Director of Sales

2 weeks ago

AlGhuwayriyah, Qatar Accor Full time

Scope and Objectives TheDirector of Sales (DOS) ensures sales resources are deployedeffectively to drive revenue through all market segments; in linewith approved sales & marketing budgeted revenue. The DOSwill manage their own account portfolio, whilst supporting andproviding leadership to the rooms’ sales team, ensuringsales plans are implemented in accordance with best practice.Essential Responsibilities & Duties • Responsiblefor achieving rooms and corporate catering sales budgets •Support leadership in the development of the sales &marketing plan and budget presentation • Responsible forthe preparation of the pre-opening administration duties, includingbut not exhaustive; • Competitor Information on GCC,Ministry, Corporate and Wholesale rate positioning • Taskthe team to build local building lists of Lusail Marina •Create comprehensive induction plans for onboarding new teammembers • Act as a brand ambassador, representing thehotel by maintaining constant contact with stakeholders, includingclients, guests, GSO’s and partners • Assist inthe planning and development of sales and marketing strategies• Monitor and evaluates current sales and marketinginitiatives and trends within market, sharing market intelligencewith commercial team to develop strategic plans across businesssegments • Plan and attend trade exhibitions, collectionreviews, road shows and sales trips to maximize the brand coverageof Raffles Doha & Fairmont Doha, optimizing the ROI ofshort, medium and long term business for both hotels •Lead sales team to build an extensive network of contacts, buildingrelationships to drive high yield business from all market segmentsinto Raffles Doha & Fairmont Doha. Switching key accountsfrom direct competitor sets and positioning both hotels as #1 inprimary comp sets • Ensure sales team activities arelogged in Sales Force accurately, reviewing weekly activity reportwith Cluster Director of Sales • Assist in setting upsystems to monitor achievement of departmental goals and objectives• Support strategic department planning and development• Analyse sales and marketing data from sources includingHoteligence, STR, Rate360, CVENT and consortia partners, modifyingsales and marketing strategies to ensure Raffles Doha &Fairmont Doha secures fair market share within both primary andsecondary comp sets • Oversee team onboarding, orientationand induction plans • Assist in the development of newproducts and services, such as packages and offers to drive sales• Attend weekly sales and revenue meetings, contributingto the commercial sales strategy • Attend all compulsorytraining courses as directed by T&C division •‘Meet and Greet’ arrival SAG guests, accuratelylogging Delphi accounts, contacts and activities • Manageassociate performance and personal development, in line with jobdescription, role and responsibilities, conducting probation,annual and on-going performance reviews • Managerelationships across all market segments, developing brandsentiment with key stakeholders for Raffles Doha & FairmontDoha • GCC Regional Account Manager for luxury partnershipagreements; ex. AMEX FHR, Virtuoso, Traveler Made, etc •Work in partnership with DOR to drive distribution through localpartners, reacting to market trends and consumer demand •Work with operations to ensure service delivery meets requiredstandards across partnership agreements • Contribute tothe formation of the annual department budget, monitor departmentalperformance and report rationale for all variances of actualrevenues achieved versus budget and recommending and implementingappropriate actions • Maintain accurate departmentalrecords with respect to associate training development •Obtain first-hand guest information and use it for improvements inproducts and services • Act with guests in mind; establishand maintain effective relationships with guests, gaining theirtrust and respect • Maintain effective communicationwithin the department ensuring the CDOS/EDC are kept well informedof business activity and/or any issues/queries that have arisen• Work with other departments to ensure goodcross-department communication • Attend to guest commentsbrought to attention either directly or through the Front OfficeManagers, Managing Director or other Executive Committee Member orHead of Department and manage these andcourteously

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