About this role
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.
Duties & Functions:
Direct and manage all group, transient, and sales activities to maximize revenue for the area hotels within their scope of responsibilityPrepare, 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/requiredDevelop rates, group ceilings and deployment strategies through review of competitive data, demand analysis and mix managementRecruit, direct, manage, train and counsel sales employeeOversee departmental matters including all aspects of the terms and conditions of employment as they relate to federal, state and local employment and civil rights lawsLead, direct and participate in sales presentations, and client meetingsConduct and attend daily business review meetings, weekly strategic sales meetings, management meetings and other meetings as required/ requestedManage and direct all advertising, public relations and promotional activities with corporate marketing teamRepresent the hotel in the community and industry organizations and events when applicableSupervise, administer and ensure timely completion of all activities of the Sales and Revenue DepartmentsDevelop a full working knowledge of the operations of the hotel, including Food and Beverage, Guest Services, Front Office and HousekeepingDevelop a complete knowledge of company sales policies and SOP’s, and ensure knowledge of and adherence to those policies by the sales teamDevelop and maintain market awareness to ensure ability to predict revenue opportunities and set proactive strategiesMeet or exceed established goalsOperate the Sales Department within established sales expense budgetInitiate and follow up on sales leadsMonitor production of all top accounts and evaluate trends within said market; ensure sales employee is held accountable for those accounts within their respective territoriesCoordinate all non-group transient sales and catering solicitations to maximize market mixAdminister training in the Sales and Revenue departmentsAssist in the preparation of required reports in a timely mannerConduct weekly sales meetings and daily line upsConduct regular business review meetings with Sales and Catering, operations employee and General ManagerBe familiar with all Mondrian Doha sales policies and selling techniques with an emphasis on maximizing occupancy, Average Daily Rate (ADR) and Food & Beverage revenueConduct all Sales Team performance reviewsMotivate, coach, counsel and discipline all Sales and Catering department personnel aligned with Mondrian Doha policies and code of conductReview meeting planner evaluations as received to ensure that any problems are rectifiedConduct 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 inspectionsDevelop strategies to increase and maximize market share from competitors