Assistant Director of Sales (Leisure)

Job description / Role

Assistant Director of Sales (Leisure) Resort Background Preferred

Scope:

- Oversees and directs all aspects of the hotel's sales operation including Sales, C&E sales, sales solicitation, sales administration and reservations.
- Defines and applies policies aimed at obtaining the highest possible Repay and yield for the hotel .
- Keeps management advised of customer attitude and reaction towards hotel.

Responsibilities and Obligations

Hotel Strategy and Budget Management

- Fully contributes to the design of the hotel's business strategy on a yearly and daily basis.
- Develops the hotel annual Revenue Plan and the Sales and Marketing plan, and sets sales objectives.
- Is concerned with the overall planning, organization, direction and coordination of the activities of the Sales Department to achieve the sales objectives set in the marketing plan.
- Keeps up to date with economic and competitive conditions and recommends change in the Sales & Marketing plan to meet the new market climate.
- Actively participates in the key management issues in the property (e.g. planned refurbishment, training, customer service improvement campaigns)
- Actively supports the EAM Rooms and EAM F&B by providing advice, support and training in the up selling and cross selling skills to Front Desk and F & B staff
- Actively promotes restaurant reservations
- Supports, and takes responsibility for revenue initiatives in car park, laundry, telephone, in-room new/creative technology (movies, internet etc), business services

Budget and Fiscal

- Monthly review of expenses and if needed, adjusted
- Reviews and approval of all expense accounts for S&M Team

Revenue

- Analyzes competitor's activities and pricing strategy. Analysis of fair market share with 5 major competitors on a monthly and YTD basis.
- Sets the Sales Incentive Targets with the Heads of Departments in Sales and MICE.

Rooms

- Analyzes trends of business by market segment, channel and Geographical Origin of Business - co-ordinates all activities to maintain and increase revenue through added business volume and increased rate.
- Responsible through the Revenue Manager to maximize occupancy and average rate through good inventory and yield management control.
- Analyzes performance of existing customers through the Sales Team reports.
- Schedules detailed action plans to support the Revenue Proposal for all sections of the business.
- Identifies the capabilities of the hotel to serve the various types of business and programming of hotel sales efforts to solicit those sources the hotel is best qualified to serve profitably.
- Monitors production and profitability of sales packages.

Conference & Events

- Responsible through ADOS MICE and Revenue Manager to establish strategy and procedure for:
- Inquiry handling
- Space control
- 8 hrs / 24 hrs response rate
- Occupancy statistics for all conference/banquet rooms
- Inquiry conversion statistics and improvement when needed

Maintenance of Systems and Procedures - Quality Management

- Maximizes the use of the systems and maintains accuracy of all reservations and other data
- Ensures that all the rates are loaded by accurate completion of the database
- Maintains up to date knowledge of uses / applications of Protel (including Account Management and Event Management), Yield system, and Internet website.
- Undertakes all reviews of standard & procedures as necessary

Selling Strategy

- Establishes and cultivates sales contact with top personnel of major accounts.
- Attends travel and industry functions after approval of General Manager.
- Makes sales trips to priority markets, after approval by the General Manager.
- Solicits and serves group business, conventions, incentives, meetings, tours and special groups from: commercial accounts, associations, travel agents, tour operators, group operators, wholesalers, airlines, government tourist offices and any other source.
- Fully introduces the use of yield planners, selling matrix / yield system, weekly availability, meetings, availability from systems
- Defines the sales procedures by organizing the various steps in dealing with inquiries for rooms and C & E Sales; establishment and control of same day 24 hrs response time commitment
- Issues and monitor clear targets for Reservations (REVPAR, conversion of enquiries, yield of available c & B space); sales (volume and rate by segment , and sales performance including number of sales calls, conversion of enquiries), REVPAC and REVPASU
- Monitors the Sales Incentive Scheme and the Sales Team performance.
- Ensures that systems and procedures for selling and pricing are maintained fully.

Account Management

- Procures new and repeat business by monitoring contact with commercial houses, meeting planners, travel agencies, wholesalers, private clubs, professional associations and airlines within local, domestic and key international markets.
- Maintains contacts with key decision makers in all segments through sales calls, telephone contact and written communication.
- Installs and maintains updated mailing lists
- Monitors and improve sales account productivity
- Monitors and improve the Reservations and MICE Department conversion of calls / leads.
- Establishes call targets, "entertainment" targets and weekly control
- Coordinates strategy and servicing of accounts with sister hotels.

Outbound Sales

- Ensures that the Sales Team promotes business for other Accor Hotels.
- Manages the booking process

Team Management

- Manages the manning strategy of the Sales and Marketing team with the relevant head of departments and review the needs on a quarterly basis and involves the General Manager when important changes are needed.
- Recommends relevant salary reviews
- Ensures the support to the sales team with expertise and training on sales management techniques and procedures.
- Agrees and issue performance objectives for all teams and team members.
- Actively develops team members' skills and performance through coaching and training
- Conducts evaluations on all direct report
- Maintains a close liaison with Food and Beverage and Front Office and secures their cooperation and commitment to meet the needs and expectations of groups, tours and individuals booked via the Sales Office.

Requirements

Marketing

- Establishes advertising and promotions action plan and budget in collaboration with the Corporate Communication Officer.
- Establishes and implement the local and regional advertisement campaigns in collaboration with the Corporate Communication Officer.
- Creates and handle distribution of direct mail and promotional campaigns for the hotel in co-ordination with the Public Relations Manager.
- Manages and review the effectiveness of all sales promotions
- Designs and gain agreement for the hotel's marketing plan
- Ensures that the hotel is well marketed on Internet and other distribution channels within agreed BHI standards.
- Conforms to Accor brand standards and corporate identity
- Ensures the hotel is presented as an active member of the local community through association membership.
- Ensures promotional marketing activities through CRM.
- Establishes 3 month rolling marketing plan

Reports Management

- Reviews the monthly rolling activity forecast (from the Sales & Marketing Plan) and co-ordinates the activities with the relevant person while controlling deadline s
- Provides and collate information for all the forecasts meetings
- Provides information and report to the GM the hotel's sales performance e.g. GOB statistics

Cost Control

- Monthly review of expenses and if needed, adjusted
- Reviews and approves all expense accounts for S&M Team

Security, Safety and Health

- Maintains high confidentiality in regards to guest privacy.
- Reports any suspicious behaviour of guests and staff to the General Manager and Security

- Note: Customization may be included for any specific local or legislative requirements, such as work permits

Our commitment to Diversity & Inclusion:
We are an inclusive company and our ambition is to attract, recruit and promote diverse talent.

Why work for Accor?
We are far more than a worldwide leader. We welcome you as you are and you can find a job and brand that matches your personality. We support you to grow and learn every day, making sure that work brings purpose to your life, so that during your journey with us, you can continue to explore Accor's limitless possibilities.
By joining Accor, every chapter of your story is yours to write and together we can imagine tomorrow's hospitality.

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.