Director of Sales

Job description / Role

Job description

The main responsibility is to manage the total sales efforts within the hotel and the area sales office to proactively generate revenue. The basic guideline to do this is the hotel's marketing plan as well as the business plan. He or she maintains, develops, and recognises key accounts and prospects. He or she maintains on a regular basis the contacts to the local and international travel trade and is involved with all the agreements and contracts the hotel has with major key accounts, tour operators, etc. He or she is aware of the market trends from all the existing and potential feeders.

He or she ensures that the hotel consistently disposes of an adequate, motivated, and skilled personnel within the sales team at all levels and at the right time, considering both customer-oriented (quality) as well as commercial aspects. He or she cares that sales office administration and filing is properly organised and according to our standards.

In performing these duties, he or she shall at all times maintain good relations with his or her supervisor, the rooms division, and reservation department.

Hotel experience in the same position for 7 years or more.

Qualifications

Scope

• Compilation of and adherence to financial budgets within rooms (market mix, average room rate, yield, and occupancy).
• Organisation and monitoring of all administrative affairs within the sales office.
• Co-operation with hotel's rooms division, food & beverage, conference/seminar, banquet/catering department.
• Co-ordination with regional sales office.
• Close contacts to corporate accounts and travel trade.
• The following duties within frame of work:
  • Sales
  • Administration
  • Finance
  • Contracting
  • General

Responsibility & authority

Internal:
Coordinates and works closely with rooms division manager and reservations, supervises and monitors sales team.

External:
Suppliers, travel trade (domestic and international), regional sales & marketing.

Materials:
All office material and print material for advertising and promotion (fairs).

More detailed duties and responsibilities are listed attached in form of a checklist and are not meant to be complete. Local legislation and requirements may ask for adaptation and amendments. To fulfil the duties, the jobholder is given the relevant authority to reach the goals by the general manager of the hotel operation.

Sales

• Prospective accounts: Identifies prospective accounts and establishes goals for key accounts by analysing historical data and other statistical information and also by conducting accounts interviews and preparing customer action plans.
• Fairs (domestic/international): Attends fairs in order to represent the hotel and/or region within a both according to the action plan within the business/marketing plan of the hotel. The fairs are attended in co-ordination with the regional or corporate sales.
• Domestic market: Priority in sales activities is to be given to this market, for the local travel trade as well as for the corporate accounts.
• International market: Has to be worked on in close co-ordination with the general manager according to internal regulations.
• Rooms: Regarding the availability and the co-ordination of rooms for high booking periods, the final approval of availability is taken always by the hotel operation's management.
• Market mix: Emphasis on right market mix to maintain the quality of the product and to minimise market dependence on long term.
• Co-ordination: Regular meetings with the hotel operation (rooms division, reservation, and food & beverage) have to be held to exchange information and problem solving.

Administration

• Reduces administrative work to achieve a minimum of 5-7 personal sales/courtesy calls per day as well as 10 telephone sales/courtesy calls per day, without affecting promptness of flow of correspondence to accounts.
• Ensures that all incoming correspondence (inquiries, requests, offers, confirmations, etc.) are attended to and replied in due time.
• Reporting: Prepares and transmits the call reports on a weekly basis to the supervisor and/or the general manager. Establishes a monthly report which includes the summary of the past activities, prospection and trends, and analyses competitor's sales and promotion efforts, forecast for all sales activities and production/conversion figures. Attends once a month hotel's sales/rooms division and credit meeting.

Finance

• Business plan / budget: Targets to achieve key figures from key accounts / key markets through preparation and execution of proper action plan for his or her field of responsibility.
• Accounts receivable: Is co-responsible for the settlement of outstandings, respectively the follow-up on a regular basis towards local travel trade to match credit policy (settlement within 30/60/90 days) in close co-ordination with the credit manager / rooms division.

Contracting

• Establishes and signs contracts with local inbound operators, travel agents, corporate considering the official rate policy in co-ordination with the general manager.
• Conducts rate market surveys to advise management of actual market trends.
• Establishes and co-signs contracts with international tour operators and corporate respecting the rate policy and contract policy together with the general manager. He or she conducts prior discussions with the partners to prepare final contracting.
• Special deals (out of guidelines and rate policy) must in any case be discussed, co-ordinated, and approved prior to offer with the hotel's management.

General / miscellaneous

• Maintains good co-ordination and information flow with the rooms division, financial controller, and credit manager.
• Establishes monthly reports according to requirements.
• Maintains a monthly overview of vacation and public holiday balance of all sales staff and delivers a monthly consolidated summary to the personnel manager.
• He or she is familiar with all related company documentation and especially with the relevant operational standards manual for his or her field of responsibility.
• Co-ordinates sales efforts and activities with the colleagues of sister hotels under the supervision of the regional sales.
• Involvement in establishing the price policy together with the hotel's management.

Special

Press releases, PR activities, advertisements etc. are executed and co-ordinated by the general manager's office.

GDSs and other electronic distribution systems are updated by the hotel operation on a regular basis.

Additional information

Requirement:
Hotel experience in the same position for 7 years or more.

About the Company

A caring employer providing respect, training and career development for our employees. An attractive employer offering more than 100 professions across the 5 continents.

We are much more than a world leader. We are 250,000 hoteliers with the same shared passion for welcoming. We take care of millions of guests in our 4,300 addresses and on our digital platforms. As an operator and franchisor (HotelServices), owner and investor (HotelInvest), we invest all our energy into making "Feel Welcome" resonate as the finest hotel promise.

From luxury to economy and in every corner of the globe, AccorHotels'​ more than 20 brands meet all the needs of business and leisure travelers seeking comfort, attention and high-quality services.