Director of Sales

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1. 1. 1. PROSPECTIVE ACCOUNTS: Identifies prospective 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 Director of Sales(GCC) and Director of Sales(GCC) and 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 minimize 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
      8. 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
      9. Ensures that all incoming correspondence (inquiries, requests, offers, confirmations, etc.) are attended to and replied in due time
      10. Reporting: Prepares and transmits the Call Reports on a weekly basis to the supervisor and/or the Director of Sales(GCC) and 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
      11. 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
      12. Accounts Receivable: Is co-responsible for the settlement of outstanding, respectively the follow up on a regular basis towards local Travel Trade to match credit policy in close co-ordination with the Credit Manager / Rooms Division  
      13. Establishes and signs contracts with local In-bound Operators/Travel Agents /Corporate considering the official Rate Policy in co-ordination with the Director of Sales(GCC) and General Manager
      14. Conducts rate market surveys to advise management of actual market trends
      15. Establishes and co-signs contracts with Inter-national Tour Operators/Corporate respecting the Rate Policy and Contract Policy together with the Director of Sales(GCC) and General Manager. He/she conducts prior discussions with the partners to prepare final contracting
      16. 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
      17. Ensures all staff are thoroughly familiar with the Hotel’s emergency procedures and is in a state of preparedness for any emergency which may occur
      18. Execution of regular technical/skills training. Is responsible for setting up and maintaining ongoing training programs in the department in conjunction with the Director of HR & the L&D Manager
      19. Maintains a monthly overview of vacation- and public holiday balance of all his/her staff and delivers a monthly consolidated summary to the Director of HR
      20. He/she is familiar with all related company documentation and especially with the relevant Operational Standards Manual for his/her field of responsibility
      21. Assumes responsibility of Duty Manager when scheduled to do so.
      22. Other duties as assigned
      23. Press Releases, PR activities, Advertisements etc. are executed and co-ordinated by the GM’s Office
      24. Electronic Distribution Systems are up-dated by the hotel operation on regular basis
      25. Assist in Task Force Teams for new openings
      26. Carry out any other reasonable task (which may not be stated here) as requested

What is in it for you:

• Employee benefit card offering discounted rates at Accor worldwide
• Learning programs through our Academies
• Opportunity to develop your talent and grow within your property and across the world!
• Ability to make a difference through our Corporate Social Responsibility activities, like Planet 21