Job Summary/Purpose :
To grow the market share of the HOTEL business volume through the Development of Rooms Sales & Banquet Sales in achieving set annual targets within the guidelines and goals set together with the area Director of Hotel Sales Performance, Hotel Manager & General Manager of the hotel. Leads the sales team to ensure the smooth operation of the unit to maximize business opportunities and to deliver the highest standards. To be responsible to developing a solid sales strategy and systematic prospecting program that results in successfully securing business for the hotel.
Key Areas :
- Manage time and account with optimum efficiency.
- Assess selling opportunities within the market segment.
- Exercise consistent follows through on sales and marketing programs.
- Maintain effective administration system
- Personal management
- Human resources & training.
- Working hour.
- Office culture.
- Divulging of company information.
Responsibilities :
Manage time and account with optimum efficiency
- Ensure high penetration of the qualified prospect in the segment and / or territory managed.
- Assists to plan and execute the Plan together with the General Manager & Area Director of Hotel Sales Performance on an annual basis.
- Assists to create and initiate room and meeting packages and promotions to stimulate business leads.
- Provide strategic action plans to maintain and / or increase market share in a competitive environment e.g. pricing strategy, packaging, target markets, sales blitz, etc.
- Monitor day to day sales activities of roadrunners sales team.
- Build and maintain good rapport with existing accounts through regular sales visits or in-house entertainment, telemarketing, other sales activities.
- Reinforce Pullman Putrajaya values and mission statement.
- Develop and implement discipline by prescribe instructions in covering territories and accounts.
- Execute a market segment plan that encompasses objectives, strategies, tactics and control.
· Determine allocation of selling times to accounts, products and customers.
- Effectively develop the business by continually replenishing source of prospective clients (sourcing of new account).
- Targets specific business offer and achieve effective rate of conversion to (hotel name) patronage.
- Manage time effectively with proper planning and self-discipline.
- Coordinate RFP follow up with Senior Sales Manager & Sales Manager.
Assess selling opportunities within the market segment
- Develop the system to pre-quality customers according to potential and classify the account according to priority (High, Medium, and Low).
- Assess sales opportunities systematically through business leads.
- Develop and analyze factors in the external environment that may affect sales.
- Develop an understanding of the buying behavior of the market segments.
- Identify business potential and upkeeps close contact with former and potential clients through personal visits, phone calls and correspondence in view of entering into contacts with them, especially with corporate accounts.
- Accomplish goals and to adhere to quota as set out in the marketing plan.
- Draws up together with the sales teams, sales promotions and packages.
- Enter into negotiations on behalf of the company as and when required to do so taking care not to exceed the limit of his / her authority.
- Established regular contact with major associations and government departments which specialize in corporate business.
- Confirm verbal proposals in writing.
- Maintain regular contacts with her/his clients and report any adverse comments to management for rectification.
- Be aware at all times of hotel’s special program / promotion and advertising schedule of it in order to deal knowledgeably with clients
- Maximize Accor hotels market share within his/ her area territory.
- Entertain supporting and prospective clients when necessary in order to maintain or develop a long-lasting and growing relationship.
- Organize and attend trade shows when requested.
- To personally handle selected key corporate accounts for rooms and banquet business with the proper follow-ups to secure the business.
- Monitor effectiveness of telemarketing activity.
- Compile market feedback and provide recommendations to counter offer problems/ issues raised.
Exercise consistent follows through on sales and marketing programs
- Fully introduce to use of yield planners, selling matrix/yield systems, availability meetings, availability from systems (e.g. F5 from FIDELIO Front Office and EazyRev).
- Fully introduce the use of Sales & Catering system (e.g. Opera or Delphi).
- Keep a high level of awareness and knowledge of ongoing sales & marketing programs.
- Contribute ideas and strategies for each product area.
- Conduct effective sales presentations to promote offer effectively.
- To chair regular sales briefing/communication meetings to give and receive updates.
- Review monthly results with Director of Sales & Marketing to take appropriate action plans to ensure that budgets are achieved.
- Conduct quarterly account review for each Sales Manager in the present of Director of Sales & Marketing
- To plan and execute sales/marketing activities deemed appropriate with the help of Marketing Manager.
- Ensure that the sales team meet clients requirement and that the client service offered corresponds effectively to their requests. In the event of complaints made by client, should need arise, to avail hi/ herself as mediator between the hotel and clients & guests.
- Ensure the availability of after-sales services and in particular, concerns him/ herself with clients who have registered complaints.
Maintain effective administration system
- Develop a personal planning system to maximize total productivity
- Maintain a systematic, accurate and tidy filing system and keep them up-to-date.
- Maintain a systematic, accurate and tidy database system and keep them up-to-date
- Maintain a working summary of business prospects weekly plan call/ activity, monthly sales call report.
- Generate the monthly sales report.
- Submits the reports timely and meet datelines.
- Ensure maintenance of company profiles in Delphi & ANAIS.
Personnel Management
· Recruit the personnel for his/her department with approval of the Area Director of Hotel Sales Performances and General Manager.
· Supervise the establishment of schedules for his/her staff in an equitable manner and keep the attendance register up to date in accordance with labor laws and with due to respect for the budgets.
· Supervise the posting schedules.
· Established vacation schedules ensuring that the vacation hinders as little as possible the functioning of the services due respect for labor laws.
· May award and impose sanctions but may not dismiss an employee without the Management’s consent.
· Together with General Manager, Hotel Manager & Area Director of Hotels Sales Performance determine in advance the number of personnel to be employed each section.
Human Resources & Training
· Evaluate each member of his/ her staff at least once year and make flash evaluations twice a year.
· Prepare the succession plan
· Ensure the proper development plan are available for each staff
· Concerning him / her with the welcoming and orientation of new employees.
· Is responsible for the cleanliness and general aspect of his/ her personnel in particular with regard to uniforms.
· Ensure a good atmosphere and efficient co-operation in his/her department
· Convene meetings with his personnel at regular intervals for information purposes.
- Ensure that the internal training-courses be organized in his / her services: training–programs, training sessions.
· Ensure that the training provide his/her coworkers with improved skilled and that it remains in the accordance with the service, the hotel norms.
Working Hours
- To observe the official working hours as stated in the contract however the sales team members is routinely expected to work extended hours as required such during an in- house function, arrival of a group, sales activity/ event (cocktails, entertainment, etc. ) Management should be able to reach the Sales Manager in emergency cases after the official working hours. To be punctual for appointments at all times.
Office Culture
· The Director of Sales is expected to work closely with the other supporting departments directly/ indirectly and is expected to be result-oriented. The ability to influence others on an idea is also encouraged to reflect a team leader. Leadership is also reflected through team spirit – cooperation, support and understanding is the key to providing a pleasant and professional working environment.
Divulging of company information
- The Director of Sales and Marketing is requested the he/she will not (either during off after his/her employment) without the company‘s written consent, divulge any information concerning the hotel or any of its dealings, transactions or affairs which may come to his/ her knowledge during or in the course of his/her employment with the company.
Replacement and temporary mission
- In his or her absence, the Director of Sales may be replaced first by the Assistant Director of Sales or Event or Senior Sales Manager appointed by the Director of Sales & Marketing.
- The Senior Sales Manager may be called upon the undertake activities outside her/his own area and to publicize hotels other than his/her own.
- The Sales Manager may be called upon the undertake to assists another Director of Sales & Marketing in the opening or general sales effort of any other of the chain’s hotels.
Job Type: Full-time
Salary: RM4,000.00 - RM9,000.00 per month
Benefits:
- Maternity leave
- Professional development
Schedule:
- Day shift
- Monday to Friday
Ability to commute/relocate:
- Sepang: Reliably commute or planning to relocate before starting work (Required)
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