Director of Sales

Role overview

Sales leadership and planning

• Lead, direct, and motivate the Sales team; establish strategies, targets, personal sales plans, and incentives.
• Assist with annual revenue and expense budgets and direct activities to achieve budget objectives.
• Set performance standards, monitor results, guide team members, and recognize achievements.
• Prepare and submit sales call schedules, reports, and other administration accurately and on time.
• Maintain team morale, develop talent, onboard colleagues, and guide team members.

Business development and accounts

• Own sales across Leisure, Corporate, and Group segments; ensure enquiries are answered within 24 hours.
• Target new customers and sales opportunities and develop customer relationships.
• Build relationships with Kempinski Sales Offices and local and overseas customers.
• Supervise lead follow-up, group and individual reservations, quotations, and progress of booked business.
• Set corporate and travel-trade rates and maintain corporate, group, and travel-trade account files.
• Promote cross-selling between Kempinski hotels and coordinate promotions with Sales, Marketing, and Food & Beverage.

Market and hotel coordination

• Track market trends, competitor activity, customer changes, and potential business developments; share relevant information with staff.
• Coordinate with Reservations and other department heads to maintain systems, information, and guest or group satisfaction.
• Plan and participate in trade shows, fairs, exhibitions, workshops, road shows, and sales blitzes.
• Attend weekly Yield and Sales & Marketing meetings, conduct sales calls with the team, and review weekly and monthly reports.
• Observe hotel fire, health, safety, emergency, and security procedures.

Qualifications and experience

• Diploma in Business Administration specialized in Sales, or a first-cycle university/bachelor’s degree.
• Minimum three years of international managerial experience in Sales & Marketing at a four- or five-star hotel.
• Ability to work and communicate in a multinational environment.

Skills and systems

• Required skills include negotiation, selling, organisation, developing others, problem-solving, decision-making, adaptability, flexibility, influence, initiative, and results orientation.
• Strong Microsoft Office skills, including Excel, PowerPoint, and Word.
• Knowledge of Micros Fidelio Opera and Sales & Catering systems.
• Knowledge of food production and service procedures.

Regular meetings and reporting

• Weekly responsibilities include Yield Meetings, Sales & Marketing Meetings, sales-call-report review, and sales calls with the team.
• Monthly reports must be sent to relevant recipients.
• Additional duties may be assigned according to hotel and business needs.

About Kempinski