MICE Sales Manager - IHC

ITALIAN HOSPITALITY COLLECTION

Italian Hospitality Collection is a portfolio of hotels, resorts and spas, hand-picked for their beauty, history and enchanting surroundings.

Chia Laguna Resort in Sardinia, featuring 3 different hotels - Conrad Chia Laguna Sardinia, Baia di Chia Resort Sardinia - Curio Collection by Hilton, and Hotel Village, with a total of 424 keys and a conference centre with 8 meeting rooms for up to 900 delegates.

Fonteverde Lifestyle & Thermal Retreat in Tuscany, a member of the Leading Hotels of the World, with 78 keys and 3 meeting rooms for up to 85 delegates.

Grotta Giusti Thermal Spa Resort in Tuscany, a member of the Autograph Collection by Marriott, with 68 keys and 4 meeting rooms for up to 60 delegates.

Bagni di Pisa Palace & Thermal Spa in Tuscany, a member of the Leading Hotels of the World, with 61 keys and 3 meeting rooms for up to 100 delegates.

Sister properties, parte del portfolio: 

• Ambasciatori Palace â€“ 160 camere, il primo brand Intercontinental di IHG in Italia. Costruito nel 1900 per ospitare gli ambasciatori a Roma e successivamente sede della Biblioteca dell’Ambasciata Americana nel 1946, è un edificio storico situato nel cuore di Via Veneto. Rappresenta il luogo ideale per vivere la fusione tra l’antica storia di Roma e la sofisticazione moderna. 
  


• Anglo American Florence â€“ 118 camere, hotel storico parte della Curio Collection by Hilton, risalente al XIX secolo. Situato in una zona tranquilla del centro di Firenze, a 10 minuti a piedi da Firenze Santa Maria Novella. È la proprietà più recente entrata a far parte del gruppo, inaugurata nel 2024. 
  


• Duo Milan Porta Nuova â€“ 239 camere, dal design vibrante e con spazi dinamici che favoriscono coworking e socializzazione. L’hotel segna l’ingresso del brand Marriott–Tribute Portfolio a Milano, capitale finanziaria e del design in Italia. 
  

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.

We are currently recruiting talented and passionate people ready to make the difference and step above the crowd.

MANDATORY & PREFERABLE REQUIREMENTS

 Listed below are the mandatory & preferable requirements recognized as minimum level to be short listed for this role.

Mandatory:

• A minimum 5 years of travel industry experience in MICE sales manager role.
  


• Excellent knowledge and track record of incremental success in MICE segment (agencies and corporate) in Italian and international Markets is a must.
  


• Native or fluent in Italian (written and spoken).
  


• Fluent in English (written and spoken).
  


• Must be an EU Citizen or possess an Italian work visa.
  

Preferable:

• Highly computer literate.
  


• Current experience with an international branded hotel group.
  


• Additional language (French or German would be considered a plus).
  

SCOPE OF THIS ROLE

The main objective of this role is to reach group volumes, ADR and total revenue through pro-active and reactive commercial activities.

The successful candidate should demonstrate a clear commitment to the importance of IHC brand’s philosophy, possess strong written and oral communication skills, as well as being experienced in negotiation and time management.

The company also requires the candidate to follow all procedures and plans in order to contribute in achieving and exceeding revenue targets.

The candidate will report to the Corporate Director of Sales & Marketing

Location base: Milan

CORE JOB RESPONSIBILITIES & KEY PERFORMANCE INDICATORS

Sales Activities:

• Develop and implement the Annual MICE Sales Plan, including key account plans, soliciting, and servicing selected markets and accounts.
  


• Develop account plans, detailed objectives, timescales and sales methods to support the defined sales strategy.
  


• 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.
  


• Actively participate in the development and delivery of sales plans. Prepare, present and execute the Annual Sales Action Plan for the assigned accounts.
  


• Monitor, analyze and reports sales results.
  


• Proactively plans and execute weekly sales appointments, sales promotion, and follow-ups in order to achieve and exceed revenue targets.
  


• Constantly and timely updates CRM software with sales calls, account information, tasks, and projects. 
  


• Accurately identifies the level of influence and decision-making power of contacts in the customer organization, using these to secure business.
  


• Supports Conference & Events with conversion of new and repeat enquiries.
  


• Reviews customer base to determine new opportunities for account penetration.
  


• Contributes ideas to improve products and services offered.
  


• Attends sales trips and trade-shows nationally and internationally in accordance with the Sales Trips Plan.
  

Key performance indicators

• Room Revenues in group MICE segment according to budget guidelines.
  


• Room nights in group segment according to budget guidelines.
  


• ADR in group segment according to budget guidelines.
  

PERSONALITY & SKILLS

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

• Excellent business hunter, he/she sets high personal performance standards.
  


• Must display knowledge of the Hospitality Industry, MICE and Luxury markets.
  


• Plans, organizes and uses a systematic approach to get things done, managing time and resources effectively. Prioritizes actions and manages tasks to completion.
  


• Actively seeks opportunities to develop and learn from experience. Seeks innovative solutions, making conscious decisions to go for action.
  


• Communicates openly and clearly both verbally and in writing, pitching information at appropriate level.
  


• Develops positive working relationships at all levels and manages conflict effectively.
  


• High-level problem-solving skills, can adapt quickly and positively to new situations without losing productivity.
  


• Acts on own initiative when appropriate and accepts personal responsibility to make things happen constantly reviews to improve.
  


• Thinks ahead, developing contingency plans where necessary, with a drive and determination to succeed.
  


• Contributes and is effective when team working with peers, expressing confidence in own ideas and gaining commitment to action from a range of people.