Director of Sales - Leisure

We are far more than a worldwide leader. We are more than 240 000 women and men who share something unique. Each and every day we host the world. We care for millions of people. We are all moved by curiosity. We love blending cultures. We are proud of our differences
Yes, we lead the way. But we want to go further, with audacity, with imagination, with passion.

Raffles the Palm

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 340 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 nearly twenty luxurious properties, from secluded resorts to city hotels in key locations around the world.

The Position

Implement a successful solicitation strategy to targeted guests in order to meet and/or exceed revenue goals.

Direct all sales activities to meet revenue goals and ensure of implementing standards in all related tasks assigned to, in addition to achieving team work goals and increase employee’s satisfaction index with clear development plan for each and every one in the team

ESSENTIAL FUNCTIONS

• Monitor and oversee the sales colleagues on a day-to-day basis, monitoring sales action plans on a regular basis
• Ensure all customers’ requirements are determined and met. Actively promote an awareness of the customer’s requirements throughout the organization.
• Management of the top producing accounts within the segment ensuring that client visitations and entertainment target are met, focusing on high end suite business.
• Ensure that all relevant systems are updated with the client information, production and sales activities.
• Achieve and or exceed the monthly/quarterly and annually established sales targets.
• Continually evaluate the respective markets and their needs, comparing them with existing products and services.
• Continually review the actual production of each account against the potential for that account. Continually review and upgrade the client base.
• Ensure measurable quality objectives are established and actively participate in review of these objectives (monthly/quarterly and annually).
• To manage the daily sales activities of the people in the team:
• Set the financial and non-financial objectives for each member of the team and work with them to ensure these objectives are met.
• Ensure that all new team members are properly oriented in the strategy and positioning of the Raffles brand, and able to articulate this positioning in the marketplace
• Manage performance of team members, identify gap in skills necessary to perform their duties and recommend programmes to meet the skills requirements of the team.
• Provide constant coaching, counselling and discipline to colleagues to ensure that their capability to meet the needs of the customer and hotel.
• Determine the necessary competence for colleagues and provide the relevant training or other actions to satisfy these needs
• Ensure all sales people maintain a personal up-to-date knowledge on all Raffles product and service offerings, including promotions. In addition, to be familiar with the products, services, rates new developments of our key competitors, and an awareness of general industry trends.
• Monitor all Leisure incentive programs ensuring that all departments are fully briefed and aware of their roles and responsibilities with these programs.
• Utilize the marketing plan in order to uncover new and potential business.
• Create and implement packages and promotions for periods of low occupancy
• Ensure accuracy for forecasting of revenues with most updated information.
• Participate in daily/weekly Revenue meeting, sales strategy meeting, pre-convention meetings,
• To oversee general department operations
• Maintain accurate management status reporting on business results, and associated action planning.
• Ensure department operational budget is adhered to including effective cost control and procedures for approval of expenditure
• Participate in client familiarization trips, site inspections, sales trips and roadshows as required to meet the sales targets of the hotel.
• Liaise effectively with all operational colleagues, providing support and information to ensure accurate delivery of our promise
• Recommend to the DOSM necessary sales action plans or procedure revisions to increase production of the various market segments.
• Assist the DOSM with the production of the annual Sales & Marketing Plans, hotel budgets along with the departmental performance plan in line with the team individual targets.
• Advise the DOSM regarding sales progress and booking trends in the respective market segments.

The individual must possess the following knowledge, skills and abilities and be able to explain and demonstrate that he or she can perform the essential functions of the job, with or without reasonable accommodation, using some other combination of knowledge, skills, and abilities:

• Must be able to speak, read, write and understand the primary language(s) used in the workplace.
• Must be able to read and write to facilitate the communication process.  
• Requires good communication skills, both verbal and written.
• Most tasks are performed in a team environment with the employee acting as a team leader.  There is minimal direct supervision.
• Must possess basic computational ability.
• Knowledge of computer accounting programs, math skills as well as budgetary analysis capabilities required.
• Extensive knowledge of sales skills and revenue management
• Ability to assess/evaluate employee’s performance fairly.
• Ability to recruit, supervises, train and motivate multiple levels of managers.
• Knowledge of hotel and competitive market.
• Ability to analyze data and establish appropriate action plans.
• Thorough knowledge of federal, state and local laws governing equal employment opportunity and civil rights, occupational safety and health, wage and hour issues, and labor relations, including local.
• High school or equivalent education required.  Bachelor’s Degree preferred.
• Experience Prior hotel sales with minimum 5 years in sales career path.