Position Description



JOB DESCRIPTIONJob Title:Skyline Rotorua Sales and Marketing ManagerCompany and Department:Skyline Rotorua, Sales and Marketing Group / Team:Skyline Enterprises Group CommercialResponsible To:Directly to General Manager Commercial, dotted line to General Manager Skyline Rotorua Responsible For:(Total number of staff) Skyline Rotorua Sales and Marketing Assistant and C&I ExecutiveJob Purpose:This job is responsible for leading the development, execution and delivery of sales and marketing activity / initiatives that drive profitable growth for the Skyline Rotorua business.Date:April 2021Organisation Context33123227391990Key RelationshipsExternal:With travel and tourism industry sales distribution channel partners including Inbound Operators (IBOs), online travel agents (OTAs), wholesalersTourism New Zealand (TNZ) and Regional Tourism Operators (RTOs)Other local Rotorua operatorsProfessional Conference Organisers (PCOs)Local Rotorua governmentLocal schools and education networks, e.g. Rotorua Education Network (REN)Media, brand, design and digital agenciesInternal:Skyline Central teamsSkyline Rotorua Heads of Department and senior management and staff General Managers, CEO and Board Key Result Areas The position of Sales and Marketing Manager encompasses the following major functions or Key Result Areas:Responsible forKey Result Area 1 – Execution and DeliveryThe Sales and Marketing Manager will be responsible for the development and execution of the Skyline Rotorua businesses sales distribution channels and management and associated marketing and communications activity. This role will develop clear sales and marketing plans and forecasts in line with the agreed business strategy to achieve growth and profitability objectives.Expected ResultsDevelop in conjunction with the Skyline Rotorua business (General Manager and HODs) and central Skyline team the Skyline Rotorua sales and marketing plans with a focus on product, price, promotions and placement / distribution Lead the execution of the Skyline Rotorua sales and marketing plan and sales growth strategy to drive revenue and profitable growthDeliver to agreed sales revenue and profitability targets and budgets as included in the above sales and marketing planMonitor and analyse key customer facing channels and metrics to understand customer behaviour (qualitative and quantitative) and inform the businesses marketing strategies and execution. Where applicable initiate customer research to inform plans as well as own customer NPS measurement and improvementAnalyse and monitor overall channel sales performance to maximise channel growth and margin performance. This includes regular reporting, analysis and insight development to help inform ongoing activityCross-channel inventory and yield management and channel optimisationMonitor and maintain an ongoing knowledge of the travel and tourism industries, and key customer markets including competitor activity, product development and pricing, and an awareness of all major developments and trends Identifying opportunities to deliver additional profitable business value Key Result Area 2 – Relationship Management The Sales and Marketing Manager will be responsible for maintaining, developing and growing key external sales and marketing and commercial relationships (as in the above External key relationships) to the benefit of the Skyline Rotorua business growth and profitability objectives.Expected ResultsMaintain, manage and grow key local government and operator relationships Maintain, manage and grow key local industry and trade / account relationships as required in collaboration with the SEL Group Sales ManagerHost key customers and partners as requiredMaintain and manage strong internal relationships, both across the Skyline Rotorua business and with the central Skyline teams to ensure all sales and marketing initiatives are developed and implemented in consultation and clearly communicatedMedia and PR / agenciesKey Result Area 3 – Operational Excellence The Sales and Marketing Manager will be responsible for the day to day operational performance and management of the Skyline Rotorua sales channels and associated marketing activity. They will work with the business to optimise channel performance, and where required transform sales and marketing related business processes to maximise the outcome for the customer and the businesses. Key measures of success (KPIs) include revenue and margin growth, decreasing the cost of goods sold, and cost to serve.Expected ResultsOwn the daily channel management and yield optimisation to maximise profitLead the execution of key promotions and campaigns with strong ROIEnsure accurate and current content and communications, and all activity aligned with brand and marketing guidelines Optimise key internal sales and marketing processes including social channelsManage and maintain marketing budgets, spend and effectiveness in line with achieving business outcomes. Key Result Area 4 – Leadership and PeopleThe Sales and Marketing Manager will be responsible for leading and providing direction to the Skyline Rotorua sales and marketing team, and wider business. All while maintaining a positive and engaging culture. Expected ResultsLead teams with a customer first focusWork collaboratively across the business and GroupEmpower teams with the skills, tools and resources to succeedModel customer centric / first behavioursFlexible and agile in approach and advocate for change to improve the businessComplying with all established Workplace Health and Safety policiesTo be responsible for meeting and promoting established Health and Safety Policies and PracticesTo be responsible for the completion of approved Workplace Health and Safety documentationEnsuring delivery of service that supports Skyline’s sustainability goalsFinancial ResponsibilitiesControls a budget Y/NMaximum that may be spent without reference to manager _________________________Can spend unbudgeted capital Y/N. Amount___________________Is responsible for committing the organisation to long-term contracts Y/NSigns correspondence for Company Y/NPerson SpecificationQualifications (or equivalent level of learning)Essential Desirable Preferably a related tertiary qualification such as commerce, marketing, communications, managementKnowledge / ExperienceEssential (indicate years of experience required as appropriate)Desirable5-7 years sales and / or marketing experience – exceeding targets and budgets, with experience in channel management, digital marketing, customer research and segmentationSuccessful delivery of sales and marketing plans to target and budgetProven experience in driving strong commercial outcomesDemonstrated success in working in, and leading cross-functionally across internal and external teamsAptitude for data analysis (qualitative and quantitative)Experience in high paced, agile customer led environmentsWithin tourism and travel industryOnline channel salesKey Skills /?Attributes / Job Specific Competencies????Ability to establish excellent cross-functional working relationships, and deliver to deadlines in a multi-stakeholder?environment?Problem solver who can take a logical, analytical approach while being?customer?centric??Be technology savvy, with skills in modern?marketing?including digital?marketing??Financial and commercial acumen?Strong communication and influencing?skills?Detail, and process?orientated????Living Our ValuesSkyline Rotorua is a leader in the New Zealand travel and tourism sector. We are successful because of the commitment of our staff towards our company’s vision to “deliver world class leisure & entertainment experiences.”We have four values that sum up how we communicate, behave and work together to achieve our goals.? By applying these values in our work, we can deliver on our service promise to provide the ‘Wow’ factor for our customers, staff, community and shareholders alike.315595254000Safety:We take responsibility for our own safety and guest safety, and practice safe behaviours in everything we do.3302002095500Care:We are committed to being courteous towards our guests and fellow Skyliners, taking pride in our work and environment.3194052095500Ownership:We take ownership in our role and work together as a team to continuously improve our service, products and property for our guests to enjoy.3263901143000Skyline Family:We are committed to working together, listening with respect and valuing each other’s contributions, making Skyline a great place to work and a fun place to visit.General To maintain a public image which is compatible with the highest possible standards at all times whilst on the premises.All disciplinary action to be made in full consultation with the General Manager and will follow company guidelines.Ensure all aspects of Skyline Mission Statement are upheld.Ensure total confidentiality is maintained at all times.Any other duties which are related to and consistent with the above job description as directed by the General Manager.Change to job descriptionFrom time to time it may be necessary to consider changes in the job description in response to the changing nature of our work environment– including technological requirements or statutory changes. This Job Description may be reviewed as part of the preparation for performance planning for the annual performance cycle or as required.Employee NameDateEmployee Job TitleApproved: Manager NameDateManager Job Title ................
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