Director of Sales

Job Summary

The Director of Sales is responsible for planning, implementing and directing sales activities of the company to achieve sales goals and revenue. The individual assists the Director of Sales & Marketing in annual budget planning and develop strategic action plans for hotels to drive measurable, incremental sales revenue.

The Role

Sales Activities

• Proactively identify, qualify, and solicit new business to achieve personal and hotel revenue goals by building network and relationships with higher-profile clientele to generate sales leads, optimizing potential revenue for the company
• Schedule meetings with potential clients and coordinate business deals that seek to promote the hotel and its services
• Fulfills a minimum of 20 sales activities per week including sales call, entertainment and site inspection – this position is expected to ensure that each Sales colleague with account management responsibility fulfills the same
• Ensure sales activities focus on all facilities including Club Residences, Catering, Food and Beverage, Auriga Spa, inclusive of all experiences in the hotel
• Prospect new businesses through phone solicitation, on-site sales calls, conducing site-visits, and participations in relevant industry events, trade exhibitions and overseas sales trips for networking and lead generation.
• Develop an action plan that will address the accounts needs and demands together with the sales team and review with Director of Sales & Marketing on a quarterly basis. This includes tactical plan of action and development of other key accounts.
• Assist Director of Sales and Marketing in annual budget planning and in achieving the annual operating budget to meet and exceed budget expectations. Ensure successful performance by increasing revenues, controlling expenses and providing a return on investment for the property owner and the hotel
• Maintain an up to date knowledge of the hotel daily services, activities, promotion, and event. Effectively communicate and update all team members on any changes to ensure guests receive up-to-date information
• Represent the customer needs to the rest of the hotel, and constantly identify and communicate potential new revenue opportunities to the Director of Sales & Marketing
• Develop strong community relations. Network in the local market, in the industry and professional organizations. Participate in tourism and entertainment networks. Ensure departmental participation in community service events to build teamwork and enhance community relationships.
• Attends and chairs meetings in the absence of Director of Sales and Marketing.

Manage Team

• Supervise, support and lead the Sales Team
• Present sales reports and recommendations for management updates and decision-making
• Identify training needs of the department and implement a training plan in conjunction with the department heads to close gaps
• Be involved in career progression and succession planning of colleagues
• Support and actively participate in the planning and execution of the hotel's overall colleagues development and retention efforts

Talent Profile

• Minimum 8 years working experience in Room Sales for a luxury hotel
• Minimum 2 years working experience as Director of Sales in a luxury hotel will be an added advantage
• Prior experience in managing a team
• Excellent selling skills and understanding of sales processes
• Strong analytical skills to develop and review reports (including Revenue Management) and determine other opportunities and ways to increase business levels.
• Systems knowledge (S&C Opera Cloud) and software knowledge (Microsoft Office, etc.)
• Able to lead and train new team member