Cluster Director of Sales & Marketing

Summary of Responsibilities:
Reporting to the Managing Director and Resort Manager, responsibilities and essential job functions include but are not limited to, the following:

• Oversight of the day to day activities, strategic direction and development of our  Group Sellers, Conference Services as well as PR/Marketing teams.
• Work collaboratively with the Regional Director of Sales & Marketing and Country DOSM’s to maximize the performance of both the Raffles and Fairmont the Red Sea. 
• Strategies implemented will be a combination of regional and hotel initiatives to drive performance in all market segments – Group, Transient and Tour.   
• Communication is critical for this role as it relates to the implementation of S&M initiatives to drive revenue, ownership communication, reporting, sharing of best practices, and stakeholder management of our Regional Sales and Marketing team members.
• A desire to work collaboratively with others in a complex but highly rewarding structure is critical for the successful candidate in this role. 
• Following a multi-million dollars construction of a dedicated, state-of the-art Facility, the role is responsible for the positioning and launching of this new destination as an Ultra Luxury leisure proposition – these USPs to then be leveraged through all sales, earned, paid and owned media channels.    
• Focus on the Transient and Groups segments with the goal of strategically developing programming and resort animation to drive marketing and promotional opportunities.  Collaboration with sister hotels in the Red Sea, and Saudi Arabia, and regional teams to create content, and to share or adopt hotel best practices.
• Positioning Transient offers for the backyard, long-haul domestic and international Transient segments
• Lead and collaborate with Regional Sellers to grow and develop new accounts & markets from the Group, Consortia, Tour and FIT segments. 
• Responsible for establishing all sales quotas as outlined in the budget then working closely with all Sellers to drive performance for goal achievement.  
• Demonstrates a strong knowledge in Revenue Management, ensuring optimal revenues/yields based on demand and growth requirements.  Strong focus on creating initiatives to drive demand during shoulder/slow periods. Therefore, high levels of collaboration, cooperation and communication is expected with the Revenue Leaders on-property, as well as on Corporate level.
• Champion of all Accor S&M campaigns and programs thus ensuring hotel participation and compliance.
• Leads and supports the on-property Conference Services Team. Ensures follow-up and action plans to build VOG results and meeting planner guest satisfaction. 
• Develop Sales and Marketing & PR strategies & tactics that both align and support the hotels strategic plan and re-positioning.  A key focus for the resort in the next 2 years.
• Active oversight for all digital marketing activities, including content creation, analytics and preparation of seasonal tactical plans for the property.  This will include working closely with the Regional Digital Marketing Team to ensure synergies amongst Regional and Corporate campaigns/strategies.
• Oversight of digital presence and management of the hotels’ social platforms. 
• Participation in the development of the hotel’s online reputation strategy.
• Develop and implements the creation and distribution of collateral (online and traditional) and all sales promotional pieces to support business goals and destination awareness.
• Raffles.com, Fairmont.com and property microsite oversight to ensure content and offer updates are actioned by the property Marketing Team.  Aligning microsite content and efforts to Regional strategies and best practices. 
• Monitoring marketing efforts to ensure consistent tone and articulation of property USPs. 
• Ultimately responsible for the resorts adherence to all brand marketing standards, including internal and guest facing communications/signage.
• Manage Public Relations initiatives, working in collaboration with Dir of PR (or the assigned third-party) and Regional Dir of PR to leverage National/International opportunities.
• Takes an active role in Regional Tourism Organizations and other Destination Management Organizations with a goal of representing FCLL in collaboration with CWMC.
• Develops meaningful and strategic partnerships with local and external organizations to further brand/product awareness entailing collaboration with Brand and Regional teams.
• Prepares weekly, monthly, quarterly and annual reports as required and analyses external reports and resources to establish hotel’s market position.
• Ability to analyze data and metrics, and to create a plan to action opportunities.    Articulate updates and results as required.
• Identifies opportunities to increase on-going and additional revenue streams and creates value by challenging existing processes, encouraging innovation and driving necessary change.
• Provides customer intelligence and evaluation of market & economic trends, adapting sales, pricing and marketing strategies to meet/exceed customer expectations.
• Responsible for managing S&M expenses and payroll.
• Maintains a strong relationship with Owners and actively participates in the preparation and timely delivery of monthly/quarterly/annual business reviews.
• “Hires the Best” for the property-based Sales and Marketing leadership team and provides on-going coaching, training and action plans to promote development of Managers and their direct reports, with a particular focus on local talents.
• Part of the Talent Acquisition Steering committee for the resort.  Providing insight and support on the analytics and marketing of our Talent Acquisition Plan.
• As an active member of the hotel Executive Committee the role is actively involved in hotel events, assisting with general communications and colleague engagement action plans.
• Other duties and some travel as required.

Raffles & Fairmont Red Sea, positioned in the Kingdom’s groundbreaking Red Sea Project, will provide visitors access to a nature-focused resort. With 361 rooms, eleven distinct dining concepts, including overwater restaurants with views of the Red Sea and the mangroves, and a spa. The resort will be situated next to an 18 hole championship golf course, reflecting Fairmont’s association as a world class golf destination. It will set new standards in sustainable development, positioned on 200km of untouched coastline, an archipelago of more than 90 unspoiled islands, dormant volcanoes, rich marine habitat, and ancient archaeological sites.

Knowledge and Experience:

• Minimum of five years’ experience in similar role in the luxury hotel industry
• Previously a Director of Sales and Marketing in a large hotel & resorts
• Prior team leadership experience is a must.
• Experience of Middle Easter market in hospitality market is a plus
• Strong understanding of Sales, Marketing, Distribution, Revenue and Loyalty concepts.
• Strong understanding of market influences and impacts on supply and demand.
• Fluent in written and spoken English (other languages desirable).

Competencies:

• High attention to detail in fast-paced environment.
• Strong presentation, negotiating and influencing skills.
• Analytical/Critical Thinking - The ability to gather and organize information using a logical and systematic process; recognize patterns and relationships in complex data; examine data to identify implications, problems and draw appropriate conclusions; generate alternative solutions to problems; evaluate strengths, weaknesses and consequences of alternative solutions and approaches to solving problems.
• Flexible, able to embrace and respond to change effectively.
• A coaching leadership style.
• Developed emotional intelligence for effective communication and relationship management.
• Ability to work independently with strong initiative in a dynamic environment.
• Self-motivated and enthusiastic.

Sales Responsibilities:

• Develop and implement annual commercial plan to achieve annual business objectives.
• Be responsible for overseeing commercial strategies for the hotels, managing the asset by connecting strategy and business processes. Business processes should be designed to impact all revenue streams, including focus on Rooms, Catering, Food & Beverage and Marketing.
• Lead, manage and monitor all day-to-day sales and marketing & digital activities with focus on developing strategic value-based outcomes that enable achievement of sales objectives.
• Lead the preparation of regular business reports including monthly reports, annual goals and targets, sales and marketing budget, forecasts and other reports as required.
• Produce hotels' Annual Multi-Year Commercial Strategy Plan, in partnership with on property GMs, MD and regional support.
• Monitor the achievement objectives and goals and takes appropriate action to correct shortfalls versus the strategic plan.
• Manage and drive all key business segments for the properties and in close collaboration with Revenue Management.
• Manage key and niche accounts across the main segments and execute account plans to key clients within these segments.
• Execute and attend client events, trade shows and sales missions to maintain, build and develop key relationships with clients across domestic, regional and international markets.
• Drive and leverage the Accor Regional and Global Sales Office (GSO) network to achieve budgeted goals. Track and measure productivity of key accounts to develop sales programs and initiatives.
• Understand and contribute to overall revenue management initiatives and strategies to ensure every revenue opportunity is maximized.
• Assist teams to ensure all relevant regional and corporate SMDL opportunities are maximized with particular focus on Web Direct, Loyalty, Sales and Digital with relevant KPI’s.

PR & Coms Responsibilities:

• Establish and maintain relationships with industry influencers and key strategic partners.

Marketing & Digital Responsibilities:

• Oversee on-property marketing, communications activities ensuring brand quality
• Oversee and evaluate market research and adjust marketing strategy to meet changing market and competitive conditions.
• Work in conjunction with Brand e-Commerce teams to build & establish hotel B2B marketing, digital marketing, social media, public relations and communications channels. Guide these teams to ensure online hotel content is accurate and effective.

Leadership:

• Define the optimal organizational chart, job scope and resources deployment.
• Develop a sales learning culture through a mandatory defined sales training modules for Sales & Non-Sales talent.
• Be the leader for driving the Commercial Excellence Scorecard, sharing best practice, Commercial KPIs : RGI, Web Direct, DHS and Loyalty Contribution
• Develop and establish an experienced and successful team.  Ensures a challenging and exciting environment to encourage full career development and personal growth.
• Ensures that all policies and procedures as well as company standards are in place and functioning effectively, and contracts are set in accordance with the legislation and the company standards.
• Ensure consistent use of tools to drive consistency across the region (i.e Commercial self-audit tool, Commercial Action Plans).