Director of Sales

Job description / Role

Company description

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. Do what you love, care for the world, dare to challenge the status quo! #BELIMITLESS

Opened in 2021 on the western crescent of Palm Jumeirah, the world’s largest man-made island and archipelago, this palatial beach resort, featuring 353 spacious rooms, suites and villas, is inspired by the stunning elegance of European palaces and embellished with handcrafted Italian furniture. Guests can enjoy panoramic views, a private beach, state-of-the-art entertainment and recreational facilities, including specialist boutiques, a VIP movie theatre, and signature and private restaurants complemented by exquisite banqueting and conference spaces.

More than a destination, Raffles the Palm Dubai embodies the spirit of a legendary brand, celebrated for its storied heritage since 1887 and its hallmark of intuitive, gracious service. At the palace, excellence is a craft, and every team member is a master in their field. Here, talent is not only recognized, it plays a vital role in shaping the next chapter of this extraordinary resort and its legacy within the brand.

Job description

The position

Implement a successful solicitation strategy to targeted guests in order to meet and/or exceed revenue goals.

Direct all sales activities to meet revenue goals and ensure implementation of standards in all related tasks assigned, in addition to achieving teamwork goals and increasing employees’ satisfaction index with a clear development plan for each and every one in the team.

Essential functions

• Monitor and oversee the sales colleagues on a day-to-day basis, monitoring sales action plans on a regular basis.
• Ensure all customers’ requirements are determined and met. Actively promote an awareness of the customer’s requirements throughout the organization.
• Manage the top producing accounts within the segment ensuring that client visitations and entertainment targets are met, focusing on high-end suite business.
• Ensure that all relevant systems are updated with client information, production, and sales activities.
• Achieve or exceed the monthly, quarterly, and annual established sales targets.
• Continually evaluate the respective markets and their needs, comparing them with existing products and services.
• Continually review the actual production of each account against the potential for that account. Continually review and upgrade the client base.
• Ensure measurable quality objectives are established and actively participate in review of these objectives monthly, quarterly, and annually.
• Manage the daily sales activities of the people in the team:
• Set the financial and non-financial objectives for each member of the team and work with them to ensure these objectives are met.
• Ensure that all new team members are properly oriented in the strategy and positioning of the Raffles brand, and able to articulate this positioning in the marketplace.
• Manage performance of team members, identify gaps in skills necessary to perform their duties and recommend programmes to meet the skills requirements of the team.
• Provide constant coaching, counselling, and discipline to colleagues to ensure their capability to meet the needs of the customer and hotel.
• Determine the necessary competence for colleagues and provide the relevant training or other actions to satisfy these needs.
• Ensure all salespeople maintain a personal up-to-date knowledge on all Raffles product and service offerings, including promotions. In addition, be familiar with the products, services, rates, new developments of our key competitors, and an awareness of general industry trends.
• Monitor all leisure incentive programs ensuring that all departments are fully briefed and aware of their roles and responsibilities with these programs.
• Utilize the marketing plan in order to uncover new and potential business.
• Create and implement packages and promotions for periods of low occupancy.
• Ensure accuracy for forecasting of revenues with the most updated information.
• Participate in daily and weekly revenue meetings, sales strategy meetings, pre-convention meetings.
• Oversee general department operations.
• Maintain accurate management status reporting on business results and associated action planning.
• Ensure department operational budget is adhered to including effective cost control and procedures for approval of expenditure.
• Participate in client familiarization trips, site inspections, sales trips, and roadshows as required to meet the sales targets of the hotel.
• Liaise effectively with all operational colleagues, providing support and information to ensure accurate delivery of our promise.
• Recommend to the DOSM necessary sales action plans or procedure revisions to increase production of the various market segments.
• Assist the DOSM with the production of the annual sales and marketing plans, hotel budgets along with the departmental performance plan in line with the team individual targets.
• Advise the DOSM regarding sales progress and booking trends in the respective market segments.

Qualifications

The individual must possess the following knowledge, skills, and abilities and be able to explain and demonstrate that he or she can perform the essential functions of the job, with or without reasonable accommodation, using some other combination of knowledge, skills, and abilities:

• Must be able to speak, read, write, and understand the primary language(s) used in the workplace.
• Must be able to read and write to facilitate the communication process.
• Requires good communication skills, both verbal and written.
• Most tasks are performed in a team environment with the employee acting as a team leader. There is minimal direct supervision.
• Must possess basic computational ability.
• Knowledge of computer accounting programs, math skills as well as budgetary analysis capabilities required.
• Extensive knowledge of sales skills and revenue management.
• Ability to assess and evaluate employees’ performance fairly.
• Ability to recruit, supervise, train, and motivate multiple levels of managers.
• Knowledge of hotel and competitive market.
• Ability to analyze data and establish appropriate action plans.
• Thorough knowledge of federal, state, and local laws governing equal employment opportunity and civil rights, occupational safety and health, wage and hour issues, and labor relations, including local.
• High school or equivalent education required. Bachelor’s degree preferred.
• Prior hotel sales experience with a minimum of 5 years in a sales career path.

Additional information

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.