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Director of Sales

4 months ago

Doha, Baladīyat ad Dawḩah, Qatar voco Full time

SALES

  • Lead the Sales Team by providing clear direction on individual and team action plans with an emphasis on results based activities.
  • Maintain a detailed knowledge of industry trends, developments, competitor activity and other external factors that have a direct bearing on voco Doha West Bay Suites.
  • Develop and execute an annual business plan in accordance with IHG market segmentation and reporting standards.
  • Set and review sales revenue targets by market segment and develop strategies to achieve identified outcomes for short stay transient and extended stay business.
  • Manage key corporate, extended stay, leisure and MICE clients.
  • Maintain effective business relationships with key decision makers and influencers.
  • Conduct regular sales team meetings to review monthtodate and yeartodate performance against forecast.
  • Conduct regular revenue meetings to forecast demand and set appropriate rate strategies.
  • Set and direct channel management strategies, both on line and via the GDS.
  • Represent voco Doha West Bay Suites in all sales activities including travel trade shows, site inspections, client sales calls, and product training.
  • Implement strategies to create effective lead generation internally as well as externally.
  • Identify opportunities to foster partnerships with complementary businesses that deliver mutual benefit.
  • Maintain contacts with relevant industry associations deemed beneficial to voco Doha West Bay Suites.
  • Manage relationships with key business partners including GDS representation, General Sales Agents, third party websites, and travel management companies (TMC's).
  • Prepare and submit a monthly sales report on time that reflects consolidated information from sales team activities, market intelligence and any necessary adjustments to the business and marketing plans.

What we need from you

RESPONSIBLE BUSINESS

  • In consultation with the General Manager and Finance Manager, prepare the annual business plan, revenue and financial budget.
  • Ensure expenses for sales activities, promotions and functions are managed within budgeted guidelines and in accordance with stated policies and procedures.
  • Actively manage and optimize revenues across all income streams of the property.
  • Submit expense claims on a regular or monthly basis, or as soon as possible after returning from sales trips in the required format.
  • Facilitate the smooth running of the department through adequate supply of materials and equipment.
  • Observe and comply with the company's requisition and purchase order system.

PEOPLE

  • Engage with the sales team and all direct reports to assist them to align individual and department goals and targets with those of the hotel.
  • Conduct ongoing performance appraisal reviews in line with company guidelines for all direct reports.
  • Develop the sales team to become motivated by goal setting and achievement, and be results oriented.
  • Ensure the completion of timesheets and requests for personal leave for all direct reports are managed in accordance with company policies and procedures.
  • Identify appropriate training and development needs for the sales team.
  • Demonstrate leadership by setting a positive and professional example.
  • Be prepared to give and receive feedback on all matters pertaining to the performance and the conduct of the team, individuals and self.
  • Manage the welfare of the sales team with a view to developing a positive and harmonious work place.
  • Actively observe all workplace OHS requirements and report any issues to the relevant department manager without delay.

GENERAL

  • Communicate effectively with all other operating departments of the property.
  • Attend daily operations and sales briefings, weekly sales meetings, revenue/yield meetings, department head meetings, workplace safety meetings, monthly financial meetings and any other required meeting.
  • Attend and deliver presentations to the owner, owner's appointed representative and/or senior IHG executives as required.
  • Actively contribute to and manage the Balanced Scorecard relative to the sales department function.
  • Identify opportunities to innovate service delivery and product offerings to meet and exceed client expectations.
  • Attend sales conferences and be available to travel on prearranged assignments.
  • Develop a tactical marketing plan that successfully targets identified market segments.
  • Set and review sales team performance. Ensure appropriate sales targets established with accountability for achieving all required activities to achieve goals.
  • Effective implementation of the business plan. Review and update as and when required.
  • Achieve budgeted revenue targets across all revenue streams eg: rooms, banquets and events.
  • Manage and control department expenses in accordance with the budget guidelines.
  • Achieve budgeted RevPAR.
  • Achieve above fair market share within voco Doha West Bay Suites identified competitor set. Aim f