Director of Sales
Hotel Brand: voco
Location: Qatar, Doha
Hotel: Doha West Bay Suites (DOHVO), P.O.Box 5863, Al Intisar Street
Job number: 119522
SALES
•Lead the Sales Team by providing clear direction on individual and team action plans with an emphasis on results based activities.
•Maintain a detailed knowledge of industry trends, developments, competitor activity and other external factors that have a direct bearing on voco® Doha West Bay Suites.
•Develop and execute an annual business plan in accordance with IHG market segmentation and reporting standards.
•Set and review sales revenue targets by market segment and develop strategies to achieve identified outcomes for short stay transient and extended stay business.
•Manage key corporate, extended stay, leisure and MICE clients.
•Maintain effective business relationships with key decision makers and influencers.
•Conduct regular sales team meetings to review month-to-date and year-to-date performance against forecast.
•Conduct regular revenue meetings to forecast demand and set appropriate rate strategies.
•Set and direct channel management strategies, both on line and via the GDS.
•Represent voco® Doha West Bay Suites in all sales activities including travel trade shows, site inspections, client sales calls, and product training.
•Implement strategies to create effective lead generation internally as well as externally.
•Identify opportunities to foster partnerships with complementary businesses that deliver mutual benefit.
•Maintain contacts with relevant industry associations deemed beneficial to voco® Doha West Bay Suites.
•Manage relationships with key business partners including GDS representation, General Sales Agents, third party websites, and travel management companies (TMC’s).
•Prepare and submit a monthly sales report on time that reflects consolidated information from sales team activities, market intelligence and any necessary adjustments to the business and marketing plans.
What we need from you
RESPONSIBLE BUSINESS
•In consultation with the General Manager and Finance Manager, prepare the annual business plan, revenue and financial budget.
•Ensure expenses for sales activities, promotions and functions are managed within budgeted guidelines and in accordance with stated policies and procedures.
•Actively manage and optimize revenues across all income streams of the property.
•Submit expense claims on a regular or monthly basis, or as soon as possible after returning from sales trips in the required format.
•Facilitate the smooth running of the department through adequate supply of materials and equipment.
•Observe and comply with the company’s requisition and purchase order system.
PEOPLE
•Engage with the sales team and all direct reports to assist them to align individual and department goals and targets with those of the hotel.
•Conduct ongoing performance appraisal reviews in line with company guidelines for all direct reports.
•Develop the sales team to become motivated by goal setting and achievement, and be results oriented.
•Ensure the completion of timesheets and requests for personal leave for all direct reports are managed in accordance with company policies and procedures.
•Identify appropriate training and development needs for the sales team.
•Demonstrate leadership by setting a positive and professional example.
•Be prepared to give and receive feedback on all matters pertaining to the performance and the conduct of the team, individuals and self.
•Manage the welfare of the sales team with a view to developing a positive and harmonious work place.
•Actively observe all workplace OHS requirements and report any issues to the relevant department manager without delay.
GENERAL
•Communicate effectively with all other operating departments of the property.
•Attend daily operations and sales briefings, weekly sales meetings, revenue/yield meetings, department head meetings, workplace safety meetings, monthly financial meetings and any other required meeting.
•Attend and deliver presentations to the owner, owner’s appointed representative and/or senior IHG executives as required.
•Actively contribute to and manage the Balanced Scorecard relative to the sales department function.
•Identify opportunities to innovate service delivery and product offerings to meet and exceed client expectations.
•Attend sales conferences and be available to travel on pre-arranged assignments.
•Develop a tactical marketing plan that successfully targets identified market segments.
•Set and review sales team performance. Ensure appropriate sales targets established with accountability for achieving all required activities to achieve goals.
•Effective implementation of the business plan. Review and update as and when required.
•Achieve budgeted revenue targets across all revenue streams eg: rooms, banquets and events.
•Manage and control department expenses in accordance with the budget guidelines.
•Achieve budgeted RevPAR.
•Achieve above fair market share within voco® Doha West Bay Suites identified competitor set. Aim for No. 1 rank.
•Effectively promote and position voco® Doha West Bay Suites to its target market.
•Establish team sales goal and ensure the sales team meets individual and collective KRA’s.
•Manage key corporate, leisure (wholesale, DMC) and MICE Clients.
•Innovate and identify opportunities to enhance the customer experience.
•Implement effective and accurate demand forecasting using BI tools to set appropriate rate strategies to optimize revenues.
•Co-ordinate close frequent and open communications between Regional Director of Sales & Marketing (Corporate Sales) and the property.
•Lead, manage and motivate an effective team of sales professionals to drive the department to achieve individual and collective goals.
SKILLS, KNOWLEDGE AND EXPERIENCE
•Prior experience in Qatar hotel/serviced residence market (Upper upscale segment) at Director of Sales and Marketing level. Minimum 3 years in role of DOSM in an internationally branded property with a track record of progression and achievement.
•Formal qualifications at tertiary level in sales and marketing or a related hospitality field
•Revenue focused. Emphasis on quality and high value outcomes. High achiever.
•Able to take appropriate action with minimal guidance
•Ability to conceptualize and execute strategies for self and team, clarify and assign tasks and seek commitment of others.
•Focus on achieving successful outcomes by engaging others in the process.
•High degree of proficiency in English language (written and spoken), able to deliver effective presentations to small-medium sized groups, principled negotiator, able to share ideas and enlist the support of others.
•Effective leadership and coaching skills, hands on, leads by example, supports others.
•Able to adapt to rapidly changing environment, responsive to the needs of the business and stakeholders
•Seeks to learn and adopt new technologies and techniques, open to suggestion, inquiring mind
•Inspired thinker with a keen understanding of design and lifestyle, travel and tourism, new media and with an eye to the future.
•Customer first outlook. Engaging and human. Genuine.
•Executive presence. Standard bearer. Ability to coach and enhance skillset of others.
Operate to high standards in all dealings for self and others
How do I deliver this?
We genuinely care about people and we show this through living out our promise of True Hospitality each and every day. It’s what connects every colleague in all IHG® hotels.
Each IHG® hotel brand delivers True Hospitality in their own way, and at the heart of it all are specific, core service skills.
·True Attitude: being caring, wanting to make a positive difference, and building genuine connections with guests
·True Confidence: having the knowledge and skills to perform your role, and giving guests the confidence that they can trust you, to help and support them during their stay
·True Listening: focusing on what your guest is saying, picking up on body language that is often overlooked, and understanding what the guest wants and needs
·True Responsiveness: is about providing guests with what they need, and doing so in a timely and caring manner
At IHG, we’ve made a promise. As one of the world’s leading hotel groups, we’re here to deliver True Hospitality for Good. Making our guests and colleagues feel welcome, cared for, recognised and respected – wherever they are in the world. Want to be part of the journey?
voco brand comes to life in hotels that you can count on but that are different enough to be fun. Unstuffy hotels, where people feel comfortable to relax, and just get on with relaxing. Hotels that are built on sustainability where we look after the planet with the same care as we look after our guests and colleagues. Let’s Go Further Together.
Don't quite meet every single requirement, but still believe you'd be a great fit for the job? We'll never know unless you hit the 'Apply' button. Start your journey with us today and let's #GoFurtherTogether.
