Director of Sales

7 months ago

Doha, 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 month-to-date and year-to-date 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 pre-arranged 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

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