Director of Sales

Lead, direct and motivate the Sales team. Ensure the yearly sales budget is achieved and surpassed. Responsibility for extending the management standards and quality guidelines in the department set by the Commercial Director and to assume complete management responsibility for all activities of the department in the absence of the Commercial Director, in line with the hotels mission, vision and objectives.

Be guiding, team oriented, democratic and empowering.

• Assist the Commercial Director during preparation of the yearly revenue & expense budget.
• In consultation with the Commercial Director, establish and direct the organization’s financial, administrative activities and operational procedures to ensure the yearly revenue and expense budgets are achieved.
• Prepare and submit relevant administration in a timely and accurate manner such as sales call schedules, sales call reports, and monthly reports of the sales team to Commercial Director.
• Ensure all Sales personnel have sales targets, personal sales plans and a personal incentive.
• Formulate strategies in order to run an effective Sales team.
• Follow up on weekly sales reports from all professional sales team members for presentation to the Commercial Director.
• Monitor all outstanding balances on all department accounts and follow up with all professional sales team members in a timely fashion.
• Work closely with all professional sales team members in the preparation of personal sales goals on a monthly, quarterly and annual basis and complete a report and analysis at the end of each month.
• Replace the Commercial Director during her/his absence.
• Understand, follow and communicate the company sales vision.
• Promote the action of cross selling of other Kempinski Hotels with all sales colleagues.
• Overall responsibility for Leisure, Corporate, and Group segments
• Responsible for ensuring all enquires are responded to within 24 hours.
• Responsible for building and maintaining good relations with all Kempinski Sales Offices.
• Responsible for greeting all site inspections at the Hotel.
• Be aware of all market trends and check with Commercial Director for urgent action.
• Carry out duties, projects and other assignments as required by the Commercial Director.
• Be aware of all fire, health, safety, emergency and security procedures in the hotel.
• Attend the international fairs, road shows maintain and build strong relations during these events.
• Provide guidance to team members at all times.
• Develop organizational commitment:
  Take care of the team’s morale, motivation loyalty and motivation.
• Identify new trends, recruit and develop new talents together with Commercial Director.
• Set priorities, develop managerial work strategies (e.g.: use of delegation), establish necessary methods to track and monitor to ensure effectiveness.
• Set performance standards, linking budget to performance, reporting results and holding the sales team accountable for results.
• Be a role model for all team members in terms of work & life balance, time management, dedication to guest engagement, dedication to quality work.
• Analyse performance of the sales team, address strengths and improvement areas in order to improve effectiveness.
• Follow up on achievements of the team and properly recognize the success of team members.
• Ensure that regular and appropriate communication is carried out with the Global Sales Offices that assist the Hotel Sales & Marketing team in achieving their goals.
• Carry out on-boarding for all Sales & Marketing colleagues.
• Follow the sales and marketing results (accounts’ room night productivity, revenue, etc.) and propose corrective actions if needed.
• Maintain and maximize the utilization of all automated sales and reservations systems involved with group business.
• Supervise the existence of an efficient follow-up on all leads to maintain a good relationship and generate group/individual leads for the hotel.
• Maintain permanent files for all corporate, group and travel trade account with strong room/night potential.
• Maintain and improve the efficiency of reservation centers, to ensure that information in reservation system’s database is updated. Coordinate such insertions to be realized correctly…