.SCOPE

This position is accountable for managing the total sales effort within a Hotel including the integrity of the customer base of key accounts/key prospects the generation of room nights/revenue consistent with hotel corporate objectives (establish 65% corporate accounts on total hotel rooms i.e, out of 210 rooms), the implementation of sales performance management systems.

DUTIES/ RESPONSIBILITIES

Coordinates sales forecasting, planning, and budgeting processes used within the sales organization. Proactively monitors and strives to maintain high levels of quality, accuracy, and process consistency in the sales organization's planning efforts. As needed, coordinates planning activities with other functions and stakeholders within the firm.

Responsible for maintaining a high average rate and good level of occupancy. Controlling his department payroll, advertising and promotion costs and all office overheads.

Responsible for all office equipment and supplies as well as general hotel equipment which may effect sales effort.

Develops and maintains active liaison with the General Manager and all other hotel departments including but not limited to Front Office, Director of Food & Beverage and Banquet Sales to remain fully cognizant of room availability, pricing, policy changes, menus to present and sells the best and most up-to-date facility and service package available to a customer.

Modifies sales plans and/or sales efforts as necessary to ensure best possible results during both peak and slack sales periods.

Develops and maintain active liaison with competitors through personal contacts, professional and industry associations keeping abreast of competitors services facilities, new programmes and accounts to ensure the hotel remains in a competitive position and develop new sales leads.

Business Contacts (Internal & External ) : General Manager, Head Office Departments Heads, Banquet and Sales Staff, External Contacts with Convention Executives, Convention Bureau, Airlines, Local businessmen, Local Executive Clubs.

Responsible for the selection, training and development of an efficient Sales Department Staff including sales office and convention services personnel capable of contributing to the growth of the hotel. Plans and controls department compensation recommending merit and promotional increases appraising and evaluating performance.

Co-ordinates, directs and manages convention service efforts required to complete the detail specifications for the conventions, meetings and functions booked by salesmen.

This includes direct personnel and/or telephone contacts and/or correspondence with customers to determine meeting room arrangements, function set-up, audio/visual equipment required, special exhibit requirements, VIP reservations, etc so as to prepare in-house resume and ensure customers desires are met.

Identifies prospective customers and established goals for existing key accounts by analyzing historical and other statistical information (marketing segment, account mix goals) conducting customer interviews and preparing customer call analysis reports.

Achieves (a) budgeted room night quotas on key accounts, and (b) conversion of key prospects through the preparation and execution of action plans.

Ensures delivery of superior guest service through follow up and co-ordination with other Hotels departments.

Provides ongoing sales direction to subordinate staff by implementing the joint call program and providing guidance and direction on the development and execution of customer interviews and actions plan.

Researches and propose hotel budget and individual quotas for room nights, identification and conversation of key prospects, average rate and revenues, upon arrival achieve quotas. ????

Provides a motivated, competent staff consistent with hotel needs (current and future) through implementation of approved personnel programs and execution of the continuity.

Ensures the installation, maintenance and operational efficiency of in-house systems

Ensures the integrity of the key account/key prospect database as a customer base for the hotel and as a component of the worldwide account management program. Monitor staff input for accuracy, thoroughness and coverage of the local area.

Prepares and administer the hotel Sales Department Budget.

Prepares weekly, monthly, quarterly annual reports as required by Policy and Procedural Guidelines.

As directed, participate in trade shows, conventions and promotional events

Liaises closely with the Banquet Sales department to ensure optimum revenues.

Ensures that the Public Relations department functions effectively and that as wide as possible media exposure is maintained.

Prepares the annual Sales and Marketing plan.

Ensures that the applicable department policies and procedures are followed and in conjunction with the General Manager makes the necessary changes when warranted.

Performs the function of Duty Manager as rostered.

Performs any other duties which may be allocated from time to time.

JOB PROFILE

The Director Sales & Marketing manages support functions Essential to sales force productivity. These include planning, reporting, quota setting and management, sales process optimization, sales job design, sales training, sales program implementation, sales compensation design and administration, and recruiting and selection of sales force talent.

QUALIFICATIONS & EXPERIENCE

Bachelor's Degree in Business Management or any equivalent Professional Qualification from an accredited College or University.

Degree/Diploma in Hotel Management would be an added qualification.

Two years' experience in a similar position in a five star property.

COMPETENCIES

MANAGEMENT/ LEADERSHIP

Adaptability ability to effectively adjust to major changes in work tasks or the work environment

Applied Business Knowledge understands market dynamics, enterprise level objectives, financial metrics and important aspects of Concorde Hotel business knowledge to anticipate opportunities and risks.

Building a Successful Team Skilled and building a cohesive team and facilitating goal accomplishment.

Building Trust - Ability to interact with others in an honest, fair and respectful way; giving others a confidence in ones intentions and those of the organization.

Communication Skilled at clearly conveying information and ideas through a variety of media; engaging the audience and helping them understand and retain the message.

High Work Standards - Set High Standards and performance for self and others; assumes responsibility and accountability and accountability for successfully completing assignments or tasks.

Leading through Vision and values - Keeps Concorde Hotel Values and Business