Commercial Director

Job Description

What do we expect from you?

Under the general guidance of the General Manager, responsible for directing, coordinating, training and supervising the Sales Managers, Revenue Management team and the Sales Administrators in all sales-related activities, including direct sales efforts, follow-up and proper sales administration. He/she is also responsible for growing existing accounts and generating new business to ensure that Room, Food & Beverage and Catering revenues meet or exceed budget in order to maximize revenue and profits, and to improve the hotel’s performance in the marketplace.  He/she is Accountable to General Managers for the hotel as well as additional reporting responsibilities to the Senior Vice President, Sales and Revenue Management.

How your day looks like:

• Direct and manage all group, transient, and sales activities to maximize revenue for the area hotels within their scope of responsibility
• Prepare, implement and compile data for the strategic sales plan, monthly/annual SMART goals, annual goals, sales and marketing budget, forecasts and other reports as directed/required
• Develop rates, group ceilings and deployment strategies through review of competitive data, demand analysis and mix management
• Recruit, direct, manage, train and counsel sales employee
• Oversee departmental matters including all aspects of the terms and conditions of employment as they relate to federal, state and local employment and civil rights laws
• Lead, direct and participate in sales presentations, and client meetings
• Conduct and attend daily business review meetings, weekly strategic sales meetings, management meetings and other meetings as required/ requested
• Manage and direct all advertising, public relations and promotional activities with corporate marketing team
• Represent the hotel in the community and industry organizations and events when applicable
• Supervise, administer and ensure timely completion of all activities of the Sales and Revenue Departments
• Develop a full working knowledge of the operations of the hotel, including Food and Beverage, Guest Services, Front Office and Housekeeping
• Develop a complete knowledge of company sales policies and SOP’s, and ensure knowledge of and adherence to those policies by the sales team
• Develop and maintain market awareness to ensure ability to predict revenue opportunities and set proactive strategies
• Meet or exceed established goals
• Operate the Sales Department within established sales expense budget
• Initiate and follow up on sales leads
• Monitor production of all top accounts and evaluate trends within said market; ensure sales employee is held accountable for those accounts within their respective territories
• Coordinate all non-group transient sales and catering solicitations to maximize market mix
• Administer training in the Sales and Revenue departments
• Assist in the preparation of required reports in a timely manner
• Conduct weekly sales meetings and daily line ups
• Conduct regular business review meetings with Sales and Catering, operations employee and General Manager
• Be familiar with all Mondrian Doha sales policies and selling techniques with an emphasis on maximizing occupancy, Average Daily Rate (ADR) and Food & Beverage revenue
• Conduct all Sales Team performance reviews
• Motivate, coach, counsel and discipline all Sales and Catering department personnel aligned with Mondrian Doha policies and code of conduct
• Review meeting planner evaluations as received to ensure that any problems are rectified
• Conduct a professional, thorough site inspection of the hotel with clients, exhibiting key features and benefits of the property, and ensure that all Sales Managers conduct thorough site inspections
• Develop strategies to increase and maximize market share from competitors

Qualifications

Additional Information