Key Responsibilities:
Enquiry Management
- Respond promptly and professionally to incoming conference and events enquiries.
- Take ownership of enquiries from initial contact through to confirmed booking.
- Establish a clear understanding of the client's requirements, objectives, budget and expectations.
- Qualify enquiries to identify genuine sales opportunities.
- Provide accurate and commercially appropriate information about the college's conference, meeting, accommodation, catering and event facilities.
- Ensure enquiries are progressed efficiently and that no viable sales opportunity is lost through lack of follow-up.
- Maintain regular communication with prospective clients throughout the sales process.
Sales & Conversion
- Prepare and issue professional proposals, quotations and packages tailored to client requirements, proactively following up and progressing opportunities through to confirmation and contract.
- Identify opportunities to increase booking value through additional services, accommodation, catering, AV and event requirements, negotiating within agreed commercial parameters to maximise conversion and revenue.
- Ensure all confirmed business is accurately recorded and effectively communicated to the relevant operational and planning teams.
- Develop strong client relationships to secure repeat business and convert one-off bookings into longer-term partnerships.
Working with the Head of Sales
- Work closely with the Head of Sales on the management and conversion of the sales pipeline.
- Seek guidance from the Head of Sales on complex, high-value or strategically important opportunities.
- Escalate significant commercial negotiations, pricing decisions or non-standard client requirements where appropriate.
- Provide regular updates on pipeline activity, conversion and potential risks.
- Support the Head of Sales with sales campaigns, key accounts and targeted commercial projects.
- Contribute to sales meetings and discussions around performance, market trends and opportunities.
Working with the Business Development Manager
- Work collaboratively with the Business Development Manager when new business opportunities are generated through proactive prospecting.
- Take ownership of the proposal, quotation and conversion process once an opportunity has been qualified and handed over.
- Ensure a smooth transition between business development and sales conversion.
- Maintain clear communication regarding client requirements, expectations and next steps.
- Support the BDM where additional information, proposals or commercial documentation is required.
- Provide feedback on the quality and conversion of BDM-generated opportunities.
Commercial & Operational Collaboration
- Work closely with Operations, Food & Beverage and Planning teams to ensure proposals are commercially attractive and operationally achievable.
- Ensure client requirements are clearly communicated before confirmation.
- Understand the operational implications of different event requirements.
- Avoid over-promising or committing the operation without appropriate consultation.
- Identify opportunities to maximise revenue while maintaining excellent client experience.
- Support a seamless handover from sales to planning team.
CRM & Administration
- Maintain accurate and up-to-date records of all enquiries, opportunities, proposals and confirmed business.
- Record all relevant client communication and follow-up activity within the CRM system.
- Monitor outstanding quotations and ensure appropriate follow-up.
- Ensure contracts, proposals and supporting documentation are completed accurately and within agreed timescales.
- Produce regular sales activity and pipeline information as required.