Director of Sales

The main responsibility is to manage the total sales efforts within the hotel & the area sales office to generate pro-actively revenue. The basic guideline to do this is the hotel’s Marketing Plan as well as the Business Plan. He/she maintains, develops and recognises Key Accounts / prospects. He/she maintains on a regular basis the contacts to the local and international Travel Trade and is involved with all the agreements/contracts the hotel has with major Key Accounts/Tour Operators, etc. He/she is aware of the market trends from all the existing and potential feeders.

He/she ensures that the Hotel consistently disposes of an adequate, motivated and skilled personnel within the sales team. At all levels and at the right time, with considering both, customer oriented (quality) as well as commercial aspects. He/she cares that sales office administration and filing is properly organised and according to our standards.

In performing these duties he/she shall at all times maintain good relations with his/her supervisor, the Rooms Division and Reservation department.

Hotel Experience in the same position for 7 years or more.

SCOPE

• Compilation of  and adherence to financial budgets within rooms (Market mix, avg. room rate, YIELD and Occupancy).
• Organisation and monitoring of all administrative affairs within the Sales Office.
• Co-operation with hotel’s Rooms Division, F&B, Conference/Seminar, Banquet/Catering department.
• Co-ordination with Regional Sales Office

• Close contacts to Corporate Accounts and Travel Trade
• The following duties within frame of work:

1. Sales
2. Administration
3. Finance
4. Contracting
5. General

RESPONSIBILITY & AUTHORITY

Internal:

Co-ordinates and works closely with Rooms Division Manager and Reservations, supervises and monitors Sales team.

External:

Suppliers travel trade (domestic and international), Regional Sales & Marketing.

Materials:

All office material and print material for advertising & promotion (fairs)

More detailed duties and responsibilities are listed attached in form of a checklist and are not meant to be complete. Local legislation and requirements may ask for adaptation and amendments. To fulfil the duties the jobholder is given the relevant authority to reach the goals by the General Manager of the Hotel operation

Place, Date:

SALES

1. PROSPECTIVE ACCOUNTS: Identifies pro-spective accounts and establishes goals for Key Accounts by analysing historical data and other statistical information and also by conducting accounts interviews and preparing customer action plans.
2. FAIRS (domestic/International) : Attends fairs in order to represent the Hotel and/or region within a both according to the action plan within the Business/Marketing Plan of the Hotel. The fairs are attended in co-ordination with the Regional or Corp. Sales.
3. DOMESTIC MARKET: Priority in sales activities are to be given to this market, for the local travel trade as well as for the corporate accounts.
4. INTERNATIONAL MARKET: Has to be worked on in close co-ordination with the General Manager according to internal regulations.
5. ROOMS: Regarding the availability and the co-ordination of rooms for high booking periods the final approval of availability is taken always by the Hotel operation’s management.
6. MARKET MIX: Emphasis on right market mix to maintain the quality of the product and to minimise market dependence on long term.
7. CO-ORDINATION: Regular meetings with the hotel operation (Rooms Division, Reservation and Food & Beverage) have to be held to exchange information and problem solving.

ADMINISTRATION

1. Reduces administrative work to achieve a minimum of 5-7 personal sales/courtesy calls per day as well as 10 telephone sales/courtesy calls per day, without affecting promptness of flow of correspondence to accounts.
2. Ensures that all incoming correspondence (inquiries, requests, offers, confirmations, etc.) are attended to and replied in due time.
3. Reporting: Prepares and transmits the Call Reports on a weekly basis to the supervisor and/or the General Manager. Establishes a Monthly Report which includes the summary of the past activities, prospection and trends, and analyses competitor’s sales and promotion efforts, forecast for all sales activities & production/conversion figures. Attends once a month hotel’s Sales/Rooms Division and Credit meeting.

FINANCE

1. Business Plan / Budget: Targets to achieve key figures from key accounts / key markets through preparation and execution of proper action plan for his/her field of responsibility.

1. Accounts Receivable: Is co-responsible  for the settlement of outstandings, respectively the follow up on a regular basis towards local Travel Trade to match  credit policy (settle-ment within 30/60/90 days) in close co-ordination with the Credit Manager / Rooms Division.

CONTRACTING

1. Establishes and signs contracts with local In-bound Operators/Travel Agents /Corporate considering the official Rate Policy in co-ordination with the General Manager
2. Conducts rate market surveys to advise management of actual market trends.
3. Establishes and co-signs contracts with Inter-national Tour Operators/Corporate respecting the Rate Policy and Contract Policy together with the General Manager. He/she conducts prior discussions with the partners to prepare final contracting.
4. Special deals (out of guidelines and rate policy) must in any case be discussed, co-ordinated and approved prior to offer with the hotel’s management.

GENERAL / MISCELLANEOUS

1. Maintains good co-ordination and information flow with the Rooms Division, Financial Controller/ Credit Manager.
2. Establishes monthly reports according to requirements.
3. Maintains a monthly overview of vacation- and public holiday balance of all sales staff and delivers a monthly consolidated summary to the Personnel Manager.
4. He/she is familiar with all related company documentation and especially with the relevant Operational Standards Manual for his/her field of responsibility.
5. Co-ordinates sales efforts/activities with the colleagues of sister hotels under the supervision of the Regional Sales.

1. Involvement in establishing the Price Policy together with the hotel’s management.

SPECIAL

Press Releases, PR activities, Advertisements etc. are executed and co-ordinated by the GM’s Office.

GDS’s and other Electronic Distribution Systems are up-dated by the hotel operation on regular basis.

Requirement:

Hotel experience in the same position for 7 years or more.