Director of Sales

Overview

• Identifies prospective accounts and establishes goals for Key Accounts by analysing historical data and other statistical information and also by conducting accounts interviews and preparing customer action plans
• Attends fairs in order to represent the Hotel and/or region within a both according to the action plan within the Business Plan of the Hotel. The fairs are attended in co-ordination with the Regional or Corp. Sales
• Priority in sales activities are to be given to this market, for the local travel trade as well as for the corporate accounts
• Has to be worked on in close co-ordination with the General Manager according to internal regulations
• Regarding the availability and the co-ordination of rooms for high booking periods the final approval of availability is taken always by the Hotel operation s management.
• Emphasis on right market mix to maintain the quality of the product and to minimize market dependence on long term
• Regular meetings with the hotel operation (Rooms Division, Reservation and Food & Beverage) have to be held to exchange information and problem solving
• Reduces administrative work to achieve a minimum of 5-7 personal sales/courtesy calls per day as well as 10 telephone sales/courtesy calls per day, without affecting promptness of flow of correspondence to accounts
• Ensures that all incoming correspondence (inquiries, requests, offers, confirmations, etc.) are attended to and replied in due time
• Prepares and transmits the Call Reports on a weekly basis to the supervisor and/or the General Manager. Establishes a Monthly Report which includes the summary of the past activities, prospection and trends, and analyses competitor s sales and promotion efforts, forecast for all sales activities & production/conversion figures. Attends once a month hotel s Sales/Rooms Division and Credit meeting
• Targets to achieve key figures from key accounts / key markets through preparation and execution of proper action plan for his/her field of responsibility
• Is co-responsible for the settlement of outstanding, respectively the follow up on a regular basis towards local Travel Trade to match credit policy in close co-ordination with the Credit Manager / Rooms Division
• Establishes and signs contracts with local In-bound Operators/Travel Agents /Corporate considering the official Rate Policy in co-ordination with the General Manager
• Conducts rate market surveys to advise management of actual market trends
• Establishes and co-signs contracts with Inter-national Tour Operators/Corporate respecting the Rate Policy and Contract Policy together with the General Manager. He/she conducts prior discussions with the partners to prepare final contracting
• Special deals (out of guidelines and rate policy) must in any case be discussed, co-ordinated and approved prior to offer with the hotel s management
• Ensures all staff are thoroughly familiar with the Hotel s emergency procedures and is in a state of preparedness for any emergency which may occur
• Execution of regular technical/skills training. Is responsible for setting up and maintaining ongoing training programs in the department in conjunction with the Director, People & Culture and Manager, People Development.
• Maintains a monthly overview of vacation- and public holiday balance of all his/her staff and delivers a monthly consolidated summary to the Director, People & Culture.
• He/she is familiar with all related company documentation and especially with the relevant Operational Standards Manual for his/her field of responsibility
• Assumes responsibility of Duty Manager when scheduled to do so.
• Other duties as assigned
• Electronic Distribution Systems are up-dated by the hotel operation on regular basis
• Assist in Task Force Teams for new openings
• Carry out any other reasonable task (which may not be stated here) as requested