Director of Sales

Job Description

Director of Sales and MarketingMANAGES THE HOTEL?S ACTIVE ANDAGRESSIVE SALES FUNCTIONAchieves sales goals by supervising sales staffImplements strategies to improve market penetrationMaximizes sales productivity by ensuring that salesstaff utilize ?sales success? techniquesMonitors call productivity and revenue goals for eachsales person by tracking resultsImproves call productivity by counseling sales staffon appropriate selling techniquesIncreases sales volume and profitability byformulating and executing projects for all market areas as stated in thebusiness planAnalyses sales statistics to formulate profitabilityReviews market analysis to determine client needs,occupancy potential, desired rates, etc.Meets overall budgeted sales and profit margins bysoliciting, evaluating, selling, and confirming businessQualifies prospective leads as to profitabilityDesigns and proposes programmes to meet client?s needs.Performs Sales calls with Sales and Senior SalesManagers.Negotiates with clients to achieve maximum profitwhile satisfying client needsCoordinates transient and group room commitments toinsure proper market mixApproves function space allocation for group andcatering bookingsEnsures customer satisfaction and hotel profit byoverseeing the coordination of various department?s activities related tobooked businessEnsures maximum occupancy on a daily basis byperforming follow-ups on progress of groups booked with Front Office Managerand Revenue ManagerParticipates in solving problems with otherdepartments as required, relating to business booked in the hotel includingspace conflicts, possible cancellations, and compromises between guest needsand hotel facilitiesEnhances the hotel?s community image and stays abreastof competition, new development, and sales methods and techniques in the hotelindustryPrepares reports as necessary to develop a moreinformative data base for improved management decision making and criticalevaluation of work activitiesPrepares the business plan for the hotel andcoordinates this with the corporate sales business planPlans for and implements methods of maintaining andincreasing volume of business thorough sales promotion, potential marketsneeding coverage, advertising and special sales projectsProvides feedback to General Manager on changingmarket conditions and trends in competitionCoordinates special local activities with the GeneralManagerCreates and implements special programmes to increaseoverall occupancy especially in slow periodsDirects all sales activities for all staff with salesopportunities to ensure that objectives are achieved in the Sales business planAttends major travel functions and trade shows topromote the hotelCreates awareness of other Radisson blu Hotels whereverpossible, and passes leads to relevant hotels and/or regionsPrepares and controls the Sales Department?s budgetMaintains accurate sales statistics and accountrecords. Assists inthe completion of reports Analyses departmental budget, anddeviations to budget; takes corrective action and follow-up Seeksbusiness opportunities for other hotels within the Region while conducting salescalls (primary focus being hotel employed at) Thoroughresearch to be conducted during customer meetings in order to avoid informationduplication sourcing.Monthly sales lead list tobe maintained and sent to hotel sales team.MARKETINGSales andMarketing Activity Plan to be developed and reviewed quarterly.Advertising to be designedin accordance with Radisson bluBrand Standards.Media Positioning to be coordinate with marketing coordinator (or appropriate) at the applicable officeof the region.Leisure Packages to bedeveloped to stimulate weekend business.Promotional offers to bedeveloped for calendar Special Occasions.MANAGING THE SALES TEAM Utilises leadership skills andmotivation to maximise employee productivity and satisfaction Monitors the sales and reservationteam?s overall progress, service and team work daily Recommends to Revenue Manager how toimprove results Coaches Reservations and FrontOffice on how to increase REVPAR Co-operates with other Radisson bluhotels in the area to maximise the total occupancy of Radisson bluhotels Screens, interviews and selectspotential sales team candidatesEstablishes and maintains effective employee relationswithin the department Identifies training needs anddevelops the departmental training plan Trains the sales team staffappropriately and proactively Ensures that staff meets and exceedsguest expectations by training and inspiring them to provide Yes I Can! service Encourages, develops and manageseffective employee relations within department and throughout the hotel Identifies employees with potentialfor promotion and/or transfer and makes appropriate development plans for him orher together with the Human Resources Manager Works closely with the HumanResources Manager to execute the following Human Resources related tasks withindepartment:- Performance appraisals- Coaching- Counselling- Discipline and grievance- Employee relations- Wage and salary administration- Compensation and benefits- Union agreementsLAWS, REGULATIONS AND POLICIES Makes sure the sales team followsall applicable laws, and corporate standards and guidelines Keeps track on departmental costs Responsible Business: showinvolvement and be interested in environmental and/or social issues byparticipating in Responsible Business hotel and departmental activitiesEMPLOYEE RELATIONS Fosters and develops effectiveemployee relations within department, and throughout the hotel Utilises effective internalcommunication, including daily meetings with the Space Controller andmanagement team members to ensure optimum team work and productivity Conducts monthly departmentalmeetings with the sales team Looks for ways to motivate andchallenge employeesHEALTH AND SAFETY Ensures that all potential and realhazards are reported and reduced immediately Fully understands the hotel?s fire,emergency, and bomb procedures Ensures that emergency proceduresare practised and enforced to provide for the security and safety of guests andemployees Ensures that all employees withinown department work in a safe manner that does not harm or injure self orothers Stimulates and encourages a generalawareness of health and safety in tasks and activities managed within thedepartment Ensures the safety of the people andproperty within the premises by applying hotel regulations, and adhering toexisting laws and regulations Anticipates possible and probablehazards and conditions and either corrects them or take action to prevent themfrom happening Ensures that the highest standardsof personal hygiene, dress, uniform, appearance, body language and conduct ofhotel employees is maintained by all employees in the departmentMISCELLANEOUS Attends meetings and trainingrequired by the General Manager Participate in the Hotel?s Manageron Duty programme and perform regular weekday and/or weekend duty shifts as perthe Hotel?s operational requirements. Assists colleagues to performsimilar or related jobs when necessary Ensures guest satisfaction byattending to their requests and inquires courteously and efficiently Accepts flexible work schedulenecessary for uninterrupted service to hotel guests and stakeholders Maintains own working area, andmaterials clean, tidy and in good shape; reports defective materials andequipment to appropriate person within the hotel Continuously seeks to endeavour andimprove the department?s efficient operation, and knowledge of own job function Is well updated on, and possessessolid knowledge of the following:- Hotel fire, bomb and emergency procedures- Hotel health and safety policies and procedures- Hotel facilities and nearby sights of interest and importance (i.e.hospitals,stations, tourist sights)- Hotel standards of operation and departmental procedures- Current licensing relating to own department and to the hotel- Accepted methods of payment by the hotel

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