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JCA Sales Manager

JCA United Kingdom

A maternity cover role as the Sales Team Manager for JCA.

JCA are specialists in outdoor activity adventures, providing exhilarating residential trips for schools across five centres in the UK. JCA also offer a range of family adventure trips, sports weekends including netball and football.

This role is based in the office in Brighton on a full time basis for the period of maternity leave, commencing in April 2018.

Sales Management

  • Managing the office based sales team of 7 Regional Account Managers
  • Performance-managing the sales team, setting targets and reviewing performance
  • Collate and distribute sales performance reports and submit accurate weekly and annual forecasting v budget
  • Manage monthly and annual commission programmes, implementing ad-hoc incentives to yield the best results
  • Quality control – monitoring and ensuring accuracy of quotes and customer service whilst retaining margin and price increases
  • Ensuring CRM database is completed accurately to support forecasting and individual sales person performance and maximize marketing opportunities
  • Maintaining and building relationships with key clients such as NCS, Gulliver’s, HC Tournaments and bespoke sole occupancy bookings to include where appropriate service level agreements and contracts
  • Communicating ongoing sales team performance updates and budgetary KPI position to the team so they understand the current opportunities, focuses and challenges
  • Working individually with each sales executive to create and maintain sales strategies within their regional account areas and search for new business sales opportunities whilst maximizing repeat business
  • Continued monitoring of individual performance, sickness and holiday

Commercial Management

  • Responsible for maximizing the revenue yield for our fixed commitment of 5 centres including JCA’s owned flagship activity centre, Condover Hall, to deliver budgeted revenue and volume growth
  • Understanding costs, marketplace demand, current occupancies and year on year increases to produce/modify pricing as necessary, including individual decisions on a quote by quote basis
  • Responsible for maximizing the occupancy of each centre, overselling allowing for cancelations and abandonments, stop and open selling of stock as appropriate to achieve maximum volume. Managing any change of dates, duration as required for minimum disruption to clients (moves)
  • Successful generation of revenue, margin and volume in line with team and individual targets as agreed with Commercial Director
  • Managing forecasts, intake and bridge sales forecasts for individuals and for the team as a whole
  • Attend trading meetings detailing sales activity, marketing plans, forecast and current performance

Organise, implement and manage incentives in line with budgets and business requirements as agreed with the Commercial Director


  • Work closely with the Brand Marketing and Digital Marketing Manager on the JCA marketing activity plan to drive sales
  • Product development: assessing feasibility of new and existing products (especially for low season), researching, developing and implementing new products
  • Maintain up-to-date information relating to current campaigns, special offers, operational changes, product updates, competitor products and offers as required for the use of the team and website
  • Develop Maximizer super user capabilities and attend meetings when required
  • Share and monitor best practice with the other Sales Team Managers
  • Co-ordinate and communicate with centre managers, administrators or site teams as required
  • Supporting the administration and operational teams as required post booking

Key Measurables

Driving delivery against the following key performance indicators:

  • Budgeted Revenue and Margin targets
  • Pax volumes and intake
  • Occupancy levels for committed bed stock
  • Delivery of EBIT targets

Skills / competencies

  • Ability to manage and motivate an experienced sales team
  • Be able to demonstrate a history of success in a sales focused role and personally demonstrate this on a daily basis by way of example
  • Strategic and commercial focus
  • Strong managerial and communication skills.
  • High energy and motivated by business improvement opportunity
  • Process driven with strong organisational skills
  • Willing to take personal initiative with ‘hands on’ and can do attitude
  • Pragmatic and flexible
  • High energy and a desire to work in a results oriented, customer-centric, fast-paced environment
  • Ability to multi-task, adapt to change and ‘think out of the box’
  • Experience of pricing and yield management

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JCA Sales Manager

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