Cluster Online Sales Manager -Melia Doha & Dubai

Location
Qatar (QA)
Posted
29 Nov 2016
Closes
27 Dec 2016
Sector
Hotel
Job Level
Management

We are looking for an Cluster Online Sales Manager  where the role wil cover the following responsiblities for both Hotel Melia Doha & Melia Dubai.

 

RESPONSIBILITIES:

  • Responsible for the total income budget for the direct channels, OTA's and any other channel considered as ONLINE
  • Apply the budget goals in accordance with regional budget targets and hotel budgets.
  • Key contact to plan, execute and follow up the online strategy for each hotel, following the pricing strategy of Revenue Committee
  • Ensure that the Global and Regional Online strategy is followed and the online potential for the hotels under his/her responsibility is optimized
  • Increase melia.com business, shifting business from external intermediaries to direct channels of melia.com and MeliaPRO
  • Coordinate with revenue management on Proactive Pricing strategy to optimize demand and sales on transient segments
  • In line with the revenue team, the OSM must collaborate to guarantee rate parity as applied for public rates and a correct Melia Rewards pricing strategy is in place for each hotel.
  • Proactivily planning actions for Transient segment objectives, following the directions set by regional distribution & eCommerce
  • Benchmark and compset analysis to find new opportunities and define an annual action plan for each hotel, FUP on execution
  • Detect strenght, weakness and opportunities into the online channels to optimize the hotels performance
  • The OSM is responsible for sales & share of sales for Melia.com, sales and enrolments of MeliaRewards and MeliaPRO
  • Account Management and Development of different partners, managing relationship with Market Managers & Distribution teams
  • Find and evaluate new Online opportunities, new business models, and new developments on the current partners
  • Planning and execution of promotions and actions for any OnLine channel. Proactively suggest to melia.com and partners participation or creating of particular promotions / actions.
  • The OSM must guarantee rate parity is applied for public rates and a correct MeliaReward pricing strategy is in place for all hotels
  • Daily checks and weekly deeper analyzis must be done to ensure parity for all channels and to find out partners not respecting it
  • Revision, FUP with hotels on Melia.com & MelaiReward bookings done the day before to detect frauds, cancellation with high value
  • Follow up on outstanding commission payment invoices and Follow up and support solving them
  • Coordination of the Global campaigns participation for all 5 Direct client regions in collaboration with the revenue management
  • Understanding definition of Global CRM strategy to make sure to have an annual plan for the main geo-source markets
  • Support of Global Digital Marketing strategy by weekly checks rates & availabilites on metasearch, communication of special offers for SEM actions and FUP on communications, additional marketing actions, messages, banners and brand campaigns
  • Supervise the correct implementation of MeliaPRO in regrads to action plan, sales action plan, objective and marketing actions
  • Plan, create and place marketing and communication actions in accordance with Sales team, Distribution, Regional Ecommerce
  • Coordination with Distribution team the SEM / SEO Actions, feeding them with market information to optimize Marketing Strategy
  • Support CRM Actions in intermediaries and third channels
  • Following sales objectives, work with CRM & Campaigns EMEA to identify, design and launch campaigns and offers, following the new CRM contact strategy, based in Customer Insight, for local, frequent and potential clients
  • Working with EMEA CRM & Campaigns and Loyalty EMEA, identify opportunities for client data acquisition, internal and external, following CRM principles
  • Push identification process and follow customer contact strategy
  •  Coordination with EMEA Distribution team
  • Run content check list to evaluate and update contents on the different Online Channels.
  • Responsibility for updating or supervising the content on Melia.com regularly to adapt to the market evolutions.
  • Ensure right positioning at Melia.com, push up rank positioning on the OTAs and notify hotel needs in terms of content
  • Check customer reviews and monitor online reputation to identify customer needs and new opportunities including social media
  • On a regular base the correct reporting must be defined to communicate results to the AREA Director, Revenue and Hotels
  • An analyze by region, markets, hotel, type of clients, rate codes, arrival month and channels must be done to reach the goals with the use of the daily dashboard, operative dashboard and google analytics Premium for melia.com and intermediarries
  • Active communication to the distribution team for each hotel regarding the situation for pick-up, OTB, need periods, problems
  • Must attend the necessary Business Reviews and meetings for the respective region and hotels
  • Training and information activities to support internal personal to improve their skills for online business
  • Responsible for the total income budget for the direct channels, OTA's and any other channel considered as ONLINE
  • Apply the budget goals in accordance with regional budget targets and hotel budgets.
  • Key contact to plan, execute and follow up the online strategy for each hotel, following the pricing strategy of Revenue Committee
  • Ensure that the Global and Regional Online strategy is followed and the online potential for the hotels under his/her responsibility is optimized
  • Increase melia.com business, shifting business from external intermediaries to direct channels of melia.com and MeliaPRO
  • Coordinate with revenue management on Proactive Pricing strategy to optimize demand and sales on transient segments
  • In line with the revenue team, the OSM must collaborate to guarantee rate parity as applied for public rates and a correct Melia Rewards pricing strategy is in place for each hotel.
  • Proactivily planning actions for Transient segment objectives, following the directions set by regional distribution & eCommerce
  • Benchmark and compset analysis to find new opportunities and define an annual action plan for each hotel, FUP on execution
  • Detect strenght, weakness and opportunities into the online channels to optimize the hotels performance
  • The OSM is responsible for sales & share of sales for Melia.com, sales and enrolments of MeliaRewards and MeliaPRO
  • Account Management and Development of different partners, managing relationship with Market Managers & Distribution teams
  • Find and evaluate new Online opportunities, new business models, and new developments on the current partners
  • Planning and execution of promotions and actions for any OnLine channel. Proactively suggest to melia.com and partners participation or creating of particular promotions / actions.
  • The OSM must guarantee rate parity is applied for public rates and a correct MeliaReward pricing strategy is in place for all hotels
  • Daily checks and weekly deeper analyzis must be done to ensure parity for all channels and to find out partners not respecting it
  • Revision, FUP with hotels on Melia.com & MelaiReward bookings done the day before to detect frauds, cancellation with high value
  • Follow up on outstanding commission payment invoices and Follow up and support solving them
  • Coordination of the Global campaigns participation for all 5 Direct client regions in collaboration with the revenue management
  • Understanding definition of Global CRM strategy to make sure to have an annual plan for the main geo-source markets
  • Support of Global Digital Marketing strategy by weekly checks rates & availabilites on metasearch, communication of special offers for SEM actions and FUP on communications, additional marketing actions, messages, banners and brand campaigns
  • Supervise the correct implementation of MeliaPRO in regrads to action plan, sales action plan, objective and marketing actions
  • Plan, create and place marketing and communication actions in accordance with Sales team, Distribution, Regional Ecommerce
  • Coordination with Distribution team the SEM / SEO Actions, feeding them with market information to optimize Marketing Strategy
  • Support CRM Actions in intermediaries and third channels
  • Following sales objectives, work with CRM & Campaigns EMEA to identify, design and launch campaigns and offers, following the new CRM contact strategy, based in Customer Insight, for local, frequent and potential clients
  • Working with EMEA CRM & Campaigns and Loyalty EMEA, identify opportunities for client data acquisition, internal and external, following CRM principles
  • Push identification process and follow customer contact strategy
  •  Coordination with EMEA Distribution team
  • Run content check list to evaluate and update contents on the different Online Channels.
  • Responsibility for updating or supervising the content on Melia.com regularly to adapt to the market evolutions.
  • Ensure right positioning at Melia.com, push up rank positioning on the OTAs and notify hotel needs in terms of content
  • Check customer reviews and monitor online reputation to identify customer needs and new opportunities including social media
  • On a regular base the correct reporting must be defined to communicate results to the AREA Director, Revenue and Hotels
  • An analyze by region, markets, hotel, type of clients, rate codes, arrival month and channels must be done to reach the goals with the use of the daily dashboard, operative dashboard and google analytics Premium for melia.com and intermediarries
  • Active communication to the distribution team for each hotel regarding the situation for pick-up, OTB, need periods, problems
  • Must attend the necessary Business Reviews and meetings for the respective region and hotels
  • Training and information activities to support internal personal to improve their skills for online business

Desired Skills and Experience

  • Substantial E-Distribution channels and system experience in an upscale branded hotel is essential
  • Experience or understanding of Revenue Management is desirable
  • Fluent spoken and written English is essential, Arabic is an advantage
  • A team player who works well with internal and external customers
  • Strong verbal and written communication skills are essential
  • Self-driven and target focused