Director of Sales and Marketing
JOB DESCRIPTION
- Executive in charge of reaching the targeted goals as defined
in the Sales & Marketing Plan. Responsible for orienting and following
up to materialize the budgeted revenues of respective segments through
existing clientele and key prospects. This position focuses on the hotel’s
national and international key accounts / key prospects base.
Key
Responsibilities:
- Supervise preparations and definition of the Sales &
Marketing Plan and manual for the department and participate in setting up
the sales & marketing policies, procedures and objectives.
- Determine the corporate/travel trade marketing and sales
strategy related to pricing and promoting to meet the objectives outlined
in the Sales & Marketing Plan.
- Clearly understand and communicate the Corporate and Regional
Strategic Sales Objectives to the Sales & Marketing team.
- Handle budgets for miscellaneous sales activities and
promotions.
- Actively involved in the recruitment of all members of the
Sales & Marketing Team in conjunction with Human Resources department.
- Identify, retain and develop Talent within the team.
- Ensure that regular and appropriate communication is carried
out with the Global Sales Offices that assist the Hotel Sales &
Marketing team in achieving their goals.
- Carry out on-boarding for all Sales & Marketing
colleagues.
- Follow the sales and marketing results (accounts’ room night
productivity, revenue, etc.) and propose corrective actions if needed.
- Maintain and maximize the utilization of all automated sales
and reservations systems involved with group business.
- Supervise the existence of an efficient follow-up on all
leads to maintain a good relationship and generate group/individual leads
for the hotel.
- Maintain permanent files for all corporate, group and travel
trade account with strong room/night potential.
- Maintain and improve the efficiency of reservation centers,
to ensure that information in reservation system’s database is updated.
Coordinate such insertions to be realized correctly with the Reservations
Manager.
- Through various tools (e.g. media, social events, gatherings
with competition etc.), explore economical data, new developments in
certain companies’ structures, new assignments, industrial complexes, new
business centers, new projects which all could be of interest and benefit
of the hotel and distribute this information to relevant staff.
- Keep close follow up on developments of the competitor hotels
(occupancy, structural alterations, renovation, special campaigns, rate
promotions, marketing efforts, theme events etc.). Also explore and
compare corporate traffic amongst the competition.
- Propose ideas for promotional materials to be distributed
during sales calls, international trade shows and for other promotional
activities.
- Supervise (and handle when necessary) the group and
individual reservation requests. Follow-up the progress of the booked
business.
- Set up the corporate rates for local/international companies
/ travel trade accounts as well as other commercial accounts.
- Collaborate with all local and overseas customers, make
personal calls to accounts and trace potential customers.
- Supervise the existence of an efficient customer database
system (SFA), which will be capable of identifying to report sales calls
and other sales activities and maintain a vigorous updating exercise in
certain periods of time.
- Maintain a fair account distribution amongst the sales
employees who will be responsible to manage (visit, handling complaints,
update information and follow up) their own account group.
- Cascade all relevant key information to the Sales &
Marketing team.
- Update customers with the latest development of the hotel and
inform hotel management of all changes in the customer profile.
- Propose and coordinate the promotional activities undertaken
by sales department and / or Food & Beverage.
- Supervise the coordination with the other department heads to
ensure quality of guest / group satisfaction
- Project and prepare the participation procedure for domestic
or international trade shows, fairs, exhibitions, workshops, road-shows,
sales blitzes etc. and participate in such professional business related
events.
- Supervise the quotations of group and travel agency rates as
well as international corporate rates offered for multinational companies
(directly or through travel consortia’s). Make sure that the respective
Kempinski Global Sales Offices are informed of such quotations.
- Additional responsibilities and tasks can be added at any
time according to the needs of the business and of the hotel.
Desired Skills and
Qualifications
- University/College level education in a relevant field is
required.
- Previous experience in luxury hotels is required.
- At least 5 years experience in a similar position with strong
knowledge of the hospitality market.
- Proven experience in Sales and Marketing in the hospitality
industry with emphasis made on MICE and Groups & Event Sales,
corporate and Leisure Consortia.
- Proven ability to meet or exceed sales targets and drive
revenue growth.
- Excellent communication skills.
- Excellent leadership and team management skills.
- Knowledge in a foreign language will be a distinct advantage.
- Presentable, well spoken individual.
- Pleasant and outgoing personality.
- Fluent speech skills.
- Ability to remain calm and composed under pressure.
How to Apply
