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Job Summary
Upmarket Hotel Brand is requiring a Hospitality Sales (Public Sector) for their Cape Town portfolio. The successful candidate will be responsible for driving revenue growth by securing business from government departments, state-owned enterprises, and official bodies. This role focuses on building strategic relationships within the public sector to secure room nights, conferences, and event bookings. Key Responsibilities Business Development & Strategic Prospecting Identify and target new business opportunities within local, provincial, and national government departments. Conduct proactive sales activities, including "cold calling;" site inspections, and formal presentations to procurement officers and department heads. Monitor and respond to government tenders (RFPs/RFIs) ensuring all compliance documentation is accurate and submitted within deadlines. Develop a deep understanding of the Public Finance Management Act (PFMA) and government procurement cycles to align sales efforts with state spending patterns. Account Management Maintain and grow a database of key government influencers, travel coordinators, and decision-makers. Act as the primary point of contact for government accounts, providing tailored solutions for large-scale summits, parliamentary sessions, and departmental workshops. Negotiate contract rates and Service Level Agreements (SLAs) within the framework of government-approved per diem rates and cost-containment measures. Market Intelligence & Reporting Track competitor activity within the government segment and adjust sales tactics to maintain market share. Collaborate with the Revenue Manager to ensure pricing strategies are competitive yet profitable. Maintain an updated CRM pipeline, documenting all interactions, site visits, and converted leads. Key Performance Indicators (KPIs) Revenue Target Achievement: Meeting or exceeding monthly and annual room and conferencing revenue targets specifically for the government segment. New Business Acquisition: Number of new government departments or state agencies converted into active accounts per quarter. Market Penetration: Increasing the share of wallet from existing government accounts compared to previous fiscal years. Sales Activity Levels: Achievement of weekly activity quotas, including 15+ face-to-face meetings and 5+ site inspections. Tender Success Rate: Percentage of successful bids vs. total tenders submitted. Database Accuracy: 100% up-to-date contact information and interaction history within the CRM system. Minimum Requirements Experience & Education: Grade 12 (Matric) and a Degree or Diploma in Hospitality Management, Sales, or Marketing. A minimum of 3–5 years of sales experience in the hospitality industry, with at least 2 years specifically focused on the Government/Public Sector segment. Proven track record of meeting and exceeding sales targets within a group environment. Skills & Competencies Procurement Knowledge: Strong understanding of the central supplier database (CSD) and government e-tender portals. Communication: Exceptional negotiation and presentation skills, with the ability to communicate professionally at all levels of government. Technical Proficiency: Skilled in Microsoft Office Suite and hospitality CRM software (e.g., Opera, Apex, or Salesforce). Logistics: Must possess a valid driver’s license and own reliable vehicle as frequent travel to government offices is required. Professionalism: High level of integrity and the ability to work independently in a high-pressure, target-driven environment.
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