Director of Sales

"Why work for Accor?
We are far more than a worldwide leader. We welcome you as you are and you can find a job and brand that matches your personality. We support you to grow and learn every day, making sure that work brings purpose to your life, so that during your journey with us, you can continue to explore Accor’s limitless possibilities.
By joining Accor, every chapter of your story is yours to write and together we can imagine tomorrow's hospitality. Discover the life that awaits you at Accor, visit https://careers.accor.com/
Do what you love, care for the world, dare to challenge the status quo! #BELIMITLESS"

The Role

• To strategically manage the total sales efforts within the hotel & the area sales office to pro-actively generate revenue.
• To develop, implement, maximize, monitor and evaluate objectives, strategies and activities of the sales function, so as to secure new accounts and develop these accounts into profitable business for the hotel, thereby achieving and exceeding forecasted revenue figures in Rooms and Food & Beverage.
• To interact and communicate effectively with Rooms, Food & Beverage and Reservations departments to ensure residents and guests receive high levels of service
• To be entrepreneurial and to think beyond the boundaries is expected and not requested
• To provide service that is sincere, warm and enthusiastic, ensuring the guests’/residents’ satisfaction
• To take the time to get to know the guests and residents, and to be committed to service excellence

Key Deliverables and Responsibilities

Planning & Organizing:

1. Develop and implement business plan and sales strategy that ensure attainment of company sales goals and profitability.
2. Adhere to and monitor departmental operating expenses as per departmental budget and forecast.
3. Preparation of the annual Sales budget taking into consideration Market mix, average room rate, yield and Occupancy levels.
4. Co-ordination with Regional Sales Office
5. Conduct interviews for candidates in the department in conjunction with Human Resources and prepare job descriptions
6. Review and monitor departmental work schedules, oversee that departmental payroll is in line with budgets.
7. Plans and manages sales efforts/activities with sister hotels under the supervision of the Corporate Sales Team as required.

Operations:

1. Train and develop the Sales and Reservations teams in the departmental operating standards
2. Finalize rates structure and strategy through competitive data review and demand analysis.
3. Maintain  a  keen  sense  of market  intelligence  of  trends  and  competition  in  order  to  provide market leading perspectives, emerging trends, tools and techniques to develop and promote the property.
4. Initiate  and  develop  long  term  relationships  with  leading  tour  operators,  OTA’s  market  managers, corporate key accounts to ensure a healthy market share and penetration for the property.
5. Conduct and participate in Revenue meeting, weekly strategic sales meeting and monthly management meeting.
6. Identify, source & develop business opportunities and negotiate contracts with potential partners from both corporate & leisure markets.
7. Maintain a consistent focus on improving the overall flow of sales operations, seeking ways to maximize and improve the operation through productivity management and energy savings programs
8. To lead and support employees in the achievement of financial, operational and service delivery targets via effective organizational policy and procedural development and appropriate employee training activities
9. Foster a winning, solution-oriented work environment, motivating and engaging employees to continuously deliver the best possible service and to provide feedback and suggestions
10. To lead daily sales briefings and monthly employee meetings
11. To have a complete understanding of and to adhere to Mövenpick Hotels & Resorts policy relating to Fire, Hygiene, Health and Safety.
12. To drive the performance of the sales team members, including completion of performance appraisals, coaching counselling and performance management in conjunction with Human Resources
13. To ensure a consistently high standard of grooming is followed and by self and team
14. Actively review guest comments and feedback, communicate this with the team members and implement procedures to enhance guest satisfaction
15. Have full knowledge of all products and services provided by the property and in the local area
16. Actively participate in guest events when requested.
17. Adhere to company credit policies to ensure all expected revenues are secured
18. Identifies prospective accounts and establishes goals for Key Accounts by analyzing historical data and other statistical information and also by conducting accounts interviews and preparing customer action plans.
19. To attend major travel, trade and corporate functions to network and promote the hotel.
20. To entertain and ensure that Sales Team entertains potential and current customers based on business priorities.
21. To develop, implement, maximize, monitor and evaluate objectives, strategies and activities of the sales functions, so as to secure new and repeat business for the hotel.
22. To obtain and maintain an awareness of community, business, political and social factors which may affect the hotel’s financial objectives.
23. To ensure that the room and conference space inventories are reviewed bi-monthly and strategies are formulated to fill low occupancy periods at least 2 months ahead.
24. To ensure a high level of exposure for the hotel through direct sales solicitation, telephone contact and written communication.
25. To explore new markets and potential accounts for follow up by the sales team.
26. To ensure that all sales contracts follow the established hotel policies and procedures and are based and sound commercial judgment.  To ensure that an accurate database is maintained for all term contracts and that this database is communicated to the Finance Department.
27. On a monthly basis, confirm that travel agents’ commissions are paid promptly.
28. To set the performance targets for each sales team member
29. To have a good understanding of contribution margins for each product results and work with respective heads of departments to maximize operating results

Administration:

1. To make a minimum of 5-7 personal sales calls per day and 10 telephone sales calls per day
2. Ensures that all incoming correspondence (inquiries, requests, offers, confirmations, etc.) are replied to promptly.
3. Prepares weekly Call Reports and provides details to the General Manager.
4. Establishes and maintains a Monthly Report to include the summary of the past activities, prospects and trends, and analysis of competitor’s sales and promotion efforts, forecast for all sales activities & production/conversion figures.
5. Attends the hotel’s monthly Sales, Rooms Division and Credit meeting.
6. To maintain complete and supported records of all sales agreements, contract and quotes for the hotel
7. Is familiar with all sales related company documentation, especially the relevant Operational Standards Manual (OSM)
8. Involvement in establishing the Price Policy together with the hotel’s management.
9. Ensures that the GDS’s and other Electronic Distribution Systems are up-dated on regular basis.
10. To ensure that an efficient and accurate filing system, both manual as well as electronically is maintained at all times.
11. To review the employee schedule and annual leave plan to ensure the correct allocation of resources to foster employee productivity and satisfaction

• Bachelor’s degree in Business, Marketing, Hospitality, or related field

• Minimum 10 years of sales experience, including 5+ years in a senior leadership role

• Strong background in hospitality or service-driven industries preferred

• Proven track record of achieving and exceeding revenue targets

Your team and working environment:
In 1-2 sentences, introduce the team, property or office environment in a way that reflects the culture
Note: Customization may be included for any specific local or legislative requirements, such as work permits
Our commitment to Diversity & Inclusion:
We are an inclusive company and our ambition is to attract, recruit and promote diverse talent.