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, part of the portfolio:  

• Ambasciatori Palace – 160 rooms, the first InterContinental (IHG) branded property in Italy. Originally built in 1900 to host ambassadors in Rome and later home to the American Embassy Library in 1946, it is a historic building located in the heart of Via Veneto. It represents the ideal setting to experience the blend of Rome’s ancient history and modern sophistication.
  
• Anglo American Florence – 118 rooms, a historic hotel part of the Curio Collection by Hilton, dating back to the 19th century. Located in a quiet area of Florence city center, just a 10-minute walk from Firenze Santa Maria Novella. It is the most recent property to join the group, having opened in 2024.
  
• Duo Milan Porta Nuova – 239 rooms, featuring a vibrant design and dynamic spaces that encourage coworking and social interaction. The hotel marks the entry of the Marriott Tribute Portfolio brand into Milan, Italy’s financial and design capital.
  

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

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 Market s  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

Salary range : Visualizzare il telefono su recruit.zoho.eu

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 report s 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 t rade-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.