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Sales Director

2 months ago

London, Greater London, United Kingdom AccorHotel Full time

Director of Sales Job Summary

The Director of Sales will lead and manage the performance of the Room & Events Sales Team and deliver the budgeted rooms revenue for AccorHotel. The key areas include coordinating the hotel sales and marketing plans by recommending growth efforts, monitoring progress, and ensuring the hotel is correctly positioned within the Luxury London marketplace.

Key Responsibilities:

  1. Work closely with the Director of Sales & Marketing to drive business needs and expand existing business through promotional efforts and sales channels.
  2. Develop a high-performing sales team through leadership, leading by example at all times.
  3. Sales development; participate in the hiring of team members, inductions, Personal Development Plans, Training Objectives, Targets, and supporting with their future success.
  4. Manage hotel sales and marketing plans to ensure they accurately interpret and support the objectives of the business and use these plans to focus the sales efforts for all market segments.
  5. Set targets for the team and support in achieving these goals, including necessary reporting.
  6. Working with the sales hotel team on sales-influenced segments, including Corporate, Luxury, Consortia, high-end Leisure, Middle East, Entertainment, MICE, and Groups & Event Sales.
  7. Develop an understanding of the hotel's full commercial strategy to ensure goals are set appropriately for the proactive sales team.
  8. Develop relationships with AccorGlobal/Luxury Sales organization to sell the property effectively.
  9. Understand current market conditions to ensure the hotel remains competitive (including fair market share through STR).
  10. Monitor demand, identify business risks/opportunities, and introduce sales activities to maximize opportunities and mitigate risks to the business.
  11. Gather intelligence. Research customer attitudes and concerns shifting among hotel marquee customers that may affect future revenue.
  12. Be the expert in the local market in all segments.
  13. Understand and be able to target the International MICE market.
  14. Understand and be able to target vertical markets.
  15. Set research projects for the team to discover new and emerging markets.
  16. Prepare and participate in domestic and international trade shows, familiarization trips, and exhibitions as well as trade-related organizations.
  17. Produce accurate and timely reports that meet the needs of the hotel and the management company.
  18. Work closely with the Director of Sales and Marketing and Revenue Director in preparing monthly forecasts, departmental budget, and function space yield maximization.
  19. Work closely with the Marketing Communications team to align strategies towards target customer groups and segmentation.
  20. Ensure all customer-facing communications & content follow a clear journey standards are established and convey a clear on-brand message for AccorHotel.
  21. Guide marketing content development. Ensure MarComm team focus on buyer-centric content, i.e., sales enablement resources that convey value matched to the needs of specific customer personas.
  22. Responsible for developing the annual business and marketing plan for the department in conjunction with the Director of Sales and Marketing.
  23. Ensure clear process management disciplines are in place for the team and enforce the integrity of Opera Sales and Catering at all times.
  24. Attend Leadership RevMax meetings, monthly profit and loss reviews, and other meetings as required.

Qualifications:

  • 5 years' experience in a Sales position with experience as a Department Head.
  • Relevant degree in sales, business development, or other relevant business field from an academic institution.
  • Understand revenue maximization tools.
  • Assertive, professional, and positive with a proven ability to develop and lead in a team environment.
  • Full understanding of the London luxury hotel market.
  • Working knowledge of Opera Sales and Catering, Word, and Excel.
  • Must be able to work independently and maintain a positive attitude within a very busy environment with a proven ability to innovate.
  • Excellent presentation skills.
  • Commitment to deliver a high level of customer service.
  • Strong leadership skills where it is evident that you can effectively manage and motivate a team to perform beyond expectations.
  • Strong analytical skills to understand key business indicators and competitive trends and develop solutions to these challenges.
  • Excellent selling capabilities and the ability and desire to coach selling techniques to Team Members.
  • Excellent organizational and planning skills.
  • Excellent grooming standards.
  • Flexibility to respond to a range of different work situations.
  • Ability to work well under time pressure and/or demanding travel schedules.
  • A passion for sales and target-based performance.
  • Flexibility to travel internationally and host evening FAM trips.