Cluster Director of Sales

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Scope and Objectives 

The Director of Sales (DOS) ensures sales resources are deployed effectively to drive revenue through all market segments; in line with approved sales & marketing budgeted revenue. The DOS will manage their own account portfolio, whilst supporting and providing leadership to the rooms’ sales team, ensuring sales plans are implemented in accordance with best practice.

Essential Responsibilities & Duties

• Responsible for achieving rooms and corporate catering sales budgets
• Support leadership in the development of the sales & marketing plan and budget presentation
• Responsible for the preparation of the pre-opening administration duties, including but not exhaustive;
• Competitor Information on GCC, Ministry, Corporate and Wholesale rate positioning
• Task the team to build local building lists of Lusail Marina
• Create comprehensive induction plans for onboarding new team members
• Act as a brand ambassador, representing the hotel by maintaining constant contact with stakeholders, including clients, guests, GSO’s and partners
• Assist in the planning and development of sales and marketing strategies
• Monitor and evaluates current sales and marketing initiatives and trends within market, sharing market intelligence with commercial team to develop strategic plans across business segments
• Plan and attend trade exhibitions, collection reviews, road shows and sales trips to maximize the brand coverage of Raffles Doha & Fairmont Doha, optimizing the ROI of short, medium and long term business for both hotels
• Lead sales team to build an extensive network of contacts, building relationships to drive high yield business from all market segments into Raffles Doha & Fairmont Doha. Switching key accounts from direct competitor sets and positioning both hotels as #1 in primary comp sets
• Ensure sales team activities are logged in Sales Force accurately, reviewing weekly activity report with Cluster Director of Sales
• Assist in setting up systems to monitor achievement of departmental goals and objectives
• Support strategic department planning and development
• Analyse sales and marketing data from sources including Hoteligence, STR, Rate360, CVENT and consortia partners, modifying sales and marketing strategies to ensure Raffles Doha & Fairmont Doha secures fair market share within both primary and secondary comp sets
• Oversee team onboarding, orientation and induction plans
• Assist in the development of new products and services, such as packages and offers to drive sales
• Attend weekly sales and revenue meetings, contributing to the commercial sales strategy
• Attend all compulsory training courses as directed by T&C division
• ‘Meet and Greet’ arrival SAG guests, accurately logging Delphi accounts, contacts and activities
• Manage associate performance and personal development, in line with job description, role and responsibilities, conducting probation, annual and on-going performance reviews
• Manage relationships across all market segments, developing brand sentiment with key stakeholders for Raffles Doha & Fairmont Doha
• GCC Regional Account Manager for luxury partnership agreements; ex. AMEX FHR, Virtuoso, Traveler Made, etc
• Work in partnership with DOR to drive distribution through local partners, reacting to market trends and consumer demand
• Work with operations to ensure service delivery meets required standards across partnership agreements
• Contribute to the formation of the annual department budget, monitor departmental performance and report rationale for all variances of actual revenues achieved versus budget and recommending and implementing appropriate actions
• Maintain accurate departmental records with respect to associate training development
• Obtain first-hand guest information and use it for improvements in products and services
• Act with guests in mind; establish and maintain effective relationships with guests, gaining their trust and respect
• Maintain effective communication within the department ensuring the CDOS/EDC are kept well informed of business activity and/or any issues/queries that have arisen
• Work with other departments to ensure good cross-department communication
• Attend to guest comments brought to attention either directly or through the Front Office Managers, Managing Director or other Executive Committee Member or Head of Department and manage these and courteously

Key Roles & Responsibilities

• Take on tasks in addition of the ones stated, with a positive can do mindset
• Be a “brand ambassador” at all times, ensure brand integrity and clarity are maintained
• Model the company’s culture, vision, mission and core values at all times
• Maintains positive relationships with all guests, vendors, colleagues and GSO network
• At all times, represent Raffles Doha and Fairmont Doha in a professional, courteous and efficient manner