Global Sales Manager

Job description

This position requires a close working relationship with Asia Pacific Marketing and Sales Specialists, Hotel Marketing and Sales Departments, GCC and other office employees. The role is required to support acquisition and management of sales initiatives in region and support all the Hyatt Hotels globally. This position also sends group and event lead referrals and new corporate account opportunities. The Sales Manager must be a self-starter and capable to work independently and must have good communications and interpersonal skills, good use of initiative, team player, personable, discreet and reliable, good grooming and personal presentation. Very strong follow up, organizational skills and leadership skills.

Financial

• Support worldwide hotels sales needs based on agreed priorities and anticipated business levels.

• Allocate time and effort according to budget set for HSF China to maximize revenues.

• Achieve agreed targets in new active Accounts, Room Nights, and Revenue quotas

• Submit monthly Travel and Expense Report and Entertainment Schedule for approval.

Sales and Operational

• Work very closely with all HSFs to retain and expand Hyatt International's Key accounts.

• Call on Key Accounts in assigned territory, reporting findings and opportunities.

• Pre-qualify and target Key Accounts in assigned territory, utilizing Salesforce database and develop appropriate and effective sales solicitation strategies to increase market share.

• Be the “one-stop shop”, problem solver for global accounts and key point of contact for major accounts in the designated region in China

• Manage annual RFP process

• Work with Hyatt International colleagues in US/EAME/LAT to strengthen Hyatt’s Global Account Management

• Entertain potential and current customers based on business priorities.

• Ensure a high level of exposure through direct sales solicitation, telephone contact and written communications.

• Ensure all established credit and collection procedures are implemented when handling MICE business (Meetings, Incentives, Conferences and Exhibitions).

• Handle all guest and employee inquiries including complaints in a friendly, courteous, efficient and professional manner, passing information on to the appropriate parties.

• Find practicable solutions to guest problems, consulting with concerned individuals/hotels. Ensure prompt responses and follow up on all requests. Objectively report guest feedback to concerned hotels, reporting back your actions to customers.

• Ensure that Sales Contracts follow established Policies and Procedures and are based on sound commercial judgment.

• Maintain an awareness of market developments

• Assist to organize Sales events such as Hyatt Sales Mission and trade fair participation.

• Update all sales activities in Envision on a daily basis.

• Consults newspaper, trade journals, and other publications to learn about potential business opportunities

Acquisition

• Professionally conduct routine telemarketing activities to identify new accounts.

• Assist with Mass Mailing Campaigns.

• Assist visiting hotel representative’s set-up appointments and Sales Calls.

• Assist new Hotels to identify and acquire potential Accounts.

• Help to organize and coordinate the familiarization trips.

• Conduct Product Presentations to increase awareness with Key Accounts.

• Assist in Special Projects as assigned (Hyatt Sales Mission / Client FAM / Trade Shows).

Administration

• Maintain an efficient, updated and accurate manual and electronic (Envision) filing system.

• Maintain complete and supported records of all Sales Agreements, Contracts and Quotations for hotels, as stipulated according to Policies and Procedures.

• Establish an efficient Trace File to ensure that all businesses booked are properly tracked.

• Provide accurate reporting of Group Business booked

• Attend meetings as requested.

• Ensure all Sales Calls and Meetings are well planned, efficient and results oriented.

• Safeguard all Contracts and financial documents.

• Assist to prepare Monthly Activities Report, Production Report and MICE Report for circulation to the China hotels

Others

• Ensure your workplace and surrounding area is kept clean and organized at all times.

• Be willing to learn and to be trained to improve the professional performance and the reputation of Hyatt.

• Ensure understanding and adherence to Rules and Regulations and Policies and Procedures.

• Report for duty punctually, wearing appropriate attire, reflecting a professional and polished image. Maintain a high standard of personal appearance and grooming at all times, projecting a positive and motivated attitude.

• Respond to changes in the industry dictated by the market and the company.

• Identify necessary training needs and assist in appropriate training programs for subordinates, taking an active interest in subordinates’ development and welfare.

• Maintain a good working relationship with all employees, as part of Hyatt International's objective of ensuring that all employees provide a courteous and professional service at all times to colleagues and guests.

Responsibilities:

• Sales Calls, Account Management, Driving Revenue & Market share shift to Hyatt hotels, especially our Lifestyle brands

• Implement a strategy plan for a portfolio of Accounts/ New accounts, in order to meet/or exceed revenue/market share goals

• Supporting and implementing Global Corporate, Travel Agents and MICE Sales Strategies in market.

• Business travel to Account portfolio, QBR’s, Tradeshows, Fam Trips and internal meetings where necessary

• Orchestration of quarterly account and market action plans and collaborating with other hotel based Directors & Managers to drive production and revenue to both group and event segments from Corporate Accounts

• Able to work independently and makes decisions based on established policies and procedures

• Account management and RFP negotiations on existing and new Corporate and Meeting Planner accounts

• Supports/leads coordinates tradeshows, events, sales mission in market (like Hyatt Fairs, Hyatt Events and product updates) along with collaborating with the Global HSF team and other business functions to successfully implement these activities

• Provide feedback to Head of Sales – North and South East Asia and our lifestyle hotels on market conditions, forecasts and recommendations

Others

• Create and sustain a work environment that focus on fair and equitable treatment and associate satisfaction to enable business success.

• Develop a trusting and respectful business partnership with each property’s ownership by meeting or exceeding expectations in sales and marketing.

• Willing to learn and to be trained to improve the professional performance and the reputation of Hyatt.

• Report for duty punctually, wearing appropriate attire, reflecting a professional and polished image. Maintain a high standard of personal appearance and grooming at-all-times, projecting a positive and motivated attitude.

• Respond to changes in the industry dictated by the market and the company.

• Identify necessary training needs and assist in appropriate training programs for subordinates, taking an active interest in subordinates’ development and welfare.

• Maintain a good working relationship with all employees, as part of Hyatt International's objective of ensuring that all employees provide a courteous and professional service at-all-times to colleagues and guests.

• Demonstrate a commitment to Hyatt core values (included in all job descriptions).

• The position responsibilities outlined above are in no way to be construed as all encompassing. Other duties, responsibilities, and qualifications may be required and/or assigned as necessary (included in all job descriptions).

Desired profile

Qualifications :

Experience:

• High proficiency of MS Office and lotus notes and will need to quickly learn Envision.

• Written and spoken proficiency in English and Mandarin is a requirement for this position

• Equally at ease in Chinese and Western culture

• Comprehensive knowledge of Hotels and Sales practices.

• Comprehensive knowledge of, Corporate, Travel Agents & MICE segment.

• Able to feedback pricing & marketing strategically.

• Current position should be in Sales preferably in the Hotel Industry with experience working in hotels sales function, global sales experience is preferred especially in Corporate, Travel Agents & MICE segment.

• Organizing & Administering - works collaboratively and experience in supervising subordinates.

• Priority Setting - Is able to work in a deadline and performance-oriented environment.

• Interpersonal Savvy – relates well to all kinds of people up, down, laterally, inside and outside the organization; builds appropriate rapport, builds constructive and effective relationships; uses diplomacy and tact; can diffuse high-tension situations.

• Drives for Results – has good balance of process and outcomes focus.

• Self-starter/Independent – comfortable to work independently; self-starter.

Education

• Degree required preferably in Hotel Management, Business Administration, Marketing and / or Revenue

Computer Skills Needed to Perform this Job

• Microsoft Office Suite

• Project management software

• Cvent or equivalent systems

• Knowledge of CRS, e.g. Delphi or equivalent

Additional Comments and Requirements

• Ability to travel extensively

• Hands on approach