Director of Sales

Job Purpose:

Under the general guidance of the commercial Director you are responsible for directing, coordinating, training and supervising the Sales Managers, Revenue Management team and the Sales Administrators in all sales-related activities, including direct sales efforts, follow-up and proper sales administration. He/she is also responsible for growing existing accounts and generating new business to ensure that Room, Food & Beverage and Catering revenues meet or exceed budget in order to maximize revenue and profits, and to improve the hotel s performance in the marketplace.

He/she is Accountable to General Managers for the hotel as well as additional reporting responsibilities to the Senior Vice President, Sales and Revenue Management.

• Direct and manage all group, transient, and sales activities to maximize revenue for the area hotels within their scope of responsibility
• Prepare, implement and compile data for the strategic sales plan, monthly/annual SMART goals, annual goals, sales and marketing budget, forecasts and other reports as directed/required
• Develop rates, group ceilings and deployment strategies through review of competitive data, demand analysis and mix management
• Recruit, direct, manage, train and counsel sales employee
• Oversee departmental matters including all aspects of the terms and conditions of employment as they relate to federal, state and local employment and civil rights laws
• Lead, direct and participate in sales presentations, and client meetings
• Conduct and attend daily business review meetings, weekly strategic sales meetings, management meetings and other meetings as required/ requested
• Manage and direct all advertising, public relations and promotional activities with corporate marketing team
• Represent the hotel in the community and industry organizations and events when applicable
• Supervise, administer and ensure timely completion of all activities of the Sales and Revenue Departments
• Develop a full working knowledge of the operations of the hotel, including Food and Beverage, Guest Services, Front Office and Housekeeping
• Develop a complete knowledge of company sales policies and SOP s, and ensure knowledge of and adherence to those policies by the sales team
• Develop and maintain market awareness to ensure ability to predict revenue opportunities and set proactive strategies
• Meet or exceed established goals
• Operate the Sales Department within established sales expense budget
• Initiate and follow up on sales leads
• Monitor production of all top accounts and evaluate trends within said market; ensure sales employee is held accountable for those accounts within their respective territories
• Coordinate all non-group transient sales and catering solicitations to maximize market mix
• Administer training in the Sales and Revenue departments
• Assist in the preparation of required reports in a timely manner
• Conduct weekly sales meetings and daily line ups
• Conduct regular business review meetings with Sales and Catering, operations employee and General Manager
• Be familiar with all Mondrian Doha sales policies and selling techniques with an emphasis on maximizing occupancy, Average Daily Rate (ADR) and Food & Beverage revenue
• Conduct all Sales Team performance reviews
• Motivate, coach, counsel and discipline all Sales and Catering department personnel aligned with Mondrian Doha policies and code of conduct
• Review meeting planner evaluations as received to ensure that any problems are rectified
• Conduct a professional, thorough site inspection of the hotel with clients, exhibiting key features and benefits of the property, and ensure that all Sales Managers conduct thorough site inspections
• Develop strategies to increase and maximize market share from competitors