Pro-active Sales Manager

Company Description

The Mercure & Ibis London Earls Court hotel is a newly renovated property in Southwest London. The property is a large conferencing & group hotel comprising a total of 508 keys, across two distinct brands within Accor, Mercure & Ibis. As the property is a combo there are 282 Mercure rooms & 226 Ibis rooms. The London Suite is the main ballroom for all types of events, extremely versatile and plays a pivotal role in the property’s overall performance. The London Suite is divisible into nine separate meeting rooms, which when combined can be one of the largest pillar-free spaces in London for events up to 1,200 guests. The F&B outlets in the property have been created by PARIS SOCIETY. The F&B space named Barnaby’s is perfect for social events and either the Barnaby’s Kitchen or Barnaby’s Lounge Bar can be semi or completely privatised for groups, events or additional catering / meeting space for larger residential bookings and functions.

Our promise is caring and impeccable service. We nurture real passion for service and achievement beyond limits.

Our mission is to make the impossible possible to realize your dreams.

Job Description

The Pro-active Sales Manager is responsible for driving new business and growing market share across corporate, residential MICE, meetings, conferences and group segments. Working within one of West London's largest hotel and conference venues, this is a highly proactive role focused on identifying, developing and converting new business opportunities into long-term, profitable partnerships.

The role has a strong emphasis on generating residential MICE business, corporate group demand and event-led bedroom revenue, while developing strategic relationships with corporate clients, agencies, travel management companies (TMCs), event organisers and key industry partners. The successful candidate will actively contribute to the hotel's commercial strategy, delivering revenue across bedrooms, meeting and event space, food & beverage and ancillary services.

Key Responsibilities

Business Development & Proactive Sales

Proactively generate new business for the hotel, with a clear focus on residential MICE opportunities combining meeting and event space, accommodation, food & beverage and ancillary revenue.

Identify, research, qualify and secure new corporate accounts, agencies, TMCs, event organisers, associations and key decision-makers across domestic and international markets.

Target and develop residential MICE opportunities across corporate meetings, conferences, training events, healthcare, pharmaceutical, association, exhibition, incentive, sports and agency-led business.

Build and maintain a strong pipeline of qualified opportunities across residential conferences, meetings, corporate groups, event-led bedroom blocks and strategic corporate accounts.

Develop new local and national corporate business capable of generating transient, group and meetings revenue.

Reconnect with lost, cancelled and previously declined business to recover future opportunities and maximise revenue.

Corporate Account Management

Develop strategic relationships with preferred MICE partners, corporate clients, agencies, TMCs and key bookers to increase market share and long-term account production.

Manage and grow an allocated portfolio of key corporate and agency accounts through structured account plans and regular client engagement.

Negotiate preferred corporate agreements and rate programmes aligned with hotel revenue strategies.

Support annual corporate RFP processes, preferred hotel programmes and consortia opportunities, ensuring the hotel remains competitively positioned.

Strengthen relationships with existing corporate customers while identifying opportunities to increase penetration, revenue and profitability.

Meetings, Conferences & Events

Promote the hotel's extensive conference facilities for meetings, residential conferences, exhibitions, training events, gala dinners, product launches and corporate events.

Position the hotel as a leading residential conference venue within West London and the wider London market.

Work closely with the Groups & Events team to maximise enquiry conversion and deliver exceptional customer experiences.

Maximise revenue opportunities across bedrooms, meeting space, food & beverage, AV services and all ancillary revenue streams.

Sales Activity & Market Development

Plan and execute proactive sales activity including: client appointments, sales calls, LinkedIn prospecting, networking events, industry exhibitions, sales missions, hotel show rounds, client entertainment, and market research.

Maintain a visible presence within the London corporate and MICE marketplace.

Analyse competitor activity and identify opportunities to increase market share through targeted sales initiatives.

Understand local demand generators, business trends and market intelligence to influence commercial decisions.

Commercial Performance

Deliver agreed monthly and annual revenue targets across: Corporate bedrooms; Residential MICE; Meetings & Events; Group accommodation; and Food & Beverage.

Work closely with the Director of Sales & Marketing, Revenue Manager and Groups & Events team to identify need periods, target segments and tactical sales opportunities.

Support pricing strategies through effective account management and market intelligence.

Produce accurate sales forecasts, pipeline reports and business development plans.

Relationship Management

Build long-term relationships with corporate travel buyers, procurement teams, event planners, agencies and meeting organisers.

Conduct regular account reviews and business development meetings.

Represent the hotel at trade shows, networking events and client hospitality functions.

Deliver engaging hotel presentations and familiarisation visits.

Administration & CRM

Maintain accurate account plans, client records, sales activity and pipeline updates within the hotel's CRM and sales systems.

Record proactive sales activity, corporate opportunities, MICE enquiries, TMC production and account performance.

Prepare weekly and monthly activity reports, production analysis and revenue forecasts.

Ensure all client correspondence, contracts and proposals are completed accurately and professionally.

NOTE: The Company reserves the right to amend this job description from time to time to accommodate the requirements of the business and the evolving nature of the role

Qualifications

Hotel Sales experience (Ideally from large volume led hotel with large M & E operation)

Segments : MICE, Corporate & some Leisure

Lanyon/CVENT, Delphi, ANAIS, Opera

TMC & MICE distribution platforms

Reporting & Prior team management

Competent financial acumen e.g. P & L/ Budget / Forecasts

Dynamic, Self-motivated, Enthusiastic

Dependable and Adaptable

Commercial Mind-set

Self-Starter, resilient & appetite for business development

Strategic and Process driven

Organised with excellent communication

Additional Information

Employee benefit card offering discounted rates at Accor worldwide

Free and delicious meal breaks on duty

Complimentary stays in UK and North Ireland

Friends & Family discounts

50% food discounts in our restaurants

Pension Scheme

Eye Test Vouchers

Staff Uniforms Provided

Learning programs through our Academies

Opportunity to develop your talent and grow within your property and across the world!

Ability to make a difference through our Corporate Social Responsibility activities, like Planet 21

Candidates must have the right to work in the UK