Cluster Director of Sales and Marketing

Doha (QA)
03 Oct 2016
31 Oct 2016
Job Level

Responsibilities and Obligations:

Hotel Strategy and Budget Management

Fully contribute to the design of the hotel's business strategy on a yearly and daily basis.
Develops the hotel annual Revenue Plan and the Sales and Marketing plan, and sets sales objectives.
Is concerned with the overall planning, organization, direction and coordination of the activities of the Sales Department to achieve the sales objectives set in the marketing plan.
Keeps up to date with economic and competitive conditions and recommends change in the Sales & Marketing plan to meet the new market climate.
Actively participate in the key management issues in the property (e.g. planned refurbishment, training, customer service improvement campaigns)
Actively support the EAM Rooms and EAM F&B by providing advice, support and training in the up selling and cross selling skills to Front Desk and F & B staff
Actively promote restaurant reservations
Support, and take responsibility for revenue initiatives in car park, laundry, telephone, in-room new/creative technology (movies, internet etc), business services
Budget and Fiscal

Monthly review of expenses and if needed, adjusted
Review and approval of all expense accounts for S&M Team

Analyze competitor's activities and pricing strategy. Analysis of fair market share with 5 major competitors on a monthly and YTD basis.
Sets the Sales Incentive Targets with the Heads of Departments in Sales and MICE.

Analyze trends of business by market segment, channel and Geographical Origin of Business – co-ordinate all activities to maintain and increase revenue through added business volume and increased rate.
Responsible through the Revenue Manager to maximize occupancy and average rate through good inventory and yield management control.
Analyze performance of existing customers through the Sales Team reports.
Schedule detailed action plans to support the Revenue Proposal for all sections of the business.
Identification of the capabilities of the hotel to serve the various types of business and programming of hotel sales efforts to solicit those sources the hotel is best qualified to serve profitably.
Monitors production and profitability of sales packages.
Conference & Events

Responsible through DDOS MICE and Revenue Manager to establish strategy and procedure for:
Inquiry handling
Space control
8 hrs / 24 hrs response rate
Occupancy statistics for all conference/banquet rooms
Inquiry conversion statistics and improvement when needed
Maintenance of Systems and Procedures – Quality Management

Maximize the use of the systems and maintains accuracy of all reservations and other data
Ensure that all the rates are loaded by accurate completion of the database
Maintain up to date knowledge of uses / applications of Protel (including Account Management and Event Management), Yield system, and Internet website.
Undertake all reviews of standard & procedures as necessary
Selling Strategy

Establish and cultivate sales contact with top personnel of major accounts.
Attend travel and industry functions after approval of General Manager.
Make sales trips to priority markets, after approval by the General Manager.
Solicit and serves group business, conventions, incentives, meetings, tours and special groups from: commercial accounts, associations, travel agents, tour operators, group operators, wholesalers, airlines, government tourist offices and any other source.
Fully introduce the use of yield planners, selling matrix / yield system, weekly availability, meetings, availability from systems
Define the sales procedures by organizing the various steps in dealing with inquiries for rooms and C & E Sales; establishment and control of same day 24 hrs response time commitment
Issue and monitor clear targets for Reservations (REVPAR, conversion of enquiries, yield of available c & B space); sales (volume and rate by segment , and sales performance including number of sales calls, conversion of enquiries), REVPAC and REVPASU
Monitor the Sales Incentive Scheme and the Sales Team performance.
Ensure that systems and procedures for selling and pricing are maintained fully.
Account Management

Procure new and repeat business by monitoring contact with commercial houses, meeting planners, travel agencies, wholesalers, private clubs, professional associations and airlines within local, domestic and key international markets.
Maintain contacts with key decision makers in all segments through sales calls, telephone contact and written communication.
Install and maintains updated mailing lists
Monitor and improve sales account productivity
Monitor and improve the Reservations and MICE Department conversion of calls / leads.
Establishment of call targets, "entertainment" targets and weekly control
Coordination of strategy and servicing of accounts with sister hotels.
Outbound Sales

Ensure that the Sales Team promotes business for other Hotels.
Manage the booking process
Team Management

Manages the manning strategy of the Sales and Marketing team with the relevant head of departments and review the needs on a quarterly basis and involves the General Manager when important changes are needed.
Recommend relevant salary reviews
Ensure the support to the sales team with expertise and training on sales management techniques and procedures.
Agree and issue performance objectives for all teams and team members.
Actively develop team members' skills and performance through coaching and training
Conduct evaluations on all direct report
Maintains a close liaison with Food and Beverage and Front Office and secures their cooperation and commitment to meet the needs and expectations of groups, tours and individuals booked via the Sales Office.

Establish advertising and promotions action plan and budget in collaboration with the Corporate Communication Officer.
Establish and implement the local and regional advertisement campaigns in collaboration with the Corporate Communication Officer.
Create and handle distribution of direct mail and promotional campaigns for the hotel in co-ordination with the Public Relations Manager.
Manage and review the effectiveness of all sales promotions
Design and gain agreement for the hotel's marketing plan
Ensure that the hotel is well marketed on Internet and other distribution channels within agreed standards.
Conform to brand standards and corporate identity
Ensure the hotel is presented as an active member of the local community through association membership.

Ensure promotional marketing activities through CRM.
Establishment of 3 month rolling marketing plan
Reports Management

Review the monthly rolling activity forecast (from the Sales & Marketing Plan) and co-ordinates the activities with the relevant person while controlling deadlines
Provide and collate information for all the forecasts meetings
Provide information and report to the GM the hotel's sales performance e.g. GOB statistics
Cash Management

Daily credit check and follow up
Supervise daily billings and filing
Review and approve airline contacts and long term billings
Monitor daily credit transmissions, reconciliation, charge backs and retrieval handling. Sign off daily on all credit card credits processed
Review A/R ageing daily and ensure timely collection calls and account follow up to maintain ageing within acceptable limits
Extend credit as agreed with Finance and ensure tall accounts stay within pre-set credit limits
Create and updates GUEST CREDIT POLICY
Create and updates annually – GROUP/EVENT CREDIT POLICY AND PROCEDURES. Enforces credit policy daily and ensure all sales and convention staff fully trained.
Review and approves credit applications and establishes accounts for clients
Review all upcoming event groups to ensure proper credit established
Review and approves G & T billing / credit.
Make collection calls, receives and applies payments for Group / Events accounts
Review Group / Event / A/R ageing monthly with Finance and prepares follow up
Cost Control

Monthly review of expenses and if needed, adjusted
Review and approval of all expense accounts for S&M Team
Security, Safety and Health

Maintains high confidentiality in regards to guest privacy.
Reports any suspicious behaviour of guests and staff to the General Manager and Security.
Notifies housekeeper regarding lost and found objects.
Ensures that all potential and real hazards are reported appropriately immediately.
Fully understands the hotel’s fire, emergency, and bomb procedures.
Follows emergency procedures to provide for the security and safety of guests and employees.
Works in a safe manner that does not harm or injure self or others.
Anticipates possible and probable hazards and conditions and notifies the Manager.
Maintains the highest standards of personal hygiene, dress, uniform, appearance, body language and conduct