Director Of Sales

Job description

Administration

· To develop, implement, maximise, monitor and evaluate the hotel’s Sales Strategy (goals, tactics and actions) to achieve and exceed forecasted revenue figures in Rooms, Food and Beverage, and all other revenue generating departments.

· To ensure Sales activities are aligned with the Corporate Marketing Strategy, and Hotel Actions have been implemented where appropriate.

· To represent the Sales function on the hotel's Executive Committee.

· To oversee the preparation and update of the Departmental Operations Manuals.

· To conduct regular departmental communications meetings and ensure departmental briefings and meetings are effective and conducted as necessary.

· To review sales files and systems to ensure correct booking procedures, including group room and meeting programme history, contractual agreements, room block analysis, credit and payment documents, etc.

Operational

· To direct and coordinate all selling activities and to communicate these activities throughout the hotel.

· To review and evaluate the effectiveness of selling activities and adjust as necessary to achieve or exceed the objectives as outlined in the Annual Marketing Plan.

· To be aware of community, business, political and social factors that may affect the hotel’s financial performance.

· To ensure room and banquet space inventories are reviewed weekly and strategies are formulated to fill low occupancy periods.

· To make sure all sales proposals, collateral, digital tools, and other sales communications are in line with the hotel’s and HI’s brand standards, and up to date in terms of information.

Customer Service

· To monitor all hotel associates deliver the brand promise and provide exceptional guest service at all times, providing positive and constructive feedback as necessary to the respective Head of Department

· To ensure Sales associates also provide excellent service to internal customers in other departments as appropriate.

To handle all guest and internal customer complaints and inquiries in a courteous and efficient manner, following through.

Marketing

· To manage all the hotel sales brand contacts, to enforce and maintain the hotel’s brand positioning and concept, agreed upon in the hotel’s Annual Business Plan.

· To prepare, utilise and update an Annual Sales Plan, broken down as necessary by division and/or department.

· To manage all sales strategy, tactics, and action implementations, complying with the Smart Selling approach, in order to create a strong and disciplined sales team who achieve their sales goals.

· To implement the strategic marketing process, maximising the available sales data including hotel Cognos, Marketing Portal, Competitive Intelligence, and Delphi/Fidelio catering system in order to make sound decisions.

· To constantly monitor and evaluate local, national and international market trends, and the competitor hotels’ sales initiatives, in order to make sure the hotel’s marketing and sales remain competitive and cutting edge.

· To manage all key sales accounts and groups, to evaluate them based on sales account analysis prepared by Marketing Manager – Strategy / Marketing Analyst, and to develop strategies for pricing, inventory, and sales resource allocation.

· To actively participate in weekly yield meetings and monthly strategic meetings, developing and adjusting sales and pricing strategy.

· To be aware of community, business, political and social factors that may affect the hotel’s financial performance.

· To ensure the best use is made of technology including Delphi or other sales and catering systems, and the data is clean.