POSITION : Director of Sales & Marketing
DEPARTMENT : Sales & Marketing
LOCATION : Varieties
RESPONSIBLE FOR : Sales & Marketing Department
RESPONSIBILITIES
To understand the market, its trends and changes, explore opportunities for competitive advantage to yield one’s fair share of the market.
To analyse opportunities, select realistic objectives, develop, implement and control effective strategies and sales plans.
To increase occupancy, average rate and profits of the hotel through planning, guidance, and training of hotel sales personnel.
To represent the sales functions and needs of the hotel in the development of the Company’s sales policy.
To maintain a sales filing system, create individual account files, and monitor this data.
To establish sales targets and highlight any variances with actual sales figures and recommend what action should be taken to remedy significant variances.
To direct the development to special marketing plans to special accounts, trade show participants and unique sales and marketing situations.
To develop, in conjunction with the Marketing Communications Department, a hotel Marketing Communications Plan consistent with the Divisional Office’s guidance and the Corporate Marketing objectives.
To develop, in conjunction with the Marketing Committee, the Hotel Business Plan consistent with the Divisional Office / Area / Regional Sales & Marketing Centre’s guidance and in line with the Corporate Sales & Marketing objectives.
To develop and maintain the best possible relationship with clients and their representatives to ensure future repeat and new business.
To ensure that the quality of sales service meets the expectations of our guests and that it represents best value in the segments in which we compete.
To manage people to bring them to their full potential through training,
counselling, guidance and discipline and maintain a work environment which fosters loyalty, pride and a sense of belonging.
To maintain and protect the assets entrusted.
To implement and maintain an open communication channel with the General Manager, Department Heads and clients.

OTHER / TASKS
To manage time and accounts with optimum efficiency.
Assessing selling opportunities within the Sales and Catering capacity, work with and assist with other portfolios ie. F&B through marketing channels, Public Relations campaigns to the corporate sectors, on F&B promotions or other similar promotions from other portfolios/departments.
Develop and implement disciplinedly a prescribed routing of patterns in covering territory and accounts to achieve high penetration of the market share.
Determine allocation of selling time to accounts, products and types of customers. In short to effectively implement and instil in Sales and Catering team the Time Management Concept.
Develop a fact base regarding trends in the external environment that may affect sales.
Produce effective sales presentation and writing.
Design a system to obtain data from market place which can be instrumental in developing new sales strategies .
Obtain market intelligence – competitive activities and developments.

SPECIFICATIONS
a) COMPETENCIES
Basic selling skills and techniques.
Ability to identify needs with the twin acts of probing and listening.
Strength of character coupled with determination and self-discipline.
High level of self-confidence, enthusiasm and initiative.
Fine art of communication excellence.
Ability to deal with different types of people.
Effective use of psychology.
EDUCATION / WORK EXPERIENCE
Experience and exposure in sales/marketing environment.
Hospitality qualification or work experience preferred.
PROBLEM SOLVING / DECISION MAKING
Evaluate and make recommendations of rates to maximise yield.
Plan and decide on an effective call plans for the team.
TEAM LEADING
This position involves working closely with colleagues within the team unit and hotel, therefore a requirement of certain degree of interpersonal skills, and result-oriented. Ability to influence others on an idea and could demonstrate team leadership ability. Another important area of leadership is through demonstration of team spirit, co-operation and understanding when working with colleagues.


JOB REQUIREMENTS:
1.Minimum ten (10) years experience in Sales & Marketing functions, at least five (5) years of which must be in a managerial position in a 4 or 5-star hotel managed by overseas hotel management company.
2.Establish and direct profitable and cost effective marketing and sales programs.
3.Direct & coordinate effective advertising program.
4.Develop and implement marketing plan for all profit centers.
5.Ability to manage change effectively.
6.A mentor who has inspired, trained, and developed people for their career development.
7.Fluency in English spoken and written.