Associate Director of Sales

Scope and Objectives

The Assistant Director of Sales (ADOS) will manage their own account portfolio, whilst also supporting the training and leadership of the team. The ADOS is a brand ambassador supporting Raffles Doha and Fairmont Doha commercial strategy, working closely with the GSO network.

**Essential Responsibilities and Duties**
- Responsible for achieving rooms’ revenues targets in line with the sales & marketing budget
- Assist the Cluster Director of Sales and Executive Director Commercial in the development of the sales & marketing plan and budget presentation
- Develop sales function SOP’s (Standard Operating Procedures)
- Prospects leads, competition check, team goals establishment, employee satisfaction survey results, etc...)
- Conduct site visits, FAM trips, sales trips as required based on business requirements and pro-active targets
- Manage an account portfolio and lead market segment strategy in line with assigned territory
- Achieve KPI’s for managed account portfolio and market segments (defined with CDOS and in light of market/hotel needs)
- Lead best practice of CRM Sales Force for data input, group pipeline and activity logs
- Attends trade shows, exhibitions as required
- Review direct competition, recommending tactics and strategies to maintain lead market position
- Monitor competitor set activities and intelligence sources to identify sources of business and prospect new leads/accounts to exceed fair market share performance
- Develop, mentor and share knowledge with the sales team developing Sales Managers, Executives and Coordinators skill sets
- Attend weekly sales and revenue meetings
- Attend all compulsory training courses as directed by T&C division
- ‘Meet and Greet’ arrival SAG guests, accurately logging Delphi accounts, contacts and activities
- Take a proactive approach to management of the department, anticipating potential opportunities
- Actively promote the services and facilities available to guests within the hotels maximising all revenue opportunities (e.g. car transfers, valet services, wellness and Food & Beverage facilities, etc.)
- Consistently meet the expectations and requirements of internal and external guests
- Obtain first-hand guest information and use it for improvements in products and services
- Act with guests in mind; establish and maintain effective relationships with guests, gaining their trust and respect
- Maintain effective communication within the department ensuring the CDOS are kept well informed of business activity and/or any issues/queries that have arisen
- Work with other departments to ensure good cross-department communication
- Attend to guest comments brought to attention either directly or through the Front Office Managers, Managing Director or other Executive Committee Member or Head of Department and manage these and courteously

**Key Roles & Responsibilities**
- Take on tasks in addition of the ones stated, with a positive can do mindset
- Be a “brand ambassador” at all times, ensure brand integrity and clarity are maintained
- Model the company’s culture, vision, mission and core values at all times
- Maintain positive relationships with all guests, vendors, colleagues and GSO network
- At all times, represent Raffles Doha and Fairmont Doha in a professional, courteous and efficient manner

**To be fully conversant with**:

- To be fully conversant with:

- Hotel fire procedures
- Hotel security procedures
- Hotel Health and Safety policy and procedures
- Hotel facilities and attractions
- Hotel standards of operation and departmental procedures
- Accor Grooming of Luxury and Appearance guidelines
- Accor values and its corresponding strategies
- Methods of accepted payment of the company
- Short and long term company marketing promotions
- Hotel Evacuation Policy in case of an Emergency.

**Confidentially**

Whist working for the company there will be access to a wide variety of confidential information concerning the company, guests and associates. It is vital that all such information remains confidential and must not be disclosed to anyone outside the company, guests and associates, unless otherwise stated.
- Ensure Hotel, Customer and Staff information or transactions are kept confidential during or after employment with the company.

**Talent & Culture**

The hotel reserves the right to revise all job descriptions from time to time as business needs demand. Other duties may be assigned as and when necessary. The above-mentioned job description attempts to outline key aspects of the role however, does not limit its right to assign other duties to an employee in this position. This job description does not constitute a written or implied contract of employment.

I commit to the above requirements of my position and will strive to demonstrate Our Values in my daily work and confirm I am able to perform the essential function of the role as identified.