Cluster Director of Sales

MAIN DUTIES:

Administration

• To coordinate and upkeep the filling system of the Sales Department with Sales team and Sales Secretary.

• To coordinate Sales team in the issuing leisure & corporate rate agreements.

• To organize the Sales Teams’ recording system and timely process in responding to all in-coming and out-going correspondence/proposals/contracts/follow up questionnaires (group and dry events).

• To assist in the maintaining the standard of work environment cleanliness in the office.

• To monitor the sales team production and activities through daily, weekly and monthly reports.

• To review and submit: a weekly summary of sales team activities to DOSM and other strategic reports as requested by DOSM or GM.

Financial and Revenue Responsibilities

• To monitor business leads to ensure the budget is met.

• To attend and proactively participate in weekly RevMax meeting.

Training and Human Resources

• To assist DOSM in the recruiting of sales personnel through involvement during the interview process.

• To appraise (via annual employee appraisal and mid-year update reviews) the sales staff, ensuring annual business and learning goals are being achieved.

• To supervise Sales/C&E personnel regarding sales related actions in the Hotel Business Plan and activities according to schedule and budget set to achieve its anticipated results.

• To train sales staff on Accor vision and values, encourage them to share the new ideas for hotel and department improvement.

• To ensure that all necessary tools and equipment are provided to staff in order to function efficiently.

• To conduct weekly and monthly meeting with the sales team and related departments for job follow up and information dissemination purposes.

• To create a good working atmosphere and efficient cooperation in the Sales & Marketing department.

• To conduct department training to the new and existing staff to improve their knowledge and skills.

• To maintain a good working relations with all departments and all external contacts.

• To coordinate functions and activities with other departments professionally.

• Ensure wherever possible that employees are provided with a work place free of discrimination, harassment and victimisation.

• Treat complaints of harassment and discrimination promptly and confidentially.

• Treat customers and colleagues from all cultural groups with respect and sensitivity.

• Identify and deal with issues which may cause cross cultural conflict or misunderstanding.

Guest Service Responsibilities

• To ensure all complaints are reviewed and investigated then discussed with Director of Sales & Marketing and review follow-up action by sales persons.

• To coordinate Sales team in the issuing annual questionnaires.

• To meet and greet VIP as required.

• To review quarterly iPerform group evaluation and set action plan in place to achieve targeted 90% score.

Responsibilities & Means

• To ensure the smooth running operations relating to Sales administrative & sales functions – including direct supervision responsibility for all Senior/Sales/& Legendary Event Sales Managers plus Legendary Event Planning team.

• To cooperate with all departments for smooth running operation.

• To ensure that all client requests and servicing are attended to and fulfilled by all sales personnel and administration staff.

• To be responsible for the supervising, managing and overseeing of all aspects of the S&M Division in absence of DOSM with direct reporting to the GM.

Technical Responsibilities

• To identify business potential and upkeep close contact with former and potential clients through personal visits, phone calls and correspondences in view of contract signing with them

• To recommend solutions and strategies to further improve the sales performance

• To ensure that the sales team meets all client requirements and the service offered to them corresponds effectively to their requests.

• To draw up together with the sales team and concerned departments sales promotions and packages

• To maintain regular contacts with the clients and report any adverse comments to the management for rectification.

• To acquire extensive product knowledge, its strength, weaknesses, opportunities and threats as against key competitors.

• To organize and attend trade shows or undertake sales trips.

• To maintain key accounts and develop new business opportunities for the hotel through active supervision and sales coverage with designated sales personnel.

• To visit VIP top accounts and meet VIP guests to establish closer relationship with them

Commercial Responsibilities

• To be well informed about the operations especially in key departments: Front Office, Housekeeping, F&B and Banqueting etc… to meet quarterly with counterparts from each department

• To set in conjunction with the Director of Sales & Marketing, Revenue Manager and Sales Managers the current rates as charged by the hotel

• To closely observe matters pertaining to the competitors regarding sites, prices, services offered on a regular basis

• To promote the hotel through entertaining, site inspections and presentations of the hotel

• To ensure sales team are updated with hotel promotions and related information

• To complete a minimum of 20 physical sales calls/ prospecting/soliciting phone calls per week plus 2 site inspection/entertainment contacts

• To develop and foster good rapport with the public, clients and members of the trade, government officials, media and press, Accor Regional Sales and Reservations office in an effort to ensure and promote a good image of the hotel

• To represent plus also and coordinate (with Sales Secretary) Sales Managers attendance on behalf of the hotel at association, chamber of commerce, social functions, and national tourism board events. Target being 10 per month for Sales team

Replacement and temporary mission

• To perform other related (and non-related in order to assist other hotel departments and sister properties) duties and special projects as required by Director of Sales & Marketing

• Good communication and customer contact skills

• Results and service oriented with an eye for details

• Ability to multi-task, work well in stressful & high-pressure situations

• A team player & builder

• A motivator & self-starter

• Well-presented and professionally groomed at all times

• Minimum 5 years of experience gained from working in key cities / resorts destinations globally

• Excellent reading, writing and oral proficiency in English language

• Ability to speak other languages and basic understanding of local languages will be an advantage

• Good working knowledge of Opera, MS Excel, Word, & PowerPoint

• High degree of professionalism with sound human resources management and business acumen capabilities

• Bachelor’s degree in Sales, Marketing or related field.