Director of Sales and Marketing

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POSITION: Director of Sales and Marketing

DEPARTMENT: Sales and Marketing

RESPONSIBLE FOR: 

Sales Manager/s
Sales Coordinator/s
Marketing Expert

REPORTS TO:  General Manager

PRIMARY OBJECTIVE OF POSITION:

The Director of Sales and Marketing is responsible for, and manages all aspects of the hotel’s active and aggressive sales and Marketing team initiatives, and maximizes the overall revenue of the hotel by directing the revenue generating activities in accordance with the sales and marketing business plan.  The job incumbent should be active, proactive, analyzing, and achieve results in every respect.  All work will be in line with the hotel’s guidelines and business plan.

TASKS, DUTIES AND RESPONSIBILITIES:

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
• 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 programs 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 local and international, major travel functions and trade shows to promote the hotel
• 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
• Thorough research to be conducted during customer meetings in order to avoid information duplication sourcing.

MARKETING

• Sales and Marketing Activity Plan to be developed and reviewed quarterly.
• Media positioning to be coordinated with the marketing expert.
• 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 team’s overall progress, service and team work daily
• 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
• Encourages, develops and manages effective employee relations within department and throughout the hotel

LAWS, REGULATIONS AND POLICIES

• Makes sure the sales team follows all applicable laws, and corporate standards and guidelines
• Keeps track on departmental costs
• Show involvement and be interested in environmental and/or social issues.

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
• 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 standards of operation and departmental procedures
- Accepted methods of payment by the hotel

E-mail: [email protected]

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