Hard Rock Hotel - Director of Sales

db Group; Newport; On-site; GBP 40,000 - 80,000; Full time

Job description

db Group, Malta’s leader in Hospitality & Leisure sector. The group is distinguished and well-established leader in Malta's hospitality and leisure sector, known for its exceptional portfolio and commitment to excellence. Our hospitality portfolio features the renowned db Seabank Resort & Spa and db San Antonio Hotel & Spa, both offering unparalleled experiences and luxurious accommodations. Additionally, we hold development licences and manage outlets for globally recognised brands such as Hard Rock and Starbucks, enhancing our diverse and dynamic offerings. Our culinary ventures are a testament to our dedication to providing exceptional dining experiences. We offer a variety of distinguished restaurants, including Aki, Amami, Nine Lives, Blu Beach, Westreme, Loa, Tora, and Manta, each showcasing unique cuisines and atmospheres.

The Director of Sales at Hard Rock Hotel Malta is accountable for driving and exceeding revenue targets by implementing sales strategies across all key market segments. This role involves leading a dynamic sales team, fostering business development, and engaging with clients. The ideal candidate will be a direct, determined, and decisive leader with a strong sense of urgency for achieving results.

A proven track record of consistently surpassing ambitious goals in high-pressure environments is essential.

Key Responsibilities

Business Development:

1. Implement strategic tactics to drive revenue across market segments.
2. Consistently exceed personal and team revenue goals, as well as quarterly and annual targets.
3. Identify and pursue new clients, markets, and business opportunities while remaining adaptable to economic and market changes.
4. Build and maintain strong client relationships, acting as a senior representative for the hotel’s sales efforts.
5. Represent Hard Rock Hotel Malta at premier hospitality events, tradeshows, and site inspections, and host clients at the hotel.
6. Cultivate professional connections with department leaders and key internal stakeholders, including the Global Sales Office.
7. Collaborate with the Global Sales Office to implement brand-level initiatives and account development plans.
8. Analyze market trends and leverage business intelligence to propose strategies that increase market share and optimize rates.
9. Build connections with industry counterparts and professional organizations, fostering valuable partnerships.
10. Innovate and develop ideas that position the hotel as a leader in the competitive landscape.

Team Leadership and Development:

1. Inspire and motivate direct reports to exceed their potential, fostering innovation and resourcefulness in achieving revenue goals.
2. Set individual revenue targets, KPIs, and clear metrics for success, ensuring alignment with business objectives.
3. Review and provide feedback on action plans during weekly one-on-one meetings and quarterly performance reviews, maintaining accountability for results.
4. Onboard new team members, ensuring engagement and equipping them with the tools and resources needed to contribute immediately.
5. Coach team members through the sales process, providing feedback at each stage to maximize revenue opportunities.
6. Empower direct reports to make sound, profitable decisions, and teach them to exercise good judgment.
7. Develop growth plans for team members to drive revenue, improve retention, and provide a clear path for advancement within Hard Rock.
8. Build a strong talent pipeline through networking within the industry.
9. Lead or contribute to team meetings, including daily standups, business reviews, sales meetings, event servicing meetings, and revenue discussions.
10. Strengthen employee morale and engagement with consistent communication, recognition, and appreciation.
11. Foster a culture of collaboration by encouraging diverse viewpoints and sparking new ideas to drive business progress.
12. Model exceptional hospitality and service excellence for the team.

Strategies and Systems:

1. Collaborate closely with the Executive team to develop and execute the annual business plan.
2. Participate in budgeting and forecasting for rooms and catering revenues.
3. Prepare monthly reports for all market segments, analysing performance and adjusting strategies based on data insights.
4. Create and refine standard operating procedures to maximise business effectiveness and ensure alignment with objectives.
5. Train team members on Hard Rock International brand standards for sales CRM and other booking tools; conduct regular audits.
6. Monitor and manage departmental expenses in line with the annual sales budget, proposing efficiency improvements where necessary.

Qualifications and Experience:

1. Proven experience with lifestyle brands such as Hard Rock, W Hotels, or similar.
2. Proven leadership experience with a track record of driving sales performance and revenue growth in a hospitality setting.
3. Strong background in business development, client relationship management, and revenue generation.
4. Demonstrated ability to set and achieve ambitious revenue goals, with experience in managing a sales team to meet targets.
5. Experience working with CRM systems and sales tools, with an understanding of brand standards and operational procedures.
6. In-depth knowledge of the local and regional market, including trends, competition, and client needs.
7. Strong communication and presentation skills, with the ability to represent the hotel at industry events and build lasting relationships.
8. Ability to analyse market data and propose effective strategies to enhance market share and optimize revenue.
9. Knowledge of the hospitality industry’s competitive landscape and best practices in sales and marketing.

Skills

1. High energy with exceptional interpersonal skills, a positive attitude, and a natural ability to inspire and motivate others.
2. Adept at understanding and conveying complex technical or professional concepts, both verbally and in writing.
3. Strong listening, speaking, reading, and writing abilities, with a proven capacity to engage effectively across diverse audiences.
4. Proficient in delivering clear and impactful presentations to stakeholders, including customers, clients, owners, investors, and employees.