Director of Sales & Marketing

Key Job Responsibilities

• Development of the Hotel Sales & Marketing Sales Plan
• Preparation of the Hotel's Budget and Goals program
• Identify sources of business in all market segments and provide the sales elements of developing relationships with them
• Develop new business from other markets for the hotel
• Develop new corporate and leisure business
• Identify other sources of potential business for the Hotel and establish solicitation programs to maximize sales
• Direct and administer the sales and marketing goals of the Hotel
• Analyse market changes and implement programs and corrective action with the Sales Department to meet these changes
• To ensure discussions on tactics and strategies with the General Manager are carried out
• To foster and maintain team spirit and morale of the Sales team in achieving their goals and objectives
• Ensure company and Hotel's objectives are met through effective and appropriate packaging, product, pricing, and positioning of the Hotel
• Maintain supportive internal selling and cohesion between the Sales and Marketing Department and all Departments of the Hotel
• Establish programs and direct efforts to achieve group and FIT room night goals and to develop on-going relationships with customers
• Establish marketing programs to achieve revenue objectives
• Optimise quality of product and service and guest satisfaction
• Ensure achievement of optimum revenue and profitability by controlled expenditure and consistently high guest relations performance

• Setting overall strategy for sales approach with regard to the management of all Inbound Operators and Wholesalers, locally and internationally for the hotel
• Setting overall strategy for sales approach with regards to travel agents, leisure, corporate markets and MICE market
• Allocating tasks for each sales person and setting geographic call pattern and product responsibilities
• Monitor sales production and adjust sales activities, account coverage and sales priorities as necessary to achieve plan goals
• Establish account qualification criteria and use market research and telemarketing resources to identify priority markets and accounts
• Develop annual sales department budget and execute the sales program and activities within it
• Oversee the organization and execution of familiarization/site inspection trips by major clients
• Outline structure of weekly reports
• Management reporting including Monthly Sales Reports and Forecasts
• Develop active communication and close rapport with National Tourist offices, Wholesalers, Tour Operators, and other sources of sales information and support
• Execute direct mail campaigns to reach specific markets and any other programs or promotions that will result in achieving the goals set out in the Hotel Marketing Plan
• Maintain a high level of exposure for the Hotel in major markets through direct sales solicitation, telephone, fax, telex contact and written communications
• To ensure on-going efforts are being made to identify and develop new accounts to meet portfolio growth objectives
• Utilise previous exposure, experience and contacts to cross-sell other properties in the Group
• Identify training needs, develop formal training plans and implement appropriate training sessions
• Conduct team meetings as appropriate to include review of procedures and events, which warrant special handling and detailed information

• Implementation of effective sales systems and procedures that will ensure the efficient execution of the requirements of all business secured for the Hotel
• Establish travel schedules and monitor travel expenses and budgets to optimize sales productivity
• To ensure that the mailing list is always updated
• Ensure that all files on major Hotel accounts are maintained as well as the filing system

• Assess margin of contribution of group business to maximize contribution from available room inventory
• Manage and maximize returns on room block commitments and identify opportunities for focused sales programs
• Co-ordinate group room forecasts and prospects with the reservations department to help the Hotel achieve maximum capacity room utilization
• Update and maintain current rates in the GDS

• Develop and maintain effective communication channels with all departments within the hotel
• Maintain close, frequent, and open communication with the General Manager and other Department Heads as well as with the Sales Team
• Maintain supportive, timely communications with Regional Sales Officers
• To ensure awareness of bookings and sales programs among the other operating Departments of the Hotel
• Maintain timely and responsive communications with accounts and prospects
• Develop and maintain a marketing communications program in concert with the objectives of the Hotel's overall plan

• Perform all duties and responsibilities in a timely and efficient manner in accordance with established Hotel policies
• Establish and maintain effective team member relations
• Maintain the highest standards of professionalism, ethics and attitude towards all Hotel guests, clients, staff, and team members
• Maintain professional business confidentiality at all times
• Perform related duties and special projects assigned by the General Manager
• Handle and take on any other sales related function or responsibility and/or project as and when required

• Lead and develop sales personnel potential
• Recruit, select, train and motivate the personnel in the Sales Department to realise their potential and to develop individuals for advancement

• Minimum of 2 years experience in the same function
• Strong interpersonal skills and a proven track record in managing and motivating people
• Excellent knowledge of Dubai, UAE & GCC sales market
• Excellent communication & negotiation skills