Director of Sales - Groups & Events

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Raffles the Palm Dubai is on the western crescent of Palm Jumeirah, the world’s largest manmade island and archipelago. This luxurious five-star hotel with 391 spacious rooms, suites and villas is embellished with hand-crafted Italian touches and offset by carefully selected amenities to complete the atmosphere of elegance. Guests can enjoy panoramic views, a private beach, state of the art entertainment and recreational facilities, including specialist boutiques, a VIP movie theatre, signature and private restaurants complemented by exquisite banqueting and conference spaces.

When visiting Raffles, guests will discover the individual personality and story offered by the hotel. At the essence of every Raffles is the delivery of thoughtful, personal and discreet service to well-travelled guests.  Raffles Hotels & Resorts is an award-winning, luxury international hotel company with a history dating back to 1887 with the opening of Raffles Hotel, Singapore.  The portfolio currently comprises eleven luxurious properties, from secluded resorts to city hotels in key locations around the world.

FINANCIAL:

• To assist the Director of Sales and Marketing in the preparation of the yearly catering revenue & expense budget
• To actively lead the Groups & Events team financial and administrative activities to ensure that yearly revenue budgets are surpassed
• To assist the Cluster DOSM and Cluster DRM with accuracy of catering revenue forecasting with most updated market information
• To come up with upsell strategies that would help surpass budget

ADMINISTRATIVE:

• To actively contribute to the Department’s financial and administrative activities to ensure that yearly catering revenue budgets are surpassed
• To monitor the Opera Sales and Catering System and ensure it is set up properly for maximum performance
• To review Groups and Events F&B menus and pricing structure in coordination with the Cluster DOSM, Cluster DRM, Director of Food and Beverage and Executive Chef
• To identify need periods and maximize meeting space utilization in coordination with the Director of Sales & Marketing and the Room Sales Team
• To set and review goals for the Conference & Events team and its individual team members
• To facilitate accurate administration reports, month-end and other reports are submitted on time to the Cluster DOSM

OPERATIONAL:

• To lead, train, develop, and support the Groups & Events Team

• To conduct sales calls with the team and set up appointments for personal sales calls, telemarketing and site inspections to all existing and potential accounts

• To ensure all inquiries are responded to within 24 hours and to follow up to ensure the client has received the information and clarify questions

• To ensure proper group handover is received from Rooms Sales for flawless execution
• To ensure all relevant departments are updated of groups and events in the hotel, making sure resumes and BEOs are send and group meetings are done in a timely manner
• To ensure follow up on lost business and bring information about them to the knowledge of the department superior
• To be aware of all market trends and share it to team so that a collective action can be implemented
• To attend international and local trade shows, roadshows and business trips to build and maintain strong relationship with clients
• To entertain decision makers of accounts in the F&B outlets of the hotel and to take part in promotional activities with them
• To update customers with the latest developments in the hotel and inform hotel management of all changes in the customer profile
• To seek out and target new customers, new sales opportunities and initiate action plan to secure new business for the Hotel
• To assist Credit Department in following up all outstanding balances of accounts in a timely manner
• To come prepared on weekly Sales and Revenue meetings
• Develop and implement new sales strategies, tactics and action plans for account base
• Ensure and update current account information in Opera and hard files
• Responsible for continually monitoring Business blocks in order to ensure a more accurate forecast
• Conduct and/or attend daily meeting to review event contracts to ensure last minute changes are communicated accordingly
• Conduct pre-conference BEO meetings to ensure key departments fully aware of relevant details pertaining to group
• Ensure team are Following up post-event to address any issues whilst soliciting return business
• Attend departmental communication meetings and sales and operations meetings
• To consistently interact with key clients focusing on high profile guests
• To build and maintain good relations with all Accor Regional and Global Sales Offices
• To be aware of all fire, health, safety, emergency and security procedures in the hotel
• To keep the Cluster DOSM promptly and fully informed of all problems or concerns so that corrective action can be taken on time

• To adhere to the Department and Hotel’s standard operating procedures (SOP’s)
• To ensure strict confidentiality of information in the Department and Hotel
• To carry out duties, projects and other assignments as required by Cluster DOSM

PERSONAL ATTRIBUTES

• Excellent understanding of luxury market
• Excellent understanding of all hotel departments
• Professional sales and presentation skills
• Knowledge of basic accounting, math skills and analytical capabilities required
• Extensive knowledge of sales skills and revenue management
• Ability to assess/evaluate employee’s performance fairly
• Must have strong interpersonal skills with attention to details
• Strong written and verbal communication skills
• A leader with a positive attitude
• Strategic thinking combined with the ability to move strategy to action
• Problem solving skills
• Managerial / Leadership skills
• Self-motivated, creative and confident, with a highly energetic personality
• Creative, independent, and manages stress gracefully
• Ability to meet deadlines consistently
• Pro-active and taking initiative
• Must be organized and ability to work and follow systems and procedures
• Must be adaptable to change of strategy, ideas, systems etc.
• Must be guest service oriented
• Proficiency in organizational planning with the ability to multi-task

• Minimum 3 years experience in a sales position, preferably at an international 5 star hotel
• Degree/Diploma in Hotel Management / Business Administration
• Strong knowledge of Opera & Microsoft Office
• Understands the local culture and have worked in the region
• Fluency in English, written and spoken
• Fluency in Arabic, written & spoken is an advantage