Director of Sales

Job Description

The Position: Implement a successful solicitation strategy to targeted guests in order to meet and/or exceed revenue goals. Direct all sales activities to meet revenue goals and ensure of implementing standards in all related tasks assigned to, in addition to achieving team work goals and increase employee’s satisfaction index with clear development plan for each and every one in the team.

Job Responsibility

Implement a successful solicitation strategy to targeted guests in order to meet and/or exceed revenue goals
Direct all sales activities to meet revenue goals and ensure of implementing standards in all related tasks assigned to, in addition to achieving team work goals and increase employee’s satisfaction index with clear development plan for each and every one in the team
Monitor and oversee the sales colleagues on a day-to-day basis, monitoring sales action plans on a regular basis
Ensure all customers’ requirements are determined and met
Management of the top producing accounts within the segment ensuring that client visitations and entertainment target are met, focusing on high end suite business
Ensure that all relevant systems are updated with the client information, production and sales activities
Achieve and or exceed the monthly/quarterly and annually established sales targets
Continually evaluate the respective markets and their needs
Continually review the actual production of each account against the potential for that account
Ensure measurable quality objectives are established and actively participate in review of these objectives
To manage the daily sales activities of the people in the team
Set the financial and non-financial objectives for each member of the team
Ensure that all new team members are properly oriented in the strategy and positioning of the Raffles brand
Manage performance of team members, identify gap in skills necessary to perform their duties and recommend programmes to meet the skills requirements of the team
Provide constant coaching, counselling and discipline to colleagues
Determine the necessary competence for colleagues and provide the relevant training or other actions
Ensure all sales people maintain a personal up-to-date knowledge on all Raffles product and service offerings
Monitor all Leisure incentive programs ensuring that all departments are fully briefed
Utilize the marketing plan in order to uncover new and potential business
Create and implement packages and promotions for periods of low occupancy
Ensure accuracy for forecasting of revenues with most updated information
Participate in daily/weekly Revenue meeting, sales strategy meeting, pre-convention meetings
To oversee general department operations
Maintain accurate management status reporting on business results, and associated action planning
Ensure department operational budget is adhered to including effective cost control and procedures for approval of expenditure
Participate in client familiarization trips, site inspections, sales trips and roadshows as required
Liaise effectively with all operational colleagues, providing support and information
Recommend to the DOSM necessary sales action plans or procedure revisions
Assist the DOSM with the production of the annual Sales & Marketing Plans, hotel budgets along with the departmental performance plan
Advise the DOSM regarding sales progress and booking trends in the respective market segments.

Requirements

Must be able to speak, read, write and understand the primary language(s) used in the workplace
Must be able to read and write to facilitate the communication process
Requires good communication skills, both verbal and written
Must possess basic computational ability
Knowledge of computer accounting programs, math skills as well as budgetary analysis capabilities required
Extensive knowledge of sales skills and revenue management
Ability to assess/evaluate employee’s performance fairly
Ability to recruit, supervises, train and motivate multiple levels of managers
Knowledge of hotel and competitive market
Ability to analyze data and establish appropriate action plans
Thorough knowledge of federal, state and local laws governing equal employment opportunity and civil rights, occupational safety and health, wage and hour issues, and labor relations, including local
High school or equivalent education required
Bachelor’s Degree preferred
Experience Prior hotel sales with minimum 5 years in sales career path.

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