Cluster Sales Manager - Government and Diplomatic Accounts

Job Description

Wyndham Dubai Deira is now seeking a Cluster Sales Manager - Government and Diplomatic Accounts to join our team in Dubai, United Arab EmiratesSUMMARYThe role holder will contribute to the performance of the hotel by facilitating the skills he /she has acquired through past experiences in the Sales Department. The Cluster Sales Manager Government and Diplomatic Accounts is responsible for effectively soliciting and becoming familiar with all accounts in the market segments. He / She is also responsible for prospecting and closing on assigned accounts/territory to positively impact hotel revenues. The Cluster Sales Manager is responsible for an increase in transient / group room revenue by increasing production of existing accounts. He / She is also responsible for month-end reporting and tracking of account production.To support the Cluster Director of Sales & Marketing / Cluster Sales Team / Hotel(s) in achieving revenue targets for each of the hotels under Wyndham Dubai Deira Cluster by conducting local and international sales field activities. To promote Wyndham Hotels and Resorts Group portfolio of hotels towards partners aiming to deliver individual and collective sales objectives with a can do attitude and mindset that strives to exceed revenue targets. To secure direct and indirect business from the assigned local / international markets. KEY RESPONSIBILITIESMarket and Product Knowledge

• To develop a good knowledge of Opera Sales & Catering & PMS systems.
• Be fully familiar with the hotels product and service offering and its USPs.
• Be aware of the latest market trends and share relevant information with the key stake holders within the hotel / department.
• Monitor production of all top accounts and evaluate trends within your market.
• Conduct research on client room nights/revenue performance, prepare account performance reports quarterly and annually, conduct semi-annual account review meetings with account representatives.
• Maintain high level of knowledge of the competitions product and their current market offers.
• Prepare monthly action plan for main market segment.
• Be aware of the best hospitality sales practices and aspire to inculcate the same.

  Client Relationship Management

• Develop a cordial and professional client relationship with all contacts within the client base.
• Constantly strive to engage improve strengthen business relationships with key clients and enhance product knowledge amongst client base by entertaining them within the properties
• Conduct sales calls, manage Fam Trips and site inspections
• Acknowledge all customers and handle guest complaints to their satisfaction.
• Participate in trade shows, community & professional organizations to maintain high visibility.
• Meet and greet onsite contacts and showcase the hotel.

 Promoting

• Maintain and participate in an active sales solicitation program.
• Invite clients to the hotel for entertainment, lunches, tours and site inspections.
• Assist in implementing special promotions relating to direct sales segments.
• Coordinate Fam trips with help of Cluster Sales Coordinator.

 Administrative

• Maintain accounts, contact, and sales activities within the appropriate applications.
• Contribute to preparation of slides for month end post- mortems, Hotel revenue meeting and BRM meetings.
• Preparation of pre and post sales trip reports including dedicated market intelligence on the assigned countries
• Prepare and complete promotion release form whenever applicable

 Leadership

• Identify revenue growth opportunities available in countries / regions / partners portfolio assigned and recommend actions to be driven
• Support the hotels revenue streams beyond room business and regular upselling proposal
• Maintaining a business environment based on the Code of Conduct and Company Vision
• Maintain and enhance the open-door policy to all associates providing advice and guidance when needed in regards to their issues or concerns and/or grievances
• Responsible for People leadership of direct reports (recruitment and selection, performance management (Appraisal/PDP), associate development and motivation, counselling / disciplinary issues.
• Conduct regular coaching sessions/1:1s with direct reports
• Support Assistant Director / Cluster Director of S&M in finding and developing new partners
• Coordinate special promotional events for key clients, decision makers and influencers such as the General Managers monthly entertainments, customer appreciation parties, etc.
• Build and maintain positive relations with the International Sales Offices.
• Plan and conduct overseas sales trips in order to reinforce current accounts, obtain market intelligence and identify opportunities to drive business
• Participate in relevant trade shows and exhibitions to promote the hotel Group
• Execute segment strategies, tactics and sales plans
• Recommend preferred partnership agreements to be made within account portfolio
• Develop and maintain business relationships with key personnel within account and market portfolio
• Maintain active liaison with competitors, through personal contacts, professional and industry associations
• Communicates trends and marketplace shifts to Cluster Director of Sales & Marketing for adoption review

SKILLS & COMPETENCIES

• Good Problem solving, administrative and interpersonal skills are a must
• Strive to improve service performance
• Superior time management and relationship building
• Strong organization and follow up skills
• Team player with excellent analytical and negotiation skills.
• Is organized and demonstrates good planning skills.
• Ability to communicate effectively across a multi-national, multi-cultural environment.
• Displays emotional maturity and sensitivity in dealing with others.
• Proactive to address and resolve issues.
• Takes ownership of projects and drive towards completion.
• Team player with excellent analytical and negotiation skills.
• High degree of market awareness, understanding of behaviors of both Clients & Consumer
• Motivated, dedicated and committed approach towards delivering results.
• Applies broad business knowledge and balance both short- and long-term strategic visions
• Able to deal with change effectively.
• Addresses conflict in a respectable and professional manner
• Decision maker

 CERTIFICATION & EDUCATION

• Degree in Hospitality Management or Tourism
• Two years experience in same job role
• Aggressive negotiating skills and creative selling abilities to close on business with a high conversion ratio.
• Must be able to Knock on doors to get the business
• Effective sales skills to up-sell products and services and also cross sell between hotels / brands.
• Strong customer development and relationship management skills
• Financial management skills e.g., ability to understand P&L statements, manage operating budgets, forecasting and scheduling
• UAE experience is a must

  COMPANY OVERVIEW:Wyndham Hotels & Resorts is the largest hotel franchisor in the world and a leading hotel management company.  We stand 22 brands strong across 9,000 hotels in more than 95 countries, and we offer the most diverse collection of hotel experiences in the world.  Our iconic brands, united by the richest and simplest rewards program in the business, make hotel travel possible for all.Our hotel owners are the stewards of our brands, and together, we champion everyday travelers.  We believe guests deserve great experiences, and our robust portfoliodistinguished by our leading economy and midscale brandsdelivers just that.We are AmericInn by Wyndham, Baymont by Wyndham, Days Inn by Wyndham, Dazzler by Wyndham, Dolce Hotels and Resorts by Wyndham, Esplendor Boutique Hotels by Wyndham, Hawthorn Suites by Wyndham, Howard Johnson by Wyndham, La Quinta Inns & Suites, Microtel  by Wyndham, Ramada Encore by Wyndham, Ramada Worldwide by Wyndham, Registry Collection Hotels, Super 8 by Wyndham, The Trademark Collection by Wyndham, Travelodge by Wyndham, TRYP by Wyndham, Wingate by Wyndham, Wyndham Alltra, Wyndham Garden, Wyndham Grand and Wyndham Hotels and Resorts.Headquartered in Parsippany, N.J. with offices around the globe in London, Shanghai, Buenos Aires, Dubai and more, Wyndham Hotels & Resorts employs approximately 9,000 team members worldwide. Employment DisclaimerIn some locations around the world, Wyndham Hotels & Resorts manages hotel properties on behalf of a third party owner. At many of those properties, the Hotel owner is the actual employer, and Wyndham Hotels & Resorts performs recruiting and hiring functions on behalf of the owner. I understand and agree that, by applying through this site, I may be applying for a position with a company other than Wyndham Hotels & Resorts where Wyndham Hotels & Resorts is serving only as the recruiter and will not be my actual employer.

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