Cluster Director of Sales & Marketing (Working location: Ho Chi Minh/Ha Noi)

1. OVERALL OBJECTIVE:

Primary objective is to lead, implement and monitor the Sales & Marketing strategies for the assigned territory customer base, to achieve and exceed hotel budget expectations for each of the Melia Vinpearl properties in Vietnam. Responsibilities include the recruitment, training, strategic deployment and performance of the sales team within the territory of responsibility. Ensure that all MHI sales SOP’s are adhered to and integrated into future action plans. Review changing market conditions and develop property specific action plans to ensure budget achievement by business segment in each property. To generate revenue and brand awareness for the company by educating, promoting and providing solutions to the B2B & B2C community, managing relationship and actions with the key Leisure, corporate, MICE, airline crew & OTA customers by utilizing all available sales solutions. Overview strategic sales and business plans, monthly reporting needs, annual targets, marketing plans budgets & business forecasting requirements in conjunction with each hotel team and regional team.

2. MAIN RESPONSIBILITIES:

Managing Sales Activities

• Educate and promote the Melia Vinpearl Hotels products to the B2B Travel Partners to increase sales and brand recognition.

1. Training and visit the Tour Operator reservation desk & sales staff in order to achieve the established production.

2. Maintain and educate the top travel agents by performing regular trainings, visits & webinars

3. Organize educational seminars in conduction with Tour Operator partners to the travel agent community.

4. Meet and educate the key leisure & MICE travel agents by performing regular trainings, visits & webinars

5. Represent Melia Vinpearl Hotels in major nationwide and regional Industry tradeshows and events in line with annual Sales & Marketing Action Plans.

6. Partner with key airlines within assigned territory for partnership opportunities and to contract airline crew business into our hotels

• Participate with travel industry partners such as Tour Operator, Airlines, Corporates, Tourism Boards, Travel Agency Organizations and consortia and make strategic recommendations to maximize performance.

1. Maintain periodic meetings with travel partners to acquire information on the Travel Industry. Encourage direct bookings when possible to improve ADR

2. Support travel industry partner’s via sales calls, blitzes and seminars. Overseeing special promotions ensuring always on brand

3. Ensure that all travel partners have the necessary collateral materials to sell and promote Melia Vinpearl Hotels.

4. Oversee and ensure all associated commission payments are processed per contract terms.

• Organize promotional activities to position Melia Vinpearl Hotels brand and value proposition.

1. Coordinate and Organize periodic Sales Blitz in the regions.

2. Coordinate and maintain a strong relationship & communication flow with Senior Business Development Director APAC & takeover team as applicable.

3. Encourage direct bookings when possible to improve ADR and create a database of agents that book directly.

4. Increase relationship with all travel Agencies with particular focus on the large agency groups.

• Focus on Key Account Management approach.

1. Identify and train Key Accounts in respective territory. Provide follow up of the actions developed for each account.

2. Explore Key Accounts needs and adapt strategies accordingly.

3. Maintain and increase loyalty from Key Accounts through efficient services.

4. Ensure sales team regularly train and visit the Key Accounts in the assigned region. Develop a close relationship with the other MHI Global Account Managers of the key accounts to leverage our global presence where applicable.

• Ensure the execution of the sales actions signed in the marketing agreements with Tour Operators.

1. Plan educational seminars and presentations to key accounts in assigned territories.

2. Mobilize strategies and regular sales actions to all hotels in Melia Vinpearl portfolio.

3. Create specific initiatives for any new properties into the Melia Vinpearl portfolio and need hotels.

• Develop new accounts strategy and business opportunities.

1. Identify new business secondary accounts with the potential to grow share and grow from Advanced accounts to key and strategic account level.

2. Carry out Sales Calls and blitzes

3. Direct leisure group leads to Melia Vinpearl Hotels

4. Create brand recognition and credibility in all territories.

5. Promote Melia Pro to all existing, new and advanced accounts whenever possible.

• Research and project market trends and competitive studies, ensuring that property action plans reflect relevant actions.

1. Evaluate and research the market development of each area.

2. Collect information on promotions and new updates of the competition.

3. Provide feedback on actions that are working for the travel partners in the territory.

• Comply in a timely manner with all reports as required by MHI Regional office.

1. Provide monthly sales report including trends, actions completed and achievements in the territory

2. Provide content to monthly report.

3. Submit expenses report no later than 5 days after completion of each trip.

4. Attend MHI Regional meetings as required with pro-active and positive participation.

• Create Strategic Sales Actions for assigned territory as part of the departmental S&M Action Plan

1. Focus on generating business in dates and season of low occupancies.

2. Direct key actions aligned to the needs of all Melia Vinpearl Hotels.

3. Conduct predictive analysis for potential success for future sales & marketing programs

4. Create strategies in order to enhance relationships with the Travel Agency Networks in which we have potential.

• Ensure all B2B accounts are aware and promoted the benefits of MeliaPRO with the objective to increase membership.

1. Promote MeliaPRO and sign up new members to achieve the established goals

2. Keep evaluating usage of the programs by our clients

3. Provide training courses highlighting the benefits and improvements of the program(s)

4. Monitor and analyze members in the region and create strategies & activities to share information & benefits to grow membership

• Maintain regular communication with Melia Vinpearl Cluster General Managers

1. Support hotels in activities planned in respective areas.

2. Reply to all inquiries in a timely and professional manner

3. Maintain an updated knowledge and utilize all relevant MHI products.

4. Provide assistance to need accounts and liaise between accounts and hotels to find win/win solutions.

5. Maintain awareness and focus on hotels and business requirements, partnering with all hotels in Vietnam that are part of the Vinpearl Melia portfolio.

• Ensure that all strategies with assigned portfolio of accounts remain robust and relevant to changing market conditions.

1. Maintain close relationship with key accounts, liaising with other Melia Vinpearl Cluster Directors of Sales & Marketing to provide an aligned strategy

2. Organize joint fam trips, and special trainings to all relevant clients across Corporate, Leisure & MICE segments as required to meet property business needs.

3. Integrate client promotions and sales strategy to MHI Campaigns where applicable in order to drive revenue

Building Successful Relationships

• Develops strong partnerships with local organizations to further increase brand/product awareness.

• Develops and manages internal key stakeholder relationships.

• Develops strong community and public relations by maintaining property participation in local, regional and national tradeshows and client events.

• Executes excellent customer service to drive customer satisfaction and loyalty by assisting the customer and monitoring their satisfaction.

• Serves the customer by understanding their needs and recommending the appropriate features and services that best meet their needs and exceed their expectations, while building a relationship and loyalty to MHI.

• Gains understanding of the hotel’s primary target customer and service expectations; serves the customer by understanding their business, business issues and concerns, to offer better business solution.

Leadership

• Develops sales goals and strategies and verifies alignment with the MHI business strategy.

• Executes the sales strategy in order to meet individual booking goals for both self and staff.

• Coaches leaders of revenue generating departments in developing effective revenue strategies and setting aggressive goals that will drive the property's financial performance.

• Creates effective structures, processes, jobs and performance management systems are in place.

• Forecasts talent needs and manages talent acquisition strategy with Human Resources (HR) to minimize lost time due to turnover.

• Supports tools and training resources to educate sales associates on winning business cases.

• Identifies, trains and mentors group sales associates; utilizes all available on the job training tools for associates.

• Provides day to day leadership to sales associates to achieve property sales objectives with overall responsibility for achieving booking goals and revenues.

• Evaluates each hotel’s participation in the various sales channels- trade show, sales blitz, GSO sales mission

• Manages the marketing budget to enable development of each hotel’s specific campaigns, promotions and collateral to drive revenue.

- Participating in social insurance, health insurance and unemployment insurance at the contracted salary

- Enjoy monthly service fee with high rate

- Be rewarded on Holidays, New Year and special occasions of the year

- 13th month salary bonus according to revenue

- Participate in periodic team bonding activities

- To develop career in a dynamic and professional international working environment

EDUCATION AND TRAINING:

Bachelor’s degree / higher education qualification equivalent in Business Administration, Hotel management, marketing or related field

LANGUAGES:Native Vietnamese

FLUENT English

SPECIFIC KNOWLEDGE: Strong knowledge of local businesses and business trends required Strong negotiation

WORK EXPERIENCE IN OTHER COMPANIES (If hired externally): Minimum 10 years’ experience in a hospitality or hotel sales and marketing setting with direct supervisory experience over a sales team

WORK EXPERIENCE IN MELIÁ HOTELS INTERNATIONAL (If selected internally): N/A

ADDITIONAL RESPONSIBILITIES: (These responsibilities are mandatory to all positions)

1. To attend all meetings, briefings & internal or external training sessions as required by the direct supervisor.

2. To act wholeheartedly in the interests of the Company at all times & not to perform, arrange or carry out any work or activity which could be considered to be in competition with or affect in any way the company interests or be detrimental or damaging to its public image.

3. To ensure maximum efficiency, employees are engaged on the basis that they must be prepared to undertake reasonable duties other than those for which they have been specifically engaged.

4. All employees are expected to co-operate with the management, to ensure the successful application of the Company’s Equal Opportunities & Harassment policies.

5. To carry out any reasonable & lawful direct instruction given by direct supervisor during working hours.