JOB SUMMARY
Ensure the hotel achieves its budgeted occupancy and revenue through driving room and catering sales.
MAIN RESPONSIBILITIES
Sales Strategy & Planning:
- Keep abreast of competitor information and market intelligence and ensure trends and/or concerns are brought to the attention of senior management.
- Manage the room sales, catering and reservations team.
- Work on key accounts and initiatives with the sales team and provide guidance when required.
- Aware of competitors top accounts and implement strategies to target these accounts and acquire market share.
Team Leadership & Development:
- Manage all trade/road shows and sales blitz on behalf of the hotel and coordinate the management of each event.
- Review account production on a quarterly basis and identify reasons for shortfall and re-activate sleeping accounts.
- Work closely with the Head Office sales team and effectively communicate on all key accounts and sales related issues.
- Manage hotel key accounts for the hotel.
- Assist operational departments when required.
- Mentor and train the junior sales team and accompany them on sales calls and provide training.
- Meet and greet VIP guests and clients.
- Accompany General Manage and ExCom on sales calls.
- Provide counselling and coaching when required and ensure development plans and KPI's are established for the team.
- Any other responsibilities as assigned by the Director of Sales/Marketing and General Manager.
Commercial Acumen:
- Develop strategies when preparing budget and forecast for Rooms, outlets, banquet and any incidental revenue.
- Establish marketing, promotions calendar in advance with a clear site of covering all revenue generating opportunities.
- Conduct regular sales calls to top accounts with self-ownership. Establish commercial relations with various business sources to fuel business into the hotel.
- Establish strategies to move key accounts from competition hotels.
- Constantly explore new revenue streams.
- Have good market intelligence of competition hotels and upscale restaurants offerings and be ahead of the curve.
Revenue & Forecasting:
- Lead or assist DOSM to achieve the Hotels financial goals and objectives.
- Implement sales and marketing strategies to achieve financial and performance goals for all revenue generating areas.
- Develop tactical promotions to drive occupancy and revenue during need periods.
- Review the sales expenses for the team and ensure this is in line with the budget.
- Assist the General Manager in the budgeting and review process.
Team Leadership & Development:
- Review account production on a monthly / quarterly basis and identify reasons for shortfall and re-activate sleeping accounts.
- Work closely with the Head Office sales team and effectively communicate on all key accounts and sales related issues.
Client Relationship Management:
- Manage the client database on behalf of the hotel and ensure it is regularly updated and information is recorded accurately.
- Conduct site inspections and entertain potential clients.
Revenue Management & Forecasting:
- Identify and implement room and catering revenue opportunities for the hotel to maximize revenue.
- Ensure strategies are in place to achieve hotels revenue and goals and immediate strategies are implemented for shortfall in revenue.
- Review the sales expenses for the team and ensure this is in line with the budget.
- Actively participate in the budgeting and review process.
Sales Operations & Coordination:
- Ensure all sales reports are accurately recorded and processed in a timely manner.
- Set KPI's and sales targets for the sales team and review this on a monthly basis with the team and reasons for shortfalls.
Others:
- Achieve the monthly and annual Key Performance Indicators (KPIs) assigned, which will be outlined separately. KPIs may include, but are not limited to, targets related to productivity, quality, efficiency, compliance, and contributions to team or departmental objectives.
- Accept temporary or permanent transfers to another section, department, or Aryaduta property, as required by business needs and performance considerations.
- Perform other duties and responsibilities as assigned by the superior, which are relevant to the role and support departmental or organizational objectives.
DNA:
- Minimum 7 years of progressive sales experience in the hospitality industry, with at least 3 years in a senior sales leadership role within a 4- or 5-star international hotel or resort.
- Demonstrated success in achieving and exceeding sales targets by developing and executing effective sales strategies across various market segments (corporate, leisure, MICE).
- Expertise in building and maintaining long-term relationships with key clients, corporate accounts, and travel partners to maximize business opportunities.
- Skilled in contract negotiations, presentations, and persuasive communication, capable of leading sales teams and closing high-value deals.
- Proficiency in using sales data, market trends, and CRM tools to develop actionable sales plans and forecast revenue performance.
