At least 7 years of sales and marketing experience in international luxury five-star hotels.
At least 5 years working as Director of Sales & Marketing within ultra-luxury hotel brands.
Hands-on pre-opening experience for at least one luxury resort property.
Ability to adapt quickly to a changing market with a revenue-positive effect.
Ability to demonstrate the key leadership qualities identified by the VP of Sales.
Analytical approach to problem solving and ability to think outside the box.
Creative and innovative approach to Sales & Marketing activities.
Negotiation and selling skills.
Revenue and target focus.
Knowledge of food and menu preparation, service and presentation, and pricing and cost strategies.
Strong computer skills, including Microsoft Office (Excel, PowerPoint, and Word), scanning, and digital equipment.
Knowledge of Micros Fidelio Opera and Sales & Catering.
Responsibilities
Supervise preparation and definition of the Sales & Marketing Plan and departmental manual, and participate in setting Sales & Marketing policies, procedures, and objectives.
Determine corporate and travel trade marketing and sales strategies related to pricing and promotion to meet the objectives in the Sales & Marketing Plan.
Communicate Corporate and Regional Strategic Sales Objectives clearly to the Sales & Marketing team.
Handle budgets for miscellaneous sales activities and promotions.
Participate actively in recruiting all Sales & Marketing Team members in conjunction with People Services.
Identify, retain, and develop talent within the team.
Communicate regularly with Global Sales Offices that support the Hotel Sales & Marketing team in achieving its goals.
Carry out onboarding for all Sales & Marketing colleagues.
Monitor sales and marketing results, including account room-night productivity and revenue, and propose corrective actions as needed.
Maintain and maximize use of automated sales and reservations systems involved with group business.
Ensure efficient follow-up on leads to maintain relationships and generate group and individual hotel leads.
Maintain permanent files for corporate, group, and travel trade accounts with strong room-night potential.
Maintain and improve reservation-center efficiency to ensure reservation-system database information is current, coordinating updates with the Reservations Manager.
Use media, social events, competitor gatherings, and other tools to explore economic data and developments in companies, industrial complexes, business centers, and projects that may benefit the hotel, and distribute relevant information to staff.
Monitor competitor hotel developments, including occupancy, structural alterations, renovations, campaigns, rate promotions, marketing efforts, and theme events, and compare corporate traffic among competitors.
Propose promotional materials for sales calls, international trade shows, and other promotional activities.
Supervise group and individual reservation requests, handling them when necessary, and follow up on booked business.
Set corporate rates for local and international companies, travel trade accounts, and other commercial accounts.
Collaborate with local and overseas customers, make personal calls to accounts, and trace potential customers.
Ensure an efficient customer database system (SFA) identifies and reports sales calls and other sales activities, and maintain regular updates.
Ensure fair account distribution among sales employees, who manage their assigned account groups through visits, complaint handling, information updates, and follow-up.
Cascade relevant key information to the Sales & Marketing team.
Update customers on hotel developments and inform hotel management of changes in customer profiles.
Propose and coordinate promotional activities undertaken by Sales and/or Food & Beverage.
Coordinate with other department heads to ensure guest and group satisfaction.
Plan and prepare participation procedures for domestic and international trade shows, fairs, exhibitions, workshops, roadshows, and sales blitzes, and participate in these business events.
Supervise quotations of group and travel agency rates and international corporate rates offered to multinational companies directly or through travel consortia, and ensure the relevant Kempinski Global Sales Offices are informed.
Support and implement Talent Development initiatives as part of daily activities.
Identify training talent in the department and throughout the hotel, and actively support their career development.
Support and initiate transfer, cross-exposure, and task-force assignments for the team.
Conduct regular TTTTs with the team and take personal interest in talent development plans.
Recruit and select potential talent according to current and future department, hotel, and Kempinski needs, including conducting interviews for departmental positions.
Ensure the hotel achieves its financial objectives and the Sales & Marketing Team achieves its revenue objectives.
Achieve personal objectives and carry out the TTTT to the satisfaction of both the General Manager and Director of Sales & Marketing.
Ensure the Sales and Marketing Department achieves an ESS Global Satisfaction score of 80%.
Take on additional responsibilities and tasks as required by the needs of the business and hotel.
The job of Director of Sales & Marketing is executed satisfactorily when:
The hotel achieves its financial objectives. The Sales & Marketing Team that the person is responsible for achieves their revenue objectives. The person achieves their personal objectives. The TTTT is carried out to the satisfaction of both General Manager and Director of Sales & Marketing. The ESS Global Satisfaction score for the Sales and Marketing Department achieves 80%.
At Kempinski, Talent Development is a management responsibility and consequently an integral and important part of our Managers’ daily activities. The Director of Sales & Marketing fulfils their role as a Talent Development Ambassador when:
They actively support and implement Talent Development initiatives as a part of their daily activities. They identify Training talents in their department and throughout the hotel as per below definition* and actively support their career development. They support and initiate transfer, cross exposure and task force assignments for their team. They personally conduct TTTTs with their team on a regular basis and take personal interest for their talents’ development plans. They recruit and select potential talent according to current and future department, hotel and Kempinski’s needs including conducting interviews for positions in their department.
*A Hotel Talent is an employee, who has the ability to do the current job in their hotel and can be promoted to the next level. Mobility is what makes this person a Kempinski Talent.
Senior candidates could be considered as EAM-S&M.
Supervise preparations and definition of the Sales & Marketing Plan and manual for the department and participate in setting up the sales & marketing policies, procedures and objectives.
Determine the corporate/travel trade marketing and sales strategy related to pricing and promoting to meet the objectives outlined in the Sales & Marketing Plan.
Clearly understand and communicate the Corporate and Regional Strategic Sales Objectives to the Sales & Marketing team.
Handle budgets for miscellaneous sales activities and promotions.
Actively involved in the recruitment of all members of the Sales & Marketing Team in conjunction with People Services.
Identify, retain and develop Talent within the team.
Ensure that regular and appropriate communication is carried out with the Global Sales Offices that assist the Hotel Sales & Marketing team in achieving their goals.
Carry out on-boarding for all Sales & Marketing colleagues.
Follow the sales and marketing results (accounts’ room night productivity, revenue, etc.) and propose corrective actions if needed.
Maintain and maximize the utilization of all automated sales and reservations systems involved with group business.
Supervise the existence of an efficient follow-up on all leads to maintain a good relationship and generate group/individual leads for the hotel.
Maintain permanent files for all corporate, group and travel trade account with strong room/night potential.
Maintain and improve the efficiency of reservation centers, to ensure that information in reservation system’s database is updated. Coordinate such insertions to be realized correctly with the Reservations Manager.
Through various tools (e.g. media, social events, gatherings with competition etc.), explore economical data, new developments in certain companies’ structures, new assignments, industrial complexes, new business centers, new projects which all could be of interest and benefit of the hotel and distribute this information to relevant staff.
Keep close follow up on developments of the competitor hotels (occupancy, structural alterations, renovation, special campaigns, rate promotions, marketing efforts, theme events etc.). Also explore and compare corporate traffic amongst the competition.
Propose ideas for promotional materials to be distributed during sales calls, international trade shows and for other promotional activities.
Supervise (and handle when necessary) the group and individual reservation requests. Follow-up the progress of the booked business.
Set up the corporate rates for local/international companies / travel trade accounts as well as other commercial accounts.
Collaborate with all local and overseas customers, make personal calls to accounts and trace potential customers.
Supervise the existence of an efficient customer database system (SFA), which will be capable of identifying to report sales calls and other sales activities and maintain a vigorous updating exercise in certain periods of time.
Maintain a fair account distribution amongst the sales employees who will be responsible to manage (visit, handling complaints, update information and follow up) their own account group.
Cascade all relevant key information to the Sales & Marketing team.
Update customers with the latest development of the hotel and inform hotel management of all changes in the customer profile.
Propose and coordinate the promotional activities undertaken by sales department and / or Food & Beverage.
Supervise the coordination with the other department heads to ensure quality of guest / group satisfaction.
Project and prepare the participation procedure for domestic or international trade shows, fairs, exhibitions, workshops, road-shows, sales blitzes etc. and participate in such professional business related events.
Supervise the quotations of group and travel agency rates as well as international corporate rates offered for multinational companies (directly or through travel consortia’s). Make sure that the respective Kempinski Global Sales Offices are informed of such quotations.
Additional responsibilities and tasks can be added at any time according to the needs of the business and of the hotel.
Minimum 7 years of sales & marketing experience in international luxury five-star hotels;
At least 5 years working as Director of Sales & Marketing within ultra-luxury hotel brands;
Hands-on pre-opening experience for at least one luxury resort property.
Ability to quickly adapt to a constantly changing market with a revenue positive effect
Demonstrate the key leadership qualities as identified by the VP Sales
Analytical approach to problem solving and demonstrated ability to “think outside of the box”
Demonstrate creative and innovative approach to Sales & Marketing activities
Negotiation skills and selling skills
Revenue and target focus
Discipline
Knowledge of food and menu preparation, service and presentation as well as pricing and cost strategies
Strong computer skills, including Microsoft Office, (Excel/PowerPoint/Word), scanning and digital equipment knowledge