Oversees and directs all aspects of the hotels sales operation including Sales, C&E sales, sales solicitation, sales administration and reservations.
Defines and applies policies aimed at obtaining the highest possible Repay and yield for the hotel.
Keeps management advised of customer attitude and reaction towards hotel.
Responsibilities and Obligations:Hotel Strategy and Budget Management
Fully contributes to the design of the hotels business strategy on a yearly and daily basis.
Develops the hotel annual Revenue Plan and the Sales and Marketing plan, and sets sales objectives.
Is concerned with the overall planning, organization, direction and coordination of the activities of the Sales Department to achieve the sales objectives set in the marketing plan.
Keeps up to date with economic and competitive conditions and recommends change in the Sales & Marketing plan to meet the new market climate.
Actively participates in the key management issues in the property (e.g. planned refurbishment, training, customer service improvement campaigns)
Actively supports the EAM Rooms and EAM F&B by providing advice, support and training in the up selling and cross selling skills to Front Desk and F & B staff
Actively promotes restaurant reservations
Supports, and takes responsibility for revenue initiatives in car park, laundry, telephone, in-room new/creative technology (movies, internet etc), business services
Budget and Fiscal
Monthly review of expenses and if needed, adjusted
Reviews and approval of all expense accounts for S&M Team
Revenue
Analyzes competitors activities and pricing strategy. Analysis of fair market share with 5 major competitors on a monthly and YTD basis.
Sets the Sales Incentive Targets with the Heads of Departments in Sales and MICE.
Rooms
Analyzes trends of business by market segment, channel and Geographical Origin of Business ? co-ordinates all activities to maintain and increase revenue through added business volume and increased rate.
Responsible through the Revenue Manager to maximize occupancy and average rate through good inventory and yield management control.
Analyzes performance of existing customers through the Sales Team reports.
Schedules detailed action plans to support the Revenue Proposal for all sections of the business.
Identifies the capabilities of the hotel to serve the various types of business and programming of hotel sales efforts to solicit those sources the hotel is best qualified to serve profitably.
Monitors production and profitability of sales packages.
Conference & Events
Responsible through ADOS MICE and Revenue Manager to establish strategy and procedure for:
Inquiry handling
Space control
8 hrs / 24 hrs response rate
Occupancy statistics for all conference/banquet rooms
Inquiry conversion statistics and improvement when needed
Maintenance of Systems and Procedures ? Quality Management
Maximizes the use of the systems and maintains accuracy of all reservations and other data
Ensures that all the rates are loaded by accurate completion of the database
Maintains up to date knowledge of uses / applications of Protel (including Account Management and Event Management), Yield system, and Internet website.
Undertakes all reviews of standard & procedures as necessary
Selling Strategy
Establishes and cultivates sales contact with top personnel of major accounts.
Attends travel and industry functions after approval of General Manager.
Makes sales trips to priority markets, after approval by the General Manager.
Solicits and serves group business, conventions, incentives, meetings, tours and special groups from: commercial accounts, associations, travel agents, tour operators, group operators, wholesalers, airlines, government tourist offices and any other source.
Fully introduces the use of yield planners, selling matrix / yield system, weekly availability, meetings, availability from systems
Defines the sales procedures by organizing the various steps in dealing with inquiries for rooms and C & E Sales; establishment and control of same day 24 hrs response time commitment
Issues and monitor clear targets for Reservations (REVPAR, conversion of enquiries, yield of available c & B space); sales (volume and rate by segment , and sales performance including number of sales calls, conversion of enquiries), REVPAC and REVPASU
Monitors the Sales Incentive Scheme and the Sales Team performance.
Ensures that systems and procedures for selling and pricing are maintained fully.
Account Management
Procures new and repeat business by monitoring contact with commercial houses, meeting planners, travel agencies, wholesalers, private clubs, professional associations and airlines within local, domestic and key international markets.
Maintains contacts with key decision makers in all segments through sales calls, telephone contact and written communication.
