Regional Director of Sales

Minor Hotels’ diverse spectrum of hotel brands connects to the needs and desires of today’s global travelers. 

Flexible and adaptive to market trends, we drive growth through eight hotel brands, alongside a collection of related hospitality businesses and strategic partnerships with other leading hotel brands worldwide.

Minor Hotels operates in 54 countries across Asia Pacific, the Middle East, Africa, the Indian Ocean, Europe and South America. With dynamic plans to expand existing brands and explore strategic acquisitions throughout opportunistic markets, Minor Hotels pursues a vision of a more passionate and interconnected world.

WHY THIS JOB EXISTS

To serve the needs of the business, our owners, our guests and our colleagues by leading all sales activities for the region, achieving revenue and profit targets, and growing and developing a loyal customer and supplier base on behalf of the region.

At Minor Hotels, we are proud to represent our multiple brands.  We treat our clients, partners, owners, guests and our colleagues with respect, and work hard together to deliver the highest quality of service to all.

KEY DUTIES AND RESPONSIBILITIES

Please note that this is not an exhaustive list of everything that needs to be done.  Minor Hotels team members always find new ways to look after the business, their guests, and their colleagues.  Within this, the key responsibilities for this position are:

• To approach the overall sales leadership activities from a strategic perspective:
  • Ensure that the individual property sales departments fully understand the relative importance and priority of its current account base, and manages, segments and prioritises its efforts accordingly.
  • Ensure that the budgets are aligned with targets set by salesperson and overseen on performance periodically.
  • Continually review the actual production of each account against the potential for that account.  Continually review and upgrade the client base.
  • Assign individual account responsibilities and targets with reference to the above points.  Keep account responsibility under continual review
  • Ensure that all market segments are covered with right manning and review revenue streams, profitability and cost of sale.
  • Review costs, trade marketing campaigns and drive paertnership initiatives
  • Oversee all corporate and consortia accounts and productivity
• To manage the daily sales activities of the people in the team:
  • Set the financial and non-financial objectives for each member of the team and work with them to ensure these objectives are met.
  • Ensure that all new team members are properly oriented in the strategy and positioning of the Minor Hotels brand, and able to articulate this positioning in the marketplace.
  • Ensure that all members of the team have the appropriate face-to-face selling skills to successfully do their job.
  • Manage performance of team members, identify gap in skills necessary to perform their duties and recommend programmes to meet the skills requirements of the team.
• To oversee general department operations
  • Maintain strong relationships with Owning Company Asset Managers, attend Owners performance meetings on an as required basis
  • International sales trips and property visits will be required
  • Maintain accurate management status reporting on business results, and Team Member action planning.
  • Periodically attend property and cluster Strategic Sales Meetings
  • Maintain clear communication lines with VP and General Managers
  • Ensure all salespeople maintain a personal up-to-date knowledge on all Minor Hotels product and service offerings, including promotions.  In addition, to be familiar with the products, services, rates new developments of our key competitors, and an awareness of general industry trends.
  • Ensure department operational budget is adhered to including effective cost control and procedures for approval of expenditure
  • Participate in client familiarization trips, site inspections, sales trips and roadshows as required to meet the sales targets of the region.
  • Work with properties to create and implement packages and promotions for periods of low occupancy and yield in high periods
  • Liaise effectively with all operational colleagues, providing support and information to ensure accurate delivery of our promise
  • Drive opportunities to upsell and cross-sell Minor Hotels products
  • Maintain a full working knowledge of the IT support tools used in the world of sales today, including sales-specific software, property PMS, the Microsoft Office toolset, IDEAS, STR, CO-STAR, PowerBI etc
  • Ensure that all administration work is processed quickly and efficiently.

HOW YOU CAN SUCCEED IN THIS ROLE

Within Minor Hotels, the top-performing people who do this job always demonstrate the following attitude:

• Collaboration

• They always project a professional image to maintain and enhance the reputation of the Minor Hotels brand
• They can plan and prioritize work in order to achieve targets and deadlines
• They can effectively support and supervise other members of the department to achieve business results.
• They have a proven ability to negotiate to achieve a desired outcome.
• They have a proven ability to communicate effectively and professionally using written and spoken English.
• They are highly financially literate and proficient in business financials

• Working with Others:

• They always try to anticipate and exceed the needs of customers and colleagues
• They use their initiative and good judgment to solve problems in a calm and efficient way
• They enjoy working with others to achieve common goals.  They volunteer as required to ensure the success of the team
• They act with personal professionalism and integrity at all times
• Taking Responsibility:

• They always conduct business honestly and fairly.  They keep sensitive information confidential.
• They can prioritize their workload effectively and be organized and structured at work
• They manage their time and pay attention to detail.  They know their jobs and can work without close supervision.
• They display a positive attitude, even under pressure.  They check their work to ensure its accuracy.

• Delivering Results:

• They are committed to meeting and exceeding all performance standards
• They constantly look to develop their professional skills and abilities
• They perform job tasks in line with established policies and procedures
• They always try to provide a top-quality experience to all our guests.

Individual Profile and Desired Qualifications

• At least 10 years experience in directing and leading sales professionals within the hospitality industry, across multiple properties in multiple geographies.
• Experience in sales management for multiple sales operations, Key Account Management, and cluster sales center management, with in-depth knowledge of hotel operations.
• Fluency in English communication and presentation skills.