Assistant Director of Sales

The main responsibilities and tasks of this position are listed as, but not limited to the following:

Sales Strategy and Planning:

• Collaborate with the Director of Sales to develop effective sales strategies, drive results, and support the team in identifying and capitalizing on opportunities to exceed both personal and team revenue goals.
• Review business pace, analyze market trends, assess competitor performance, and gather client feedback to adjust sales strategies and identify new business opportunities.
• Assist in the preparation of the annual sales plan, including setting sales targets and identifying key market segments to focus on.

Team Leadership and Development:

• Supervise the Sales team, ensuring that service standards and operational processes are consistently upheld.
• Assist in the training and development of junior sales staff, providing coaching and creating opportunities for skill enhancement to foster future organizational capability.
• Foster a culture of cooperation and trust among colleagues, supervisors, and teams across departments to achieve positive and cohesive results.

Client Relationship Management:

• Based on assigned portfolio, build and maintain strong relationships with key corporate procurement teams, meeting planners, incentive buyers, bookers, airlines, tour operators, and wholesalers.
• Develop and execute strategies to attract new clients while retaining existing ones, ensuring long-term business relationships and repeat bookings.
• Promote the hotel through consistent sales activities, including face-to-face visits, entertainment, hotel tours, product presentations, and attending key networking events.
• Engage with guests from major event organizers staying at the hotel to ensure satisfaction and foster loyalty.
• Resolve client issues or concerns promptly to maintain positive and lasting relationships.
• Actively support and participate in all client-related engagement activities to enhance client satisfaction and loyalty.

Business Development:

• Prospect new clients, manage incoming leads, and work diligently to close sales deals in line with revenue targets.
• Monitor short-term forecasts and hotel performance to identify periods of low occupancy and develop targeted strategies to fill gaps.
• Provide suggestions to regain lost accounts and implement special programs to increase productivity, occupancy, average rates, and overall revenue during challenging periods.
• Develop a prospect list targeting potential business from competitor hotels to increase business volume.
• Identify and source new business opportunities, including all revenue-generating areas to maximize overall hotel revenue.

Account Management:

• Review and analyze account portfolio regularly with sales team, presenting performance analysis and forward action plans to senior sales leader.
• Monitor key accounts, bookers, and customers, ensuring continuous engagement and satisfaction.

Sales Operations:

• Oversee the preparation and management of all sales contracts, proposals, and agreements, ensuring accuracy and compliance with hotel policies.
• Collaborate closely with the Revenue Management team to optimize room inventory and pricing strategies in alignment with market demand.
• Coordinate with other departments (e.g., Banquet, Operations, Front Office) to ensure seamless service delivery and client satisfaction.
• Ensure that all incoming correspondence and telephone inquiries are handled efficiently and in a timely manner.
• Attend trade shows, industry events, and networking opportunities to increase brand visibility and generate leads.
• Actively participate in hotel meetings, contributing to the development of broader hotel strategies and initiatives.

Marketing and Promotional Activities:

• Coordinate the development of promotional materials with marketing team
• Ensure that all sales materials, presentations, and proposals reflect the hotel’s brand and messaging.
• Attend key sales and PR-related events to effectively promote the hotel.

Market Analysis and Reporting:

• Conduct thorough research to identify market trends and opportunities for business growth.
• Assist in tracking and reporting on sales performance, client satisfaction, and key metrics.
• Understand competitors' strengths, weaknesses, and pricing strategies to maintain a competitive edge.
• Stay informed about market dynamics, client demographics, seasonal trends, and industry developments to keep the hotel ahead of the competition.

Budget and Financial Management:

• Monitor departmental expenses to ensure they remain within budget while maximizing revenue generation.

Administrative Duties:

• Maintain accurate records of client interactions, sales activities, and group details using the hotel’s CRM system.
• Prepare regular reports on sales performance, client feedback, and market trends.
• Provide feedback and suggestions for continuous improvement in sales processes.
• Ensure compliance with all hotel policies and procedures, as well as relevant legal and regulatory requirements.

Other Responsibilities:

• Stay updated on industry trends and best practices to maintain a competitive edge.
• Perform any other duties that may be assigned by Management, demonstrating flexibility and a strong commitment to the hotel's success.