conflict Management
• SOP and SLA alignment
• Ensuring a high performance culture
• Multi-tasking
• 90% client satisfaction on surveys
• Limited staff lateral movement and turnover
Period 1995 Qualification Travel & Tourism Diploma Institution Damelin Subjects Galileo Air Travel Travel Agency Operations and Procedures Tourism of Africa 1 Tourism of Africa 2 Customer Care and Communication Public Relations Business Administration SAA Fares and Ticketing 1 SAA Fares and Ticketing 2
Secondary Schooling Year Matriculated 1993 Last School Attended Highlands North Boys High Subjects English Afrikaans Mathematics Accounting Business Economics History Education - Tertiary
Period 1994 Qualification IMM Institution Damelin Subjects Incomplete