JOB SUMMARY
The Director of Sales leads, manages and oversees the room sales, room reservations & event sales for the hotel, ensuring maximisation of revenue. The Director of Sales collaborates & aligns the management team and extended teams to develop & implement strategies that are financially viable for the hotel; and in return, achieve profit & product leadership. This role requires a sales focused leader who understands hospitality sales, reservations, revenue management, and event planning & execution.
ACCOUNTABILITIES:
1. Works with the General Manager & extended teams to develop a sales & events plan that identifies market niche and segments & defines a tactical plan to focus on these.
2. Monitor and review sales production and adjust sales & events activities, account coverage and sales priorities in order to achieve / exceed planned goals.
3. Implementing sales plans that drive incremental occupancy, increase average rates and grow event sales.
4. Optimise room utilization by accessing the demand and supply for rooms & reservations.
5. Review reports & sales forecast to analyze current/potential market & sales trends.
6. Review regularly activity reports and ensure targets and Sales objectives are met.
7. Prepares necessary reports for management reporting.
8. Identifying, soliciting, influencing and converting highly valuable revenue opportunities.
9. Developing & maximising relationships with selected key accounts.
10. Builds and strengthens relationships with existing & new customers to enable future bookings. Activities to include sales calls, entertainment, hotel site inspections etc.
11. To be the key client contact on-the-ground, welcoming clients, conducting site visits, and management of VIP groups and client reservations.
12. To manage guest database and CRM, including history, spending trends, preferences.
13. Collaborate with the Marketing team on the following:
· create & develop special events & sales blitzes to showcase the hotel to potential clients.
· develop & enhance awareness & reputation of the hotel & the brand in the local community.
14. Assist in building sales collateral, printed materials, and mailers to drive awareness of the hotel.
15. Attend selected trade shows and market events to promote new business and increase sales and marketing opportunities for the hotel.
16. Propose and oversee the set-up of a viable sales administration system covering portfolio management to meet sales team’s needs.
17. Responsible for the people management of the sales team including but not limited to recruitment, performance management and development of the team.
18. Coach and develop team members; inspire and motivate sales success, effectively manage team and individual performance to achieve success metrics.
19. Communicates a clear & consistent message regarding departmental goals to produce desired results.
20. To maintain flexibility to perform other duties and projects as required and deemed necessary to support the Hotel’s overall business objectives.
QUALIFICATIONS:
· Minimum 15 years’ experience in the hospitality industry in areas of Sales & Events management
· Bachelor’s Degree or related qualifications.
SKILLS:
· Highly motivated individual, professional with a positive attitude.
· Excellent communication and interpersonal skills.
· Strong Networking Skills.
· Ability to multi-task and work in a high-volume atmosphere.
· Proven ability to lead others and positively influence employee behaviour.
· Fluent with financials, budgeting and revenue management.
· Results orientated with good planning, organising, interpersonal, communication and leadership skills.
· Computer literacy is essential.
