Director of Sales & Marketing

Company DescriptionJoin us at Accor, where life pulses with passion!​As a pioneer in the art of responsible hospitality, the Accor Group gathers more than 45 brands, 5,600 hotels, 10,000 restaurants, and lifestyle destinations in 110 countries. While each brand has its own personality, where you will be able to truly find yourself, they all share a common ambition: to keep innovating and challenging the status-quo.​By joining us, you will become a Heartist®, because hospitality is, first and foremost, a work of heart.​You will join a caring environment and a team where you can be all you are. You will be in a supportive place to grow, to fulfil yourself, to discover other professions and to pursue career opportunities, in your hotel or in other hospitality environments, in your country or anywhere in the world!​You will enjoy exclusive benefits, specific to the sector and beyond, as well as strong recognition for your daily commitment.​Everything you will do with us, regardless of your profession, will offer a deep sense of meaning, to create lasting, memorable and impactful experiences for your customers, for your colleagues and for the planet.Hospitality is a work of heart,​Join us and become a Heartist®.Job DescriptionKey Job ResponsibilitiesMARKETING PLANNINGDevelopment of the Hotel Sales & Marketing Sales PlanPreparation of the Hotel’s Budget and Goals programIdentify sources of business in all market segments and provide the sales elements of developing relationships with themDevelop new business from other markets for the hotelDevelop new corporate and leisure businessIdentify other sources of potential business for the Hotel and establish solicitation programs to maximize salesDirect and administer the sales and marketing goals of the HotelAnalyse market changes and implement programs and corrective action with the Sales Department to meet these changes, i.e.. Changes in the market placeTo ensure discussions on tactics and strategies with the General Manager are carried outTo foster and maintain team spirit and morale of the Sales team in achieving their goals and objectivesEnsure company and Hotel’s objectives are met through effective and appropriate packaging, product, pricing, and positioning of the HotelMaintain supportive internal selling and cohesion between the Sales and Marketing Department and all Departments of the HotelEstablish programs and direct efforts to achieve group and FIT room night goals and to develop on-going relationships with customersEstablish marketing programs to achieve revenue objectivesOptimise quality of product and service and guest satisfactionEnsure achievement of optimum revenue and profitability by controlled expenditure and consistently high guest relations performanceSALES ADMINISTRATION:Setting overall strategy for sales approach with regard to the management of all Inbound Operators and Wholesalers, locally and internationally for the hotelSetting overall strategy for sales approach with regards to travel agents, leisure, corporate markets and Mice marketAllocating tasks for each sales person and setting geographic call pattern and product responsibilitiesMonitor sales production and adjust sales activities, account coverage and sales priorities as necessary to achieve plan goalsEstablish account qualification criteria and use market research and telemarketing resources to identify priority markets and accounts. Assign sales personnel to assure coverage of all major markets and segmentsDevelop annual sales department budget and execute the sales program and activities within itOversee the organization and execution of familiarization/site inspection trips by major clientsOutlining structure of weekly reportsManagement reporting including Monthly Sales Reports and ForecastsDevelop active communication and close rapport with National Tourist offices, Wholesalers, Tour Operators, and other sources of sales information and supportExecute direct mail campaigns to reach specific markets and any other programs or promotions that will result in achieving the goals set out in the Hotel Marketing PlanMaintain a high level of exposure for the Hotel in major markets through direct sales solicitation, telephone, fax, telex contact and written communicationsTo ensure on-going efforts are being made to identify and develop new accounts to meet portfolio growth objectives as identified in the annual performance appraisalUtilise previous exposure, experience and contacts to cross-sell other properties in the GroupIdentify training needs, develop formal training plans and implement appropriate training sessionsConduct team meetings as appropriate to include review of procedures and events, which warrant special handling and detailed informationADMINISTRATION:Implementation of effective sales systems and procedures that will ensure the efficient execution of the requirements of all business secured for the HotelEstablish travel schedules and monitor travel expenses and budgets to optimize sales productivityTo ensure that the mailing list is always updatedEnsure that all files on major Hotel accounts are maintained as well as the filing system.INVENTORY MANAGEMENT:Assess margin of contribution of group business to maximize contribution from available room inventoryManage and maximize returns on room block commitments and identify opportunities for focused sales programsCo-ordinate group room forecasts and prospects with the reservations department so as to help the Hotel achieve maximum capacity room utilizationUpdate and maintain current rates in the GDS.COMMUNICATIONS:Develop and maintain effective communication channels with all departments within the hotelMaintain close, frequent, and open communication with the General Manager and other Department Heads as well as with the Sales TeamMaintain supportive, timely communications with Regional Sales OfficersTo ensure awareness of bookings and sales programs among the other operating Departments of the HotelMaintain timely and responsive communications with accounts and prospectsDevelop and maintain a marketing communications program in concert with the objectives of the Hotel’s overall plan, to achieve the desired image, perception, and reputation in the mindset of the consumerOTHERS:Perform all duties and responsibilities in a timely and efficient manner in accordance with established Hotel policies to achieve the overall objectives of the positionEstablish and maintain effective team member relationsMaintain the highest standards of professionalism, ethics and attitude towards all Hotel guests, clients, staff, and team membersMaintain professional business confidentiality at all timesPerform related duties and special projects assigned by the General ManagerHandle and take on any other sales related function or responsibility and/or project as and when requiredSALES AND MARKETING:Lead and develop sales personnel potentialRecruit, select, train and motivate the personnel in the Sales Department to realise their potential and to develop individuals for advancementQualificationsMinimum of 2 years’ experience in the same functionStrong interpersonal skills and a proven track record in managing and motivating peopleExcellent knowledge of Dubai, UAE & GCC sales market.Excellent communication & negotiation skills.