Cluster Sales Manager - Bagni di Pisa & Grotta Giusti

Italian Hospitality Collection is a portfolio of hotels, resorts and spas, hand-picked for their beauty, history and enchanting surroundings. Our mission is to bring together out-of-the-ordinary properties, offer our guests memorable experiences in true Italian style, give our employees stimulating places to work and grow professionally, and achieve our shareholders’ financial goals.

In particular, the role we are looking for will be responsible for the following two properties:

Grotta Giusti Thermal & Spa Resort, Autograph Collection by Marriott

Grotta Giusti Thermal & Spa Resort, Autograph Collection by Marriott, with 68 rooms is a 5* star SPA and wellness resort that provides authentic experiences for avid travelers who seek to feel loved, cherished and indulged in a genuine Italian lifestyle, offering to its guests a unique experience in the biggest natural thermal Grotto in Europe.

The resort is located between Florence, Pisa and Lucca area and it is one of the most sought-after holiday destinations in Europe. Grotta Giusti is surrounded by age-old park and offers totally re-created SPA and Thermal facilities.

Bagni di Pisa, Palace &Thermal Spa - member of “The Leading Hotel of The Word”

Bagni di Pisa Palace & Palace Spa, with its 61 rooms, part of the Leading Hotel of The World (LHW), is an architectural jewel surrounded by nature where art and culture are an integral part of the atmosphere. Here, the guests can find the perfect combination of work and wellness, discover the charm of the ancient palace and recharge with the endless offerings in terms of taste, wellness, and team building experiences.

The location includes a fascinating and outstanding Spa and has different pools, walking paths and panoramic points. Bagni di Pisa is located in San Giuliano Terme, between Pisa and Lucca, surrounded by gorgeous landscapes and renaissance-era architecture.

The Cluster Sales Manager directs and oversees all leisure and MICE pro/active and reactive sales activities for the assigned markets working in full synergy with sales representative teams, marketing, reservations, and revenue team.

His/Her main objective will be maximizing room nights, ADR, and total revenue for the assigned markets in all properties part of the resort but also proactively looking after the Food and Beverage and SPA commercial activities.

We are looking for:

• An extremely organized candidate, able to set high standards, incredibly motivated to overachieve performance and to lead and inspire on property team. Very well structured, results oriented with excellent analytical and computer skills.
  
• With an excellent knowledge and outstanding track record of incremental success in the following markets related to leisure trade and MICE segment, preferably but not mandatory in US Market and or European markets.
  
• Analytical skills to understand key business indicators and competitive trends.
  
• Experience of setting strategies and define actions for the hotel sales team.
  
• Excellent communication and presentation skills.
  
• Proactive, independent, decisive.
  
• Who Preferably has at least 3 years of experience with an international hospitality brand (preferably Marriott) and/or in Tuscany region, minimum 3 years of pro-active leisure and MICE sales role.
  
• With a preferred work experience in resorts with a high focus on Thermal SPAs and Wellness.
  
• Mandatory Fluent in English & Italian. 3rd language is preferable but not mandatory.
  

This position will be based both at the Bagni di Pisa Palace&Thermal Spa and Grotta Giusti Thermal Spa Resort Tuscany, Autograph Collection.

Direct reporting hierarchically to General Manager and functionally to Group Director of Sales & Marketing (based in HQ in Milano).

• Develop and implement the Annual Sales Plan for the assigned markets. Including key account plans, soliciting, and servicing selected accounts.
  
• Create and execute an accurate commercial plan for the SPA, identifying key strategies and activities based on the clientele.
  
• Participate in designated trade, service and community association and clubs.
  
• Represents Grotta Giusti on sales calls, workshops, and trade shows on the assigned markets.
  
• Monitor, identify and report current and future business trends and opportunities to ensure profitable sales in periods of low and high demand.
  
• Provide immediate sales assistance for all critical situations of key accounts, to maintain an active account load and to act as the sales leader of the assigned markets.
  
• Monitor competitive hotels to ensure continual market share improvement. Monitors analyze and reports sales results.
  
• Pro-actively plans (for him/herself and the team) and execute weekly sales appointments, sales promotion, and follow ups, BOBs to achieve and exceed the revenue targets.
  
• Constantly and timely updates CRM software with sales calls, account information, tasks, projects etc.
  
• Accurately identifies the level of influence and decision-making power of contacts in the customer organization and uses these to secure business.
  
• Support the reservation department and the C&E teams with the conversion of new and repeat enquiries.
  
• Reviews customer base to determine new opportunities for account penetration.
  
• Contributes ideas to improve the products and services offered.
  
• Capitalizes and leverages upon Marriott sales and marketing programs, resources, and international sales offices to maximize impact of the Marriott system.
  
• Co-ordinates the hotel’s sales activities with the aim of optimal room occupancy and high accommodation, as well as F&B sales, SPA, C&E and other revenues.
  
• Constantly develops the opportunities with territory and local community to increase revenues for Spa and F&B.
  
• Create and execute a selling strategy for the SPA based on the various clientele.
  
• Strategically plans for the seasonality factor, by targeting a wide scope of market segments suitable in providing a steady revenue stream during shoulder and low season periods, with the overall aim of extending the annual trading period.
  

Internal Communication

• Maintain a cooperative working relationship with other departments.
  
• Create a positive working environment and act as a team player.
  
• Make sure that the Brand standards are met at all levels and adjust where needed.
  
• Participate in meetings when required sharing key information on sales activities, special bookings, business forecasts, competition, etc.
  
• Prepare reports as required.
  

Key performance indicators

• Room Revenues per each segment according to budget guidelines.
  
• Room nights per each segment according to budget guidelines.
  
• SPA Revenue according to budget guidelines.
  

CORE COMPETENCIES

These are the personal skills, qualities, and attributes you will need to demonstrate to carry out your job effectively.

• Plans, organizes, and uses a systematic approach to get things done.
  
• Manages time effectively. Prioritizes actions and manages tasks through to completion. Actively seeks opportunities to develop and learn from experience.
  
• Communicates openly and clearly both verbally and in writing. Pitches information at the appropriate level. Listens to the needs of others before contributing.
  
• Develops positive working relationships at all levels. Manages conflict effectively. Motivates and inspires others to perform. Collects and analyses relevant information about a problem.
  
• Continually seeks innovative solutions. Makes conscious decision to go for action.
  
• Not afraid to commit mistakes and learn from them. Accepts personal responsibility to make things happen. Constantly reviews to improve.
  
• Self-reliant, working with minimal control and direction. Acts on own initiative when appropriate. Takes calculated risks to achieve results.
  
• Thinks ahead, developing contingency plans where necessary. Has a drive and determination to succeed.
  
• Contributes and is effective when team working with peers.
  
• Presents powerful arguments which persuade others. Expresses confidence in own ideas and networks with others.
  
• Gains commitment to action from a range of people.
  
• Adapts quickly and positively to new situations. Continues to be productive in changing circumstances.
  
• Excellent business hunter.
  
• A passion for sales and target-based performance.