DIVISION : SALES & MARKETING
JOB CODE : S&M01
REPORTS TO : GENERAL MANAGER
The Director of Sales and Marketing’s mission is to primarily promote the hotel and where possible, hotels belonging to the chain in your area/region. This position is accountable for managing the total sales effort within a hotel including the integrity of the customer base of key accounts /key prospects the generation of revenue consistent with hotel objectives.
RESPONSIBILITIES & MEANS
The Director of Sales and Marketing performs his/her duties within the framework defined by the chain and hotel norms and by internal regulations as specified by General Manager or Resident Manager.
Assist in drawing up the marketing plan annually with the Asst. Director of Sales or Sales Manager.
Keeps a record on former, existing, potential clients and a profile of each of them.
Organizes regular sales visits in accordance to a predetermined plan.
Prepares a tentative monthly schedule to record all sales and other related activities for the preceding month.
Presents a summary of your sales visits to the General Manager on a weekly basis (Weekly Sales Plan) prior and after the week is completed.
Ensures that all new clients have no negative credit references.
Records all daily sales.
Provides ongoing sales direction to subordinate staff by implementing the joint call program and providing guidance and direction on the development and execution of customer interviews and action plans.
Records the statistics of his/her sales accounts.
Submits production reports on his/her list of accounts on a monthly basis.
Prepares and administers the hotel Sales Department budget on a monthly basis.
The Director of Sales and Marketing is familiar with the operation and application of the hotel's computer / data processing system.
Keeps yourself well informed about the operations especially in key departments (Front Office, Housekeeping, F&B, Banqueting etc.).
Closely observes matters pertaining to competition (sites, prices, services offered on a regular basis - quarterly or more often if need be).
Promotes the hotel as often as possible through entertaining, conducting, site inspections, presentations etc. of the hotel.
Pays visits to former, existing and potential clients in view of entering contracts with them, especially commercial accounts.
Achieves (a) budgeted revenues on key accounts and (b) conversion of key prospects through the preparation and execution of acting plans.
Defines precisely guest requirements and ensures that the guest services offered corresponds effectively to their requests.
Provides after-sales service and in particular to ensure all guests complaints are taken seriously and discussed with the respective departments if necessary.
Receives in the hotel any important guests whom he has approached.
Negotiates prices with the clients.
Confirms verbal proposals in writing.
Ensures that all complaints are reviewed, investigated and follow-up action is initiated.
At all times to promote a positive image of the hotel in all forms of contact.
To develop & foster close and positive rapport with the public, guests, clients and members of the trade.
The Director of Sales and Marketing maintains and ensures the smooth running operation of all his/her accounts within the Commercial Section.
The Director of Sales and Marketing maintains a close working rapport with professional people, the press, media, staff, clients/guests and companies who are potential existing and current supporters of the hotel.
REPLACEMENT AND TEMPORARY MISSION
In his or her absence, the Director of Sales and Marketing may be replaced first by the Resident Manager with the support of the General Manager.