Director of Sales & Marketing

Sohar, Sultanate of Oman
12 Oct 2016
09 Nov 2016
Job Level
MANAGES THE HOTEL’S ACTIVE AND AGRESSIVE SALES FUNCTION • Achieves sales goals by supervising sales staff • Implements strategies to improve market penetration • Maximizes sales productivity by ensuring that sales staff utilize “sales success” techniques • Monitors call productivity and revenue goals for each sales person by tracking results • Improves call productivity by counseling sales staff on appropriate selling techniques • Increases sales volume and profitability by formulating and executing projects for all market areas as stated in the business plan • Analyses sales statistics to formulate profitability • Reviews market analysis to determine client needs, occupancy potential, desired rates, etc. • Meets overall budgeted sales and profit margins by soliciting, evaluating, selling, and confirming business • Qualifies prospective leads as to profitability • Designs and proposes programmes to meet client’s needs. • Performs Sales calls with Sales and Senior Sales Managers. • Negotiates with clients to achieve maximum profit while satisfying client needs • Coordinates transient and group room commitments to insure proper market mix • Approves function space allocation for group and catering bookings • Ensures customer satisfaction and hotel profit by overseeing the coordination of various department’s activities related to booked business • Ensures maximum occupancy on a daily basis by performing follow-ups on progress of groups booked with Front Office Manager and Revenue Manager • Participates in solving problems with other departments as required, relating to business booked in the hotel including space conflicts, possible cancellations, and compromises between guest needs and hotel facilities • Enhances the hotel’s community image and stays abreast of competition, new development, and sales methods and techniques in the hotel industry • Prepares reports as necessary to develop a more informative data base for improved management decision making and critical evaluation of work activities • Prepares the business plan for the hotel and coordinates this with the corporate sales business plan • Plans for and implements methods of maintaining and increasing volume of business thorough sales promotion, potential markets needing coverage, advertising and special sales projects • Provides feedback to General Manager on changing market conditions and trends in competition • Coordinates special local activities with the General Manager • Creates and implements special programmes to increase overall occupancy especially in slow periods • Directs all sales activities for all staff with sales opportunities to ensure that objectives are achieved in the Sales business plan • Attends major travel functions and trade shows to promote the hotel • Creates awareness of other Rezidor Hotels wherever possible, and passes leads to relevant hotels and/or regions • Prepares and controls the Sales Department’s budget • Maintains accurate sales statistics and account records. • Assists in the completion of reports • Analyses departmental budget, and deviations to budget; takes corrective action and follow-up • Seeks business opportunities for other hotels within the Region while conducting sales calls (primary focus being hotel employed at) • Thorough research to be conducted during customer meetings in order to avoid information duplication sourcing. • Monthly sales lead list to be maintained and sent to hotel sales team. MARKETING • Sales and Marketing Activity Plan to be developed and reviewed quarterly. • Advertising to be designed in accordance with Rezidor Brand Standards. • Media Positioning to be co ordinate with marketing coordinator (or appropriate) at the applicable office of the region. • Leisure Packages to be developed to stimulate weekend business. • Promotional offers to be developed for calendar Special Occasions. MANAGING THE SALES TEAM • Utilises leadership skills and motivation to maximise employee productivity and satisfaction • Monitors the sales and reservation team’s overall progress, service and team work daily • Recommends to Revenue Manager how to improve results • Coaches Reservations and Front Office on how to increase REVPAR • Co-operates with other Rezidor hotels in the area to maximise the total occupancy of Rezidor hotels • Screens, interviews and selects potential sales team candidates • Establishes and maintains effective employee relations within the department • Identifies training needs and develops the departmental training plan • Trains the sales team staff appropriately and proactively • Ensures that staff meets and exceeds guest expectations by training and inspiring them to provide Yes I Can! service • Encourages, develops and manages effective employee relations within department and throughout the hotel • Identifies employees with potential for promotion and/or transfer and makes appropriate development plans for him or her together with the Human Resources Manager • Works closely with the Human Resources Manager to execute the following Human Resources related tasks within department: - Performance appraisals - Coaching - Counselling - Discipline and grievance - Employee relations - Wage and salary administration - Compensation and benefits - Union agreements LAWS, REGULATIONS AND POLICIES • Makes sure the sales team follows all applicable laws, and corporate standards and guidelines • Keeps track on departmental costs • Responsible Business: show involvement and be interested in environmental and/or social issues by participating in Responsible Business hotel and departmental activities EMPLOYEE RELATIONS • Fosters and develops effective employee relations within department, and throughout the hotel • Utilises effective internal communication, including daily meetings with the Space Controller and management team members to ensure optimum team work and productivity • Conducts monthly departmental meetings with the sales team • Looks for ways to motivate and challenge employees HEALTH AND SAFETY • Ensures that all potential and real hazards are reported and reduced immediately • Fully understands the hotel’s fire, emergency, and bomb procedures • Ensures that emergency procedures are practised and enforced to provide for the security and safety of guests and employees • Ensures that all employees within own department work in a safe manner that does not harm or injure self or others • Stimulates and encourages a general awareness of health and safety in tasks and activities managed within the department • Ensures the safety of the people and property within the premises by applying hotel regulations, and adhering to existing laws and regulations • Anticipates possible and probable hazards and conditions and either corrects them or take action to prevent them from happening • Ensures that the highest standards of personal hygiene, dress, uniform, appearance, body language and conduct of hotel employees is maintained by all employees in the department MISCELLANEOUS • Attends meetings and training required by the General Manager • Participate in the Hotel’s Manager on Duty programme and perform regular weekday and/or weekend duty shifts as per the Hotel’s operational requirements. • Assists colleagues to perform similar or related jobs when necessary • Ensures guest satisfaction by attending to their requests and inquires courteously and efficiently • Accepts flexible work schedule necessary for uninterrupted service to hotel guests and stakeholders • Maintains own working area, and materials clean, tidy and in good shape; reports defective materials and equipment to appropriate person within the hotel • Continuously seeks to endeavour and improve the department’s efficient operation, and knowledge of own job function • Is well updated on, and possesses solid knowledge of the following: - Hotel fire, bomb and emergency procedures - Hotel health and safety policies and procedures - Hotel facilities and nearby sights of interest and importance (i.e. hospitals, stations, tourist sights) - Hotel standards of operation and departmental procedures - Current licensing relating to own department and to the hotel - Accepted methods of payment by the hotel