Director of Sales

Job Description

The Position

This role is the champion of the Group segment. Responsible for leading and motivating junior team members to ensure yearly sales budget is achieved and surpassed. Responsible for implementing management standards and quality guidelines in the Department set by the Area Commercial Director. 

KEY ROLES & RESPONSIBILITIES

FINANCIAL:

• To assist the Area Commercial Director.in the preparation of the yearly revenue & expense budget.
• To actively lead the Group segment’s financial and administrative activities to ensure that yearly revenue budgets are surpassed.
• To assist the DOS, Area Commercial Director and DRM with accuracy of revenue forecasting with most updated segments and market information.
• Responsible for Room Sales of managed accounts in Group segment including individual.

ADMINISTRATIVE:

• To actively contribute to the Department’s financial and administrative activities to ensure that yearly revenue budgets are surpassed.
• To prepare accurate administration reports such as sales call schedules, sales call reports, month-end and other reports are submitted on time to the Area Commercial Director..

OPERATIONAL:

• To manage Consortia, Government, Volume and Preferred accounts within the Group segment ensuring targets are met.
• To conduct sales calls with the team.

• To respond to all inquiries within 24 hours.
• To set up appointments and make personal sales calls, telemarketing and site inspections to all existing and potential accounts.
• To entertain decision makers of accounts in the F&B outlets of the hotel and to take part in promotional activities with them.
• To follow up on lost business and bring information about them to the knowledge of the department superior.
• To negotiate with all customers and send out offers/contracts regarding individual and group business.
• To contribute to following the conversion ratio of the Group Department.
• To be aware of all market trends and share it to team so that a collective action can be implemented.
• To plan and arrange business trips to expand market awareness of the brand in key source markets.
• To attend international and local trade shows, roadshows and business trips to build and maintain strong relationship with clients.
• To consistently interact with key clients focusing on high profile guests.
• To maintain an efficient customer database system (OPERA), this is essential in generating sales activities report.  
• To update customers with the latest developments in the hotel and inform hotel management of all changes in the customer profile.
• To seek out and target new customers, new sales opportunities and initiate action plan to secure new business for the Hotel.
• To assist Credit Department in following up all outstanding balances of accounts in a timely manner.
• To come prepared on weekly Sales and Revenue meetings
• To build and maintain good relations with all Accor Regional and Global Sales Offices.
• To be aware of all fire, health, safety, emergency and security procedures in the hotel.
• To keep the DOS and Area Commercial Director promptly and fully informed of all problems or concerns so that corrective action can be taken on time.

• To adhere to the Department and Hotel’s standard operating procedures (SOP’s)
• To ensure strict confidentiality of information in the Department and Hotel.
• To carry out duties, projects and other assignments as required by Cluster DOS

Qualifications

• Minimum 3 years experience in a sales position, preferably at an international 5 star hotel
• Degree/Diploma in Hotel Management / Business Administration
• Strong knowledge of Opera & Microsoft Office
• Understands the local culture and have worked in the region
• Fluency in English, written and spoken, is preferred

PERSONAL ATTRIBUTES

• Excellent understanding of luxury market
• Excellent understanding of all hotel departments
• Professional sales and presentation skills
• Knowledge of basic accounting, math skills and analytical capabilities required.
• Extensive knowledge of sales skills and revenue management
• Ability to assess/evaluate employee’s performance fairly.
• Must have strong interpersonal skills with attention to details
• Strong written and verbal communication skills
• A leader with a positive attitude
• Strategic thinking combined with the ability to move strategy to action
• Problem solving skills
• Managerial / Leadership skills
• Self-motivated, creative and confident, with a highly energetic personality
• Creative, independent, and manages stress gracefully
• Ability to meet deadlines consistently
• Pro-active and taking initiative
• Must be organized and ability to work and follow systems and procedures
• Must be adaptable to change of strategy, ideas, systems etc.
• Must be guest service oriented
• Proficiency in organizational planning with the ability to multi-task
• Ability to meet deadlines consistently
• Pro-active, takes initiative and independent
• Well-organized & ability to work and follow systems and procedures
• Guest service oriented
• Efficient multi-tasker