Director of Sales (HCM Base)

Sales Activities

• Seek and develop new potential accounts through direct enquiries, sales leads (local and overseas), sales blitz follow-up, telemarketing exercise.

• Ensure appropriate efforts are expanded by Sales Managers on the solicitation and development of active accounts, prospect accounts, suspect accounts, and lost accounts.

• Assist, formulate and develop the annual room revenue, room night goals and business plan.

• Analyze market changes, and under Director of Comercial, implement programs within the sales department to meet these changes.

• Responsible for establishing a complete hotel account database for all key market segments in all key market areas, work closely with the Sales team and Events team to ensure that such database is constantly updated and accurately maintained.

• To assist in establishing and implement rate strategies for all market segments.

• Coordinate customer requirements with other departments to achieve maximum guest satisfaction and profitability for the hotel.

• Attend all major functions hosted by the hotel to promote sales for the hotel.

• To assist and support Sales Managers in all aspects of negotiation and closing of major accounts and business of the hotel.

• To constantly monitor the progress and development of individual personnel and to discuss with the person concerned and provide feedback to Director of Commercial and implement action plans for improvement.

• Analyze marketing changes and implement programm with the Sales department to meet these changes, i.e. changes of FIT business, inflation of foreign currencies.

• To meet and engage with all influential clients and ensure there is a follow-up all discussed details.

• To conduct on-site inspections for potential clients with Sales Manager.

• Participate in familiarization visits and entertainment as and when required.

• To plan and participate in Sales blitz.

• To plan and attend trace shows as when required.

• Monitor sales activities of competitors and prepares appropriate strategies for review with Managing Director (MD) or General Manager (GM).

• Conduct wholesale negotiations and finalize contracts with tour operators and agents in coordination with the Sales Manager – Travel Industry.

• Pay regular visit to major key supporter of the hotel with Sales Manager.

• To supply any competitor’s activity information and current market trends to MD/GM.

• Implement all sales action plans in the business plan.

• Responsible for the department revenue and expense budget.

• Recommend to DOC direct mail or e-mail marketing to reach specific markets.

• To coordinate effectively with, and to provide assistance to Director of Events (DOE) and Events Managers to ensure proper execution of all events and meetings group.

• To main a portfolio of hotel’s top accounts and ensure that maximum room nights are achieved and implement action plan for such clients.

• To establish a room night goals for the Department and to conduct monthly review with all Sales Managers concerned to determine course of action in order to achieve maximum results.

• Keep track of all Sales Manager’s performances and sales solicitation activities.

• To ensure company’s vision, mission and department’s standard service tasks are adhered to.

• Ensures that staff training is conducted accordingly to the business plan and that all sales personnel are capable of independent execution of all sales responsibilities through constant review of their strengths and weaknesses and to determine action plans for constant improvement.

Meetings

• To chair and attend daily morning sales briefing.

• Attend daily Operations meeting in the absence of DOC.

• Attend and co-chair the weekly Group Resume meeting.

• Attend and chair (in the absence of DOC) bi-monthly Sales department’s meeting.

• Call for weekly meeting with Managers on individual basis.

• Attend monthly Review Meeting (Sales Managers).

• Attend monthly department head meeting.

• Chair monthly Sales coordinator meeting.

• Attend weekly forecast or yield meeting.

Entertainment and Site Inspection

• Entertain individually or joint entertainment with Sales Manager to Senior Executives and Secretaries of potential corporate companies and in-house guests to maintain good client relationship and to ensure future business to hotel.

• Participate in Familiarization visits and entertainment as and when required.

Standard Task – Weekly or Monthly Report

To submit the following reports to Managing Director/ General Manager:

• Weekly sales call plan via Opera Sales and Catering

• Weekly Sales Manager’s summary report

• Weekly complete activity and to do detail report

• Monthly Sales month end report

• 3 months forecast reports

• 3 Months forecast report by market segment

• YTD room revenue by market segment report

• 3 months action plan

Administration

• Ensures that the Opera Sales and Catering system is utilized effectively at all times. This is includes account, booking management, sales activity updating, tracing room block review and generating of sales related reports etc.

• Ensures that all out-going and internal correspondence so conducted by the Sales team is of quality and standards set by the department and the management.

• Ensures effective account and booking management system through Operation Sales and Catering systems.

• Ensures the departmental procedures, policies and service task are followed and practiced by all staff.

• Promote a one stop shop concept for events business to clients.

• Is knowledgeable in and implements and maintains effective sales systems and procedures according to the sales service task.

• Active involvement in staff recruitment of the department.

• Conduct annual staff appraisal.

• Maintain all clients file confidentially accordingly to the standards set in the department.

• To effectively use all the available sales tools.

• Ensuring all sales collaterals are updated and replenished.

Promotions

• Take responsible in development of promotion of any packages to achieve incremental revenue for the hotel in the corporate, long stay and travel trade market segments.

Other standard responsibilities

• Ensures all employees maintain an update awareness of hotel product knowledge, current promotion, policy changes and appropriate internal communications.

• Ensures services provided by the department are always available and carried out according to defined standards with the utmost efficiency, consistency and courtesy.

• Monitor employee morale and provide mechanisms for performance and development.

• Provide honest and appropriate feedback for the performance, appraise of subordinates and self.

• Effectively communicates guiding principles and core values to all subordinates.

• To establish and maintain an effective working relationship within the department and with all other department in the hotel.

• Performs all duties and responsibilities in a timely and efficient manner in accordance with established Hoiana Hotels policies to achieve the overall objectives of the position.

• Established and maintains effective employee relations.

• Maintain the highest standards of professionalism, ethics and attitude toward all hotel guests, clients and associates.

• Maintains professional business confidentially.

• Fully responsible for recording and maintaining accurate room rates and guest’s preference.

• Performs any additional duties as assigned.

• Ensure all employees provide a courteous and professional service at all times.

Insurance

Training & Development

Accommodation - Hoiana Staff Village

Annual leave

Heath checkup

Uniform

• Reading, writing and oral proficiency in English.

• Must have a thorough knowledge in all jobs in hotel sales environment.

• Must be willing to work a flexible schedule in order to accomplish all responsibilities and task.

• Must be able to guide and maintain a sales team towards achieving the department’s goal.

• Must have a high degree of professional integrity and be able to work in prudent and organized manner.

• Responsible self-starter, capable of handling multi-faceted projects and working under pressure.

• Team player who values teamwork, has good team building skills and is able to communicate effectively with all levels of employees.

• Personal and pleasant to deal with.

• Tactful, discreet, reliable, sensitive and diplomatic.

• Guest-driven, friendly, fair and approachable.

• A proactive problem solver.

• Nurtures and develops employees, encouraging innovation.

• Good health physically fit. Excellent personal grooming and personal presentation.

• Understands and respects local culture, able to adapt to changing environment.

• Willing to work long and irregular hours, frequently unsociable hours and public holidays when required.