Director of Sales

The Director of Sales is responsible for leading the sales team and driving revenue growth for the hotels managed segments. This role involves developing and implementing strategic sales plans, managing relationships with key clients, and developing a high-performing sales team that consistently provides exceptional customer service standards.

Key Responsibilities:

• Sales Strategy Development: Create and execute a comprehensive sales strategy that aligns with the hotels' business goals and objectives.
• Team Leadership: Lead, mentor, and motivate the sales team to achieve individual and team sales targets, providing ongoing training and support.
• Client Relationship Management: Build and maintain relationships with key clients, corporate accounts, and travel agents to drive business and enhance customer satisfaction.
• Market Analysis: Conduct market research to identify new business opportunities, trends, and competitive landscape, adjusting strategies as needed.
• Budget Management: Oversee the sales budget, ensuring effective allocation of resources and achieving financial targets.
• Sales Reporting: Prepare regular sales reports and forecasts, analyzing data to identify areas for improvement and growth.
• Collaboration: Work closely with other departments, including marketing, events, and operations, to ensure a seamless guest experience and effective sales initiatives.
• Networking: Represent the hotel at industry events, trade shows, and networking functions to promote the property and attract new business.

Responsibilities:

• Manage the hotels' sales and marketing plans to ensure they accurately interpret and support the objectives of the business and use these plans to focus the sales efforts for all market segments.
• Work closely with the Senior Management Team to identify and drive focused activities on elements of the business that require additional support.
• Prepare company contracts for the hotel in accordance with current business and pricing conditions.
• Monitor offers, options, and discounts for all segments (leisure, corporate, and groups) and ensure they support need periods and balance yield opportunities.
• Oversee and ensure conversion of repeat bookings for groups, congresses, and seminars in close cooperation with the Head of Events and Reactive Sales and Head of Corporate & Groups.
• Actively participate and complete the preparation of the annual Commercial Plan and complete quarterly updates. Execute initiatives as outlined; swiftly implement strategies/tactics to offset changes in markets, economy, or driven by the competitive set. Organize and/or attend scheduled group and related meetings.
• Establish an annual budget and action plan for managed segments (Leisure, Group, Corporate, Long Stay, and Banqueting) with measurable objectives to achieve revenue and profit goals outlined in the annual commercial plan.
• Set individual sales goals by segments and by Sales and Events team members and track and review productivity on a monthly and quarterly basis.
• Prepare and present on a monthly basis the contribution focus and activity of the proactive sales team to the hotel owners and senior management team.
• Track, measure, and analyze the productivity of the sales and events team to achieve and exceed goals.
• Have a thorough knowledge of the competitive set activities in terms of sales and actions plans.
• Support the forecasting process in conjunction with the Director of Sales & Marketing and Revenue Department to ensure accurate, timely, and complete information. Compile and/or direct the preparation of reports pertaining to the operation of the Sales Department to include but not limited to the annual and monthly Forecast, Lead Management System, and Booking Reports.
• Obtain and maintain an awareness of community business, political, and social factors which may affect the hotel's financial objectives.
• Ensure that rooms and banquet space inventories are reviewed bimonthly and strategies are formulated to fill low occupancy periods.
• Ensure that utilization of various technology and software is maximized and that clean data is maintained at all times.
• Attend major trade shows and corporate functions to network and promote the hotel.
• Actively participate in daily and weekly revenue meetings in order to help the hotel reach and exceed room revenue budget.
• Ensure that all sales contracts follow the established Hotel Policies & Procedures and are based on sound commercial judgment.
• Maintain complete and supported records of all sales agreements, contracts, and quotes for the hotel as per company Policies and Procedures.
• Participate or initiate daily/weekly/monthly meetings to ensure business focus, revenue meetings, group pipeline meetings, leisure meetings, etc.
• Ensure a high level of exposure for the hotel through direct sales solicitation.
• Research and explore new markets and potential accounts for sales and inspire the meeting team to follow up.
• Ensure that all meetings are well planned, efficient, and results-oriented.
• Safeguard all contracts and financial documents.
• Interview, hire, and select sales team members who are able to work within the Sofitel brand standards and agree to multitasking.
• Coach and train the sales team to ensure they have the required skills and knowledge to perform their duties to the highest standards and efficiently.

Qualifications:

• 5-8 years of sales experience in a high-volume luxury hotel.
• Strong knowledge of the local market.
• Proven track record of achieving goals & managing a team.

Remote Work:

No

Employment Type:

Full-time