Director of Sales

Location: City of Edinburgh

Functional Job Family: Sales & Marketing

Primary Job Family: Front Line Leader

Reports to: General Manager

Department: Sales & Marketing

JOB SUMMARY

Responsible for proactively soliciting and converting B2B business across all relevant segments for their hotel or hotels. Actively up-sells each business opportunity to maximize revenue opportunity. Achieves personal and team related revenue goals. Ensures business is turned over properly and in a timely fashion for proper service delivery. Responsible for driving customer/guest loyalty by delivering service excellence throughout customer/guest experience. Provides service to customers in order to grow the account on behalf of the hotel and seeks actively opportunities from accounts for other properties in the company.

CANDIDATE

PROFILE Education and Experience

• 3’ experience in the hospitality sales and marketing field.

AND / OR

• Higher education degree or diploma in Business Administration, Marketing, Hotel and Tourism or related field.

CORE WORK ACTIVITIESUnderstanding Market Opportunities & Driving Revenue

• Sits within General Managers Executive team primarily leading on property commercial activity and creating a sales culture as part of the leadership team.
• Targets group/catering, Sport, Entertainment Business Travel and Travel Trade accounts, markets or segments with heavy emphasis on proactive solicitation and account saturation.
• Partners with SEM counterpart to effectively manage the business opportunity.
• Leads on Business Travel Sales working with Revenue teams to collaboratively define strategy.
• Completes all RFP’s within deadlines either via Marfp, Lanyon or directly.
• Develops effective Sales Intensity Plan and actions.
• Maximizes revenue by upselling packages and creative food and beverage.
• Understands the overall market - competitors’ strengths and weaknesses, economic trends, supply and demand etc. and knows how to sell against them.
• Closes the best opportunities based on market conditions and individual property needs.
• Ensures marketing brand standards and activations are pulled through on property.

Providing Exceptional Customer Service

• Handles complex business with significant revenue potential as well as significant customer expectations.
• Builds and strengthens relationships with existing and new customers to enable future bookings including activity KPI to include sales calls, entertainment, FAM trips, trade shows, etc.
• Develops relationships within community to strengthen and expand customer base for group/catering sales opportunities.
• Supports brand’s Service and Relationship Strategy, driving customer loyalty by delivering service excellence throughout each customer experience.
• Provides excellent customer service in order to grow share of the account.
• Executes brand’s Customer Service Standards and property’s Brand Standards.
• Executes and supports the business Customer Service Standards and property’s Brand Standards.
• Participates in and practices daily service basics of the brand.
• Executes exemplary customer service to drive customer satisfaction and loyalty by assisting the customer and ensuring their satisfaction before and during their program/event.
• Serves the customer by understanding their needs and recommending the appropriate features and services that best meet their needs and exceed their expectations, while building a relationship and loyalty to the property and brand.

Building Successful Relationships

• Works collaboratively with off-property sales channels (e.g. Groups and Res Offices, National Sales, Global Sales) to ensure sales efforts are coordinated, complementary and not duplicative.
• Manages and develops relationships with key internal and external stakeholders.
• Uses sales resources and administrative/support staff.

Additional Responsibilities

• Utilises MGS for resources and information.
• Conducts site inspections.
• Creates contracts as required.
• Holds accountable those who execute and support the operational aspects of business booked (e.g., generating proposal, writing contract, customer correspondence and business delivery)

MANAGEMENT COMPETENCIES Leadership

• Adaptability - Maintains performance level under pressure or when experiencing changes or…