Director of Sales

Overview

The main responsibility is to manage the total sales efforts within the hotel and the area sales office to generate proactively revenue. The basic guideline to do this is the hotel’s Marketing Plan as well as the Business Plan. The role includes maintaining, developing and recognizing Key Accounts / prospects, and regular contact with local and international Travel Trade. The role is involved with all agreements / contracts the hotel has with major Key Accounts / Tour Operators, etc. The incumbent is aware of market trends from all existing and potential feeders. The role also ensures an adequately staffed, motivated, and skilled sales team and proper sales office administration and filing according to standards. The job requires maintaining good relations with the supervisor, Rooms Division and Reservations at all times. Hotel experience in the same position for 7 years or more is required. Responsibilities

Prospective accounts : identify prospective accounts and establish goals for Key Accounts by analyzing historical data and other statistics, conducting account interviews, and preparing customer action plans. Fairs (domestic / international) : attend fairs to represent the hotel / region in accordance with the Business / Marketing Plan and in coordination with Regional or Corporate Sales. Domestic market : prioritize sales activities for local travel trade and corporate accounts. International market : coordinate with the General Manager according to internal regulations. Rooms availability and coordination for high-booking periods : final approval is given by hotel operations management. Market mix : emphasize the right market mix to maintain product quality and minimize dependence on long-term trends. Coordination : hold regular meetings with hotel operations (Rooms Division, Reservations, and Food & Beverage) to exchange information and solve problems. Administration

Reduce administrative work to achieve 5–7 personal sales / courtesy calls per day and 10 telephone sales / courtesy calls per day without delaying correspondence. Ensure all inquiries, requests, offers, and confirmations are attended to and replies provided in a timely manner. Reporting : prepare and transmit weekly Call Reports to the supervisor and / or General Manager; establish a Monthly Report summarizing past activities, prospecting and trends, and analyze competitors’ sales and promotion efforts; attend monthly Sales / Rooms Division and Credit meetings. Finance

Business Plan / Budget : set targets to achieve key figures from key accounts / markets through proper action plans. Accounts Receivable : co-responsible for settlement of outstanding balances and follow-up with local Travel Trade to align with credit policy (settlement within 30 / 60 / 90 days) in coordination with Credit Manager / Rooms Division. Contracting

Establishes and signs contracts with local In-bound Operators / Travel Agents / Corporate in accordance with official Rate Policy and in coordination with the General Manager. Conducts rate market surveys to advise management of market trends. Establishes and co-signs contracts with International Tour Operators / Corporate respecting Rate Policy and Contract Policy with General Manager; conducts initial discussions with partners to prepare final contracting. Special deals outside guidelines / rate policy must be discussed, coordinated and approved prior to offer with hotel management. General / Miscellaneous

Maintains coordination and information flow with Rooms Division, Financial Controller / Credit Manager. Establishes monthly reports as required. Maintains a monthly overview of vacation and public holiday balance of all sales staff and provides a consolidated summary to the Personnel Manager. Is familiar with all relevant company documentation and the Operational Standards Manual for the role. Coordinates sales efforts with colleagues of sister hotels under the supervision of Regional Sales. Involvement in establishing the Price Policy with hotel management. Special

Press releases, PR activities, advertisements, etc. are executed and coordinated by the General Manager’s Office. GDS and other electronic distribution systems are updated by hotel operations on a regular basis. Requirements

Hotel experience in the same position for 7 years or more. Seniority level

Director Employment type

Full-time Job function

Sales and Business Development Industries : Hospitality

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