Director of Sales

About This Role

Department: Sales & Marketing

Location: United Arab Emirates - Dubai

Description Lead, direct and motivate the Sales team. Ensure the yearly sales budget is achieved and surpassed. Responsibility for extending the management standards and quality guidelines in the department set by the Commercial Director and to assume complete management responsibility for all activities of the department in the absence of the Commercial Director, in line with the hotels mission, vision and objectives. Be guiding, team oriented, democratic and empowering.

Key Responsibilities

• Assist the Commercial Director during preparation of the yearly revenue & expense budget.
• In consultation with the Commercial Director, establish and direct the organization’s financial, administrative activities and operational procedures to ensure the yearly revenue and expense budgets are achieved.
• Prepare and submit relevant administration in a timely and accurate manner such as sales call schedules, sales call reports, and monthly reports of the sales team to Commercial Director.
• Ensure all Sales personnel have sales targets, personal sales plans and a personal incentive.
• Formulate strategies in order to run an effective Sales team.
• Follow up on weekly sales reports from all professional sales team members for presentation to the Commercial Director.
• Monitor all outstanding balances on all department accounts and follow up with all professional sales team members in a timely fashion.
• Work closely with all professional sales team members in the preparation of personal sales goals on a monthly, quarterly and annual basis and complete a report and analysis at the end of each month.
• Replace the Commercial Director during her/his absence.
• Understand, follow and communicate the company sales vision.
• Promote the action of cross selling of other Kempinski Hotels with all sales colleagues.
• Overall responsibility for Leisure, Corporate, and Group segments
• Responsible for ensuring all enquires are responded to within 24 hours.
• Responsible for building and maintaining good relations with all Kempinski Sales Offices.
• Responsible for greeting all site inspections at the Hotel.
• Be aware of all market trends and check with Commercial Director for urgent action.
• Carry out duties, projects and other assignments as required by the Commercial Director.
• Be aware of all fire, health, safety, emergency and security procedures in the hotel.
• Attend the international fairs, road shows maintain and build strong relations during these events.
• Provide guidance to team members at all times.
• Develop organizational commitment: Take care of the team’s morale, motivation, loyalty and motivation.
• Identify new trends, recruit and develop new talents together with Commercial Director.
• Set priorities, develop managerial work strategies (e.g.: use of delegation), establish necessary methods to track and monitor to ensure effectiveness.
• Set performance standards, linking budget to performance, reporting results and holding the sales team accountable for results.
• Be a role model for all team members in terms of work & life balance, time management, dedication to guest engagement, dedication to quality work.
• Analyse performance of the sales team, address strengths and improvement areas in order to improve effectiveness.
• Follow up on achievements of the team and properly recognize the success of team members.
• Ensure that regular and appropriate communication is carried out with the Global Sales Offices that assist the Hotel Sales & Marketing team in achieving their goals.
• Carry out on-boarding for all Sales & Marketing colleagues.
• Follow the sales and marketing results (accounts’ room night productivity, revenue, etc.) and propose corrective actions if needed.
• Maintain and maximize the utilization of all automated sales and reservations systems involved with group business.
• Supervise the existence of an efficient follow-up on all leads to maintain a good relationship and generate group/individual leads for the hotel.
• Maintain permanent files for all corporate, group and travel trade account with strong room/night potential.
• Maintain and improve the efficiency of reservation centers, to ensure that information in reservation system’s database is updated. Coordinate such insertions to be realized correctly with the Reservations Manager.
• Through various tools (e.g. media, social events, gatherings with competition etc.), explore economical data, new developments in certain companies’ structures, new assignments, industrial complexes, new business centers, new projects which all could be of interest and benefit of the hotel and distribute this information to relevant staff.
• Keep close follow up on developments of the competitor hotels (occupancy, structural alterations, renovation, special campaigns, rate promotions, marketing efforts, theme events etc.). Also explore and compare corporate traffic amongst the competition.
• Propose ideas for promotional materials to be distributed during sales calls, international trade shows and for other promotional activities.
• Supervise (and handle when necessary) the group and individual reservation requests. Follow-up the progress of the booked business.
• Set up the corporate rates for local/international companies / travel trade accounts as well as other commercial accounts.
• Collaborate with all local and overseas customers, make personal calls to accounts and trace potential customers.
• Cascade all relevant key information to the Sales & Marketing team.
• Update customers with the latest development of the hotel and inform hotel management of all changes in the customer profile.
• Propose and coordinate the promotional activities undertaken by sales department and / or Food & Beverage.
• Supervise the coordination with the other department heads to ensure quality of guest / group satisfaction
• Project and prepare the participation procedure for domestic or international trade shows, fairs, exhibitions, workshops, road-shows, sales blitzes etc. and participate in such professional business related events.
• Supervise the quotations of group and travel agency rates as well as international corporate rates offered for multinational companies (directly or through travel consortia’s). Make sure that the respective Kempinski Global Sales Offices are informed of such quotations.

DAILY:

• Seek out and target new customers and new sales opportunities, initiate action plan to approach and secure new business for the company.
• Provide leadership to the day-to-day operations of the sales department, while maintaining focus on the company’s strategic goals.
• Develop and / or maintain and improve business relations with all customers of the company.

WEEKLY:

• Attend weekly Yield Meetings.
• Attend weekly Sales & Marketing Meetings.
• Responsible for reading the weekly sales call reports and give necessary guidance if / when needed.
• Conduct sales calls with the Sales team.
• During the Commercial Director’s absence attend weekly promotions meeting.

MONTHLY:

• Responsible for ensuring all monthly reports are sent to the relevant people.
• Additional responsibilities and tasks can be added at any time according to the needs of the business and of the hotel.

Skills, Knowledge and Expertise Diploma in Business Administration, specialized in Sales; University Degree 1st cycle/ Bachelor Degree.

Minimum of three (3) years international experience in a managerial position in a 4/5 star hotel in Sales & Marketing.

Ability to work and communicate in a multinational environment

To fill this position the candidate must have:

Negotiation skills

Selling skills

Knowledge of food production and service procedures

Organisational skills

Developing others

Problem solving & decision making

Adaptability / flexibility

Influencing others

Target and results oriented

Initiative

Strong computer skills, including Microsoft Office, (Excel/PowerPoint/Word)

Micros Fidelio Opera and Sales & Catering

About Kempinski Founded in Germany in 1897, Kempinski Hotels has long reflected the finest traditions of European hospitality. Today, as ever, Kempinski is synonymous with distinctive luxury.

Located in many of the world's most well-known cities and resorts, the Kempinski collection includes hotels in a grand manner, pace-setting modern establishments and older hotels of individual charm. All blend gracefully into their surroundings and offer luxurious accommodation, superb cuisine and unrivalled facilities - complemented by impeccable service.

For leisure and business guests alike, the name Kempinski has long been synonymous with style, mobility and efficiency. Put simply, they are the first choice for the discerning individual.

In addition to operating many of the finest city hotels in the world, Kempinski is a name that can now be found in many exciting resort locations, each combining local flair and ambience with the international standards of service and luxury that Kempinski guests have come to expect.