Cluster Director of Sales

Company Description

Novotel and ibis World Trade Centre and ibis One Central are seeking a dynamic and experienced Cluster Director of Sales who will be responsible for leading and managing the sales team to achieve sales targets. The primary duties include developing sales strategies, identifying and pursuing new business opportunities, negotiating contracts, and maintaining relationships with key clients. The ideal candidate will have a proven track record of driving revenue growth, developing and implementing strategic sales plans, and leading a high-performing sales team.

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Job Description

• Ensure that required Revenue Targets are achieved or exceeded.
• Provide leadership and direction to all sales staff.
• Develop and implement coherent pricing policies and strategies with regards to the hotel(s) in all distribution channels to include: tour operator and corporate account.
• Assist Revenue in providing guidance and understanding of the Accor pricing policies – ensure implementation of Accor policies and procedures where applicable.
• Develop and implement operational sales standards and structure to provide a platform for activity, productivity, channel (source) and revenue measurement. This shall include at a minimum; sales reporting, sales calls-quotas and tracking, revenue targets, market segmentation, yield policies and procedures.
• Implement strategic and tactical sales initiatives as required to grow hotel business and F&B related business; develop business leads and partnerships.
• Provide direct input to the hotel budgeting process with regards to average rate, occupancy, RevPAR and market segmentation issues.
• Ensure that sales and marketing structure strategies and techniques are properly implemented in accordance with the business plan as well as hotel policies and procedures. Ensure the structure is compatible with revenue maximization and cost control.
• Deliver the annual business plan (marketing plan) for the Regional General Managers signature; successfully implement the plan.
• Provide supporting argumentation for the detailed revenue picture (forecast) on a continual basis.
• Provide efficient and competent liaison between the hotel(s) and Accor sales, marketing, revenue and reservations entities.
• Streamline RFP activity and response times to increase participation in the Accor RFP process.
• Provide oversight on revenue management functions to assist with compatibility of software solutions, and coherence of strategy, reporting, structure and performance.
• Construct the sales and marketing budget (expenses); monitor and control sales and marketing expenditures on an ongoing basis.
• Supervise the sales account platform procedure and distribution of accounts as required.
• Provide direct supervision and responsibility over the sales contracting process to ensure compliance with hotel policies and procedures.
• Promote and produces sales leads for other Accor hotels when and where possible – ensure proper coordination with other area hotels on a sales and reservations level.
• Provide monthly activity reports of the hotel and competitive hotels as required by the Regional General Manager.
• Develop a client database and ensure dissemination of the database to relevant sections.
• Attend relevant trade exhibitions, road shows and sales functions to promote inbound sales activity.
• Provide Sales related training/guidance and support to the sales staff and the hotel staff as required.
• Analyse competitor activity and provide solutions/recommendations to protect hotel business.
• Attend sales related functions in order to promote business opportunities and to gain market intelligence.
  
  

Qualifications

• Bachelor's degree in hospitality management, business administration, or a related field.
• Minimum of 7-10 years of sales experience in the hotel industry, with at least 5 years in a leadership role.
• Proven track record of achieving sales targets and driving revenue growth.
• Strong communication, negotiation, and interpersonal skills.
• Excellent leadership and team management abilities.
• Ability to think strategically, analyse data, and make informed decisions.
• A customer-centric approach and a commitment to delivering high-quality service.
• Willingness to travel and work flexible hours as needed.
• Certification in sales or hospitality management is a plus.
• Experience in Account Management and Business Development
• Knowledge of hotel rate structure, contracting and negotiation, including basic knowledge of revenue management
• Expert knowledge of the sales processes including the sales distribution systems
  
  

Additional Information

Your Team And Working Environment

Diverse, young and vibrant team

Our Commitment To Diversity & Inclusion

We are an inclusive company and our ambition is to attract, recruit and promote diverse talent.