Sales Director

1 week ago

London, Greater London, United Kingdom psd group Full time

Job Title: Sales Director (Hotels)

Location: Home based with regular national travel required

Reports to: Operations Director (Hotels)

Direct Reports: Head of Sales, Cluster Revenue Managers, Spa Director (8 hotels across the UK)

Job Summary:

We are working with Daniel Thwaites Hotels to appoint an experienced and dynamic Sales Director. This role will lead and drive the sales and revenue strategy for a portfolio of 8 hotels across the UK. The hotels each have their own unique character and include a range of meeting, Spa and Leisure facilities, one of which is the recently refurbished Langdale Chase on the banks of Lake Windermere.

The successful candidate will be responsible for the strategic direction, leadership and performance of the sales and revenue management teams, working closely with the hotel teams to ensure sales targets are met.

This role requires a strong leader who is results-driven, with a proven track record in developing and executing innovative sales strategies, stakeholder management and optimising revenue streams.

Key Responsibilities:

1. Sales Strategy & Business Development:

  • In conjunction with the Operations Director and Marketing team, develop and implement a comprehensive sales strategy and sales plan for the group of hotels that meet and exceed revenue targets that are aligned with company objectives
  • Develop strategies for regular monitoring and reviewing performance against plans and identifying ways to adjust accordingly in accordance with financial performance, market conditions and customer requirements/habits
  • Support the Operations Director with relevant CAPEX projects and feasibility studies to ensure a full understanding of requirements and return on investment and to establish an appropriates sales plan to achieve this
  • Identify new business opportunities and strategic accounts at both hotel and national level to increase bookings and long-term business growth
  • Develop and implement a clear account management strategy for Heads of Sales to build and strengthen relationships with key clients, corporate accounts, agents and establishing future revenue opportunities and increasing market share across the group
  • Identify and account manage the top 10 performing corporate accounts and agencies across the group, taking an 'inch wide, mile deep' approach to account management. Work with current key clients to understand opportunity areas of existing business at all the group's locations.
  • Identify preferred partnership opportunities that would be profitable for the group
  • Develop targeted sales campaigns, in conjunction with Marketing, to generate leads and drive new revenue streams.
  • Review and streamline processes to focus on proactive corporate and M&E sales efforts

2. Revenue Optimisation:

  • Oversee pricing strategies and revenue management processes to maximise total revenue and profitability across all hotels
  • Ensure alignment between the sales and revenue management teams to optimise occupancy and average daily rate (ADR)
  • Work with revenue managers to develop and manage Consortia rates
  • Work with revenue managers to develop channel and route to market strategies by identifying and implementing the most effective solutions

3. Performance Monitoring & Reporting:

  • Monitor and analyse sales performance, KPI's, market trends and competitor activity using a variety of tools and data streams to inform strategic decisions and recommendations
  • Prepare regular reports for senior leadership, providing insight into sales trends, revenue performance, and future projections
  • Stay ahead of trends through market research and use insights to refine strategies and accelerate growth
  • Conduct regular competitor research to maintain a competitive edge and predict changes in competitive landscape.
  • In conjunction with Marketing, understand the company's current and future customers by market sector, in order to develop a roadmap strategy to establish the opportunity for future sales in an ever changing market

4. Budgeting & Financial Management:

  • Assist in the development and management of annual sales and revenue budgets and pipeline forecasting
  • Ensure cost-effective use of sales resources while delivering optimal results
  • To be actively involved in the hotel weekly forecasting and annual budget planning process

5. Team Leadership & Development:

  • Lead, mentor and motivate a team of proactive Sales Managers and Cluster Revenue Managers, creating a high-performing sales culture that drives revenue growth through consistent sales activity and accountability within the sales function
  • Set clear targets and KPI's for the sales and revenue management teams that align with the company's overall objectives and vision
  • Regularly review the performance of the Sales & Revenue teams and identify training and development opportunities to ensure we have high performing, skilled teams
  • Ensure the teams stay up to date with the latest sales and revenue management techniques and technology
  • Work in conjunction with the People & Development team and Hotel leadership on the recruitment, retention and succession planning of the sales and revenue function

Key Skills & Experience:

  • Proven experience as a Sales Director within the hotel industry, having managed sales and revenue activity across multiple properties
  • Exceptional leadership skills with experience of leading and mentoring a diverse team
  • Strong track record of achieving sales targets, growing market share, and increasing revenue
  • A keen innovator, with the ability to persuade and influence at all levels
  • Excellent communication with strong influencing and negotiation skills with the ability to build and maintain genuine business relationships
  • Solid understanding of the UK hotel market and competitive landscape
  • Proficient in hotel sales and revenue management systems (e.g. Opera, including Sales & Catering, Qlikview, Profit Room)
  • Ability to analyse data and create actionable insights to drive performance
  • Flexible, proactive and able to thrive in a fast-paced, multi-property environment

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