Director of Sales
Rosewood Hotels and Resorts
Job Description Job Summary
The Director of Sales is responsible for ensuring the sales manpower resources are deployed effectively to drive revenue streams across the key markets of Rosewood Doha. The role involves preparing clear Sales strategies for key market segments and channels of distribution and ensuring the agreed sales plans are implemented in accordance with industry best practice. The Director of Sales offers support to the Director of Sales & Marketing in the management of the day-to-day workings of the sales team, meeting targets and achieving sales strategy. They will manage their own client base whilst also implementing action plans and accomplishing set targets.
Essential Duties and ResponsibilitiesAt all times strive to represent Rosewood Doha in the most professional, courteous, and efficient manner.Report to the Director of Sales and Marketing on sales direction and performance delivery.Oversee the planning, deployment, and day-to-day functioning of the sales team.Responsible for delivering revenue performance against business plan projections (including occupancy, average rate, revenue, RevPAR, and market share performance.)Identify key and potential accounts and act on them immediately in accordance with agreed business development strategy.Formulate clear statements of objectives for the department and ensure their timely implementation.Develop realistic, transparent goals broken down by key market segments, presented in the form of a personal business plan. Monitors systematically the revenue performance of key retention, development, and acquisition accounts.Analyze sales performance statistics and adjust sales team strategy in accordance with changes in the market.Performance: should be in abidance with the expectations defined in the goal setting phase.Assist the DOSM to foster close long-term relationships with key corporate, leisure and group accounts and to qualify accounts by decision maker, influencer, booker, channel, and guest.Provide recommendations to refine and improve the services available at the hotel based on feedback from the marketplace.Introduce the Managing Director and DOSM to key players within key organizations.Represent Rosewood Doha at key events, sales trips, roadshows, product launches, and media events.Develop and execute a goal orientated e-commerce strategy that delivers the annual goals of these specific market segments.Prepare and present to the DOSM the individual sales targets for that underpin the hotels agreed budgeted revenue objectives.Is responsible for preparing and overseeing the individual sales personnel action plan that effectively delivers the hotel revenue goals assigned to them.Responsible for achieving rooms’ revenues as well as the targets set by the DOSM within the year (generation of leads, prospecting, converting, competition check, team goals establishment, Employee satisfaction survey results, etc...)Review direct competition and ensure complete awareness by all sales team of competitor’s activities at all times.Assist as requested by the DOSM with the preparation of specific marketing initiatives.Responsible for granting approval of established discounts for rooms and food and beverage sales including the closing of contractual terms for repeat or bulk business.Complete quarterly reviews with assigned sales team of all VIP, corporate, government and transient accounts to ensure they are in-line with objectives. Recommend and oversee the implementation of remedial sales actions to target underperforming accounts.Source competitive intelligence and feedback to DOSM and Managing Director.Identify relevant marketing opportunities and partnership potential with key corporate companies.Participate in planning and organizing key exhibitions, roadshows and sales trips to maximize the brand coverage of Rosewood Hotels and Resorts and optimize the production of short-, medium- and longterm business for Rosewood Doha.To conduct timely sales meetings with the sales team to provide appropriate levels of professional direction on a daily, weekly, and monthly basis.To interface with key corporate accounts, to build a network of professional contacts to drive high yielding business into Rosewood Doha.Liaise professionally and timely with all department heads as it relates to the coordination of sales issues to ensure their effective execution.Ensure proper and timely submission of recurrent and ad-hoc reports.Drafting of standard operating procedures (SOP’s) for corporate and leisure sales.Ensure proper recording of all sales activities carried out by the sales team in Delphi Sales and Catering with weekly sales reporting in place.Evaluate the sales team’s skill set and recommend training plans to the DOSM that will improve the ability and worth of our sales team to the hotels.Plan, manage and evaluate current sales processes and activities in collaboration with DOSM and sales associates.Handle complaints from contractual partners and inform the department(s) concerned of the results, resolves such complaints to retain customer loyalty.Provide management team with feedback on the customer experience of corporate and leisure guests.Support all hotel departments in communicating the preferences of senior dignitaries and VIP hotel guests.Fully respect and work within corporate identity guidelines as defined in the graphic standards manual.Carry out other reasonable duties that may be assigned to him from time to time and as directed by the DOSM.
Standard ResponsibilitiesComply and adhere to the Rosewood company policies.Take on other tasks in addition to the ones stated, in a reasonable framework.Be a “brand ambassador” at all times and ensure brand integrity and clarity are always maintained.Model the company’s culture, vision, mission, and core values at all times.Takes a proactive approach to management of the department, anticipating potential opportunities.To actively promote the services and facilities available to guests within the hotel and other Rosewood Hotels, maximizing revenue from other outlets (e.g. car transfers, mobile phone rental, telephones, valet services, spa and Food & Beverage facilities, etc.)To assist in the formation of the annual department budget, and to monitor it throughout the year, reporting reasons for all variances of actual versus budget and recommending and implementing appropriate actions.To accurately forecast revenue and payroll on a weekly basis and to take appropriate action to influence results positively towards exceeding budgets whilst ensuring that appropriate department holiday plans are maintained.Ensure an efficient and well organised department, ensuring all associates are well trained and highly motivated.To maintain accurate departmental records with respect to associate and training issues, associate development issues and departmental communication issues.To create and update full operating manuals with respect to responsibilities of each position and minimum standards to be achieved and to ensure their effective utilization.Consistently meet the expectations and requirements of internal associate 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 and gain their trust and respect.Maintain effective communication within the department and ensure that the department manager is kept well informed of any problems/queries that have arisen.To liaise with other departments to ensure good communication and offer support.To attend to any guest comments brought to their attention either directly or through the Front Office Managers, Managing Director or other Executive Committee Member or Head of Department and to deal with these efficiently and courteously.To conduct selection interviews alongside the Talent and Culture Team for potential new associates as and when required.To carry out one to one conversation, performance appraisals and reviews for all relevant associates on a regular basis ensuring that the hotel’s succession planning is upheld.To maintain discipline within the department and conduct disciplinary and grievance interviews with all relevant associates and as and when required with the Talent and Culture Department.To be responsible for the welfare and motivation of associates making use of the information obtainedt hrough the annual associate Surveys, appraisals, and frequent one to one conversation.
Confidentiality
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.
Health & SafetyBe aware of and comply with safe working practices as laid down under the Health and Safety rules, regulations, and procedures as applicable to your place of work. This will include your awareness of any specific hazards at your workplace.The wearing of appropriate protective clothing provided by or recommended by the Company will be obligatory.Report any defects in the building, plant, or equipment according to hotel procedure.Ensure that any accidents to associates, guests or visitors are reported immediately in accordance with correct procedures.Attend Statutory Fire, Health & Safety training and be fully conversant with and abide by all rules concerning Fire, Health & Safety.Be fully conversant with:RegulationsRisk Assessments for your departmentHotel Fire & Bomb Procedures
Other
The above description is not to be regarded as exhaustive. Other tasks and responsibilities of a broadly comparable nature may be added on a temporary or permanent basis, as appropriate.As the hotel’s level of business varies considerably, there is a need for flexibility in attitude, approach and working hours.
The Director of Sales is responsible for ensuring the sales manpower resources are deployed effectively to drive revenue streams across the key markets of Rosewood Doha. The role involves preparing clear Sales strategies for key market segments and channels of distribution and ensuring the agreed sales plans are implemented in accordance with industry best practice. The Director of Sales offers support to the Director of Sales & Marketing in the management of the day-to-day workings of the sales team, meeting targets and achieving sales strategy. They will manage their own client base whilst also implementing action plans and accomplishing set targets.
Essential Duties and ResponsibilitiesAt all times strive to represent Rosewood Doha in the most professional, courteous, and efficient manner.Report to the Director of Sales and Marketing on sales direction and performance delivery.Oversee the planning, deployment, and day-to-day functioning of the sales team.Responsible for delivering revenue performance against business plan projections (including occupancy, average rate, revenue, RevPAR, and market share performance.)Identify key and potential accounts and act on them immediately in accordance with agreed business development strategy.Formulate clear statements of objectives for the department and ensure their timely implementation.Develop realistic, transparent goals broken down by key market segments, presented in the form of a personal business plan. Monitors systematically the revenue performance of key retention, development, and acquisition accounts.Analyze sales performance statistics and adjust sales team strategy in accordance with changes in the market.Performance: should be in abidance with the expectations defined in the goal setting phase.Assist the DOSM to foster close long-term relationships with key corporate, leisure and group accounts and to qualify accounts by decision maker, influencer, booker, channel, and guest.Provide recommendations to refine and improve the services available at the hotel based on feedback from the marketplace.Introduce the Managing Director and DOSM to key players within key organizations.Represent Rosewood Doha at key events, sales trips, roadshows, product launches, and media events.Develop and execute a goal orientated e-commerce strategy that delivers the annual goals of these specific market segments.Prepare and present to the DOSM the individual sales targets for that underpin the hotels agreed budgeted revenue objectives.Is responsible for preparing and overseeing the individual sales personnel action plan that effectively delivers the hotel revenue goals assigned to them.Responsible for achieving rooms’ revenues as well as the targets set by the DOSM within the year (generation of leads, prospecting, converting, competition check, team goals establishment, Employee satisfaction survey results, etc...)Review direct competition and ensure complete awareness by all sales team of competitor’s activities at all times.Assist as requested by the DOSM with the preparation of specific marketing initiatives.Responsible for granting approval of established discounts for rooms and food and beverage sales including the closing of contractual terms for repeat or bulk business.Complete quarterly reviews with assigned sales team of all VIP, corporate, government and transient accounts to ensure they are in-line with objectives. Recommend and oversee the implementation of remedial sales actions to target underperforming accounts.Source competitive intelligence and feedback to DOSM and Managing Director.Identify relevant marketing opportunities and partnership potential with key corporate companies.Participate in planning and organizing key exhibitions, roadshows and sales trips to maximize the brand coverage of Rosewood Hotels and Resorts and optimize the production of short-, medium- and longterm business for Rosewood Doha.To conduct timely sales meetings with the sales team to provide appropriate levels of professional direction on a daily, weekly, and monthly basis.To interface with key corporate accounts, to build a network of professional contacts to drive high yielding business into Rosewood Doha.Liaise professionally and timely with all department heads as it relates to the coordination of sales issues to ensure their effective execution.Ensure proper and timely submission of recurrent and ad-hoc reports.Drafting of standard operating procedures (SOP’s) for corporate and leisure sales.Ensure proper recording of all sales activities carried out by the sales team in Delphi Sales and Catering with weekly sales reporting in place.Evaluate the sales team’s skill set and recommend training plans to the DOSM that will improve the ability and worth of our sales team to the hotels.Plan, manage and evaluate current sales processes and activities in collaboration with DOSM and sales associates.Handle complaints from contractual partners and inform the department(s) concerned of the results, resolves such complaints to retain customer loyalty.Provide management team with feedback on the customer experience of corporate and leisure guests.Support all hotel departments in communicating the preferences of senior dignitaries and VIP hotel guests.Fully respect and work within corporate identity guidelines as defined in the graphic standards manual.Carry out other reasonable duties that may be assigned to him from time to time and as directed by the DOSM.
Standard ResponsibilitiesComply and adhere to the Rosewood company policies.Take on other tasks in addition to the ones stated, in a reasonable framework.Be a “brand ambassador” at all times and ensure brand integrity and clarity are always maintained.Model the company’s culture, vision, mission, and core values at all times.Takes a proactive approach to management of the department, anticipating potential opportunities.To actively promote the services and facilities available to guests within the hotel and other Rosewood Hotels, maximizing revenue from other outlets (e.g. car transfers, mobile phone rental, telephones, valet services, spa and Food & Beverage facilities, etc.)To assist in the formation of the annual department budget, and to monitor it throughout the year, reporting reasons for all variances of actual versus budget and recommending and implementing appropriate actions.To accurately forecast revenue and payroll on a weekly basis and to take appropriate action to influence results positively towards exceeding budgets whilst ensuring that appropriate department holiday plans are maintained.Ensure an efficient and well organised department, ensuring all associates are well trained and highly motivated.To maintain accurate departmental records with respect to associate and training issues, associate development issues and departmental communication issues.To create and update full operating manuals with respect to responsibilities of each position and minimum standards to be achieved and to ensure their effective utilization.Consistently meet the expectations and requirements of internal associate 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 and gain their trust and respect.Maintain effective communication within the department and ensure that the department manager is kept well informed of any problems/queries that have arisen.To liaise with other departments to ensure good communication and offer support.To attend to any guest comments brought to their attention either directly or through the Front Office Managers, Managing Director or other Executive Committee Member or Head of Department and to deal with these efficiently and courteously.To conduct selection interviews alongside the Talent and Culture Team for potential new associates as and when required.To carry out one to one conversation, performance appraisals and reviews for all relevant associates on a regular basis ensuring that the hotel’s succession planning is upheld.To maintain discipline within the department and conduct disciplinary and grievance interviews with all relevant associates and as and when required with the Talent and Culture Department.To be responsible for the welfare and motivation of associates making use of the information obtainedt hrough the annual associate Surveys, appraisals, and frequent one to one conversation.
Confidentiality
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.
Health & SafetyBe aware of and comply with safe working practices as laid down under the Health and Safety rules, regulations, and procedures as applicable to your place of work. This will include your awareness of any specific hazards at your workplace.The wearing of appropriate protective clothing provided by or recommended by the Company will be obligatory.Report any defects in the building, plant, or equipment according to hotel procedure.Ensure that any accidents to associates, guests or visitors are reported immediately in accordance with correct procedures.Attend Statutory Fire, Health & Safety training and be fully conversant with and abide by all rules concerning Fire, Health & Safety.Be fully conversant with:RegulationsRisk Assessments for your departmentHotel Fire & Bomb Procedures
Other
The above description is not to be regarded as exhaustive. Other tasks and responsibilities of a broadly comparable nature may be added on a temporary or permanent basis, as appropriate.As the hotel’s level of business varies considerably, there is a need for flexibility in attitude, approach and working hours.
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