• Francesca Ratcliffe-Boize
  • e-mail
  • 07872619611

Head Of Commercial Sales City of London, England

Reference: HOCS/FRB Type: Contract Duration: 12 months Start: 01/11/2015 Industry: Hospitality and Catering

Salary: £50000 per annum


*Creating exceptional relationships both internally and externally that ensure the brand flourishes and is seen as a market leader in its field and an integral important part of the Group business.

*Develop and manage the brand with the National Venues Sales Manager and the senior team to ensure that the venue meets its key purpose; that of creating profitable sales activity, for a portfolio of fixed and listed venues. Working clos brand leaders and other Directors to demonstrate the strategy and approach, to gain their full support of you as the sales specialist and brand leader.


Brand and Business Development

*Drive, maintain and grow the Events venue business to stay at the forefront of venue/event sales within the industry. Create and execute marketing and sales strategy with the NVSM to ensure profitable sales are delivered. Strategically communicate with stakeholders' new and engaging communication concepts.
*Manage, motivate, and coach the full sales team to deliver profitable sales that exceed budget consistently. Ensure best practice and exceptional customer service is delivered throughout the entire sales experience, whilst achieving key performance indicators.
*Build effective stakeholder relations with Event Bookers, Venue Clients, Third Party Event Agents, Suppliers, Key Industry Personal, CH&Co Group senior management, and Key Media contacts.
*Raise your own individual business profile in conjunction through effect networking and relationship building
*Assist the Group Business Development Team identify new business and venue opportunities. Write (SMART) business plans on how to enter new markets, champion and facilitate account introductions and oversee all plans relating to key account management. Attend and support industry networking events raising brand profile.
*Work in conjunction with NSVM, play a key role with the tender process for new sales venues including proposals, presentations, site visits and views on the financial submissions.
*Work in conjunction with NSVM on new sales venue business gained, mobilise new sales contracts and teams; implement the sales and marketing strategy managing the client relationship effectively.
*Maintenance and expansion of event bookers' database.

Financial & Budget Management

*Responsibility for setting and managing the departmental budget and the sales targets. This will include the annual negotiation of charges to tin order to create an income for the venue and to ensure the venue P&L is contributing for the central support they receive.
*To agree with Business Development department the central contribution required by the to maintain budget targets (level of recovery of costs).
*Ensure venue contract obligations are met consistently and budgets are communicated and achieved.
*Identify new opportunities to drive revenue streams and where costs can be reduced and profitability increased.
*Work in partnership with the NVSM with regards to marketing budget management.

Team/people Management

*Overall responsibility for the sales team managing through Deputy Sales Manager and senior team. Ensure affective management of all HR related activities including recruitment, appraisals and performance management, monthly reviews, training and development, succession planning and payroll.
*Work in partnership with NVSM to produce effective annual sales training calendar and annual group wide sales team meeting.
*To encourage ownership of venue performance via agreed venue gurus.
*To motivate and develop sales team via individual development plans that are SMART led (i.e. stretch targets).
*Effective communication with all on site operational teams.
*Ensure excellent relationships are built with both the venue clients and event bookers.
*Respond to under-performing sales team members effectively with support from Deputy Sales Manager.
*To encourage and set by example the adoption of the CH&Co Group values.
*To have an open mind to accept change and innovation within the wider business group to allow for growth and development.


Work in conjunction with the NVSM and senior team and /or CH&Co Group Marketing senior team to:-
*Through market awareness and competitor analysis create and deliver a sales and marketing strategy for both Events that drives return on investment, creates new sales opportunities whilst enhancing the brand reputation and market reach.
*Play a key role by identifying opportunity for the web sites and digital activity and work with the team to develop and manage ongoing.
*Create and manage social media strategy and implementation of content marketing (new creative campaigns that cause impact).
*Source new advertising and media partnerships that drive engagement with our target market and negotiate advertising opportunities.
*Oversee the approach on Familiarisation events and courting to ensure the team deliver an effective return on investment.


*Management of wedding seller (in addition to dotted line into Deputy Sales Manager).
*Set annual wedding targets both in terms of revenue and number of weddings annually.
*Ensure wedding objectives are exceeded and measured continuously.
*Drive new wedding business and increase brand awareness via key communication tools including (but not limited to) the web site and packages/brochures.

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52 Berkeley Square London W1J 5BT020 7499 5955

Registration by appointment only
in Central London