Director of Sales and Marketing

Key Responsibilities

• Supervise preparations and definition of the Sales & Marketing Plan
and manual for the department and participate in setting up the sales &
marketing policies, procedures and objectives.
• Determine the corporate/travel trade marketing and
sales strategy related to pricing and promoting to meet the objectives
outlined in the Sales & Marketing Plan.
• Clearly understand and communicate the Corporate and
Regional Strategic Sales Objectives to the Sales & Marketing team.
• Handle budgets for miscellaneous sales activities and
promotions.
• Keep close follow up on developments of the competitor
hotels (occupancy, structural alterations, renovation, special campaigns,
rate promotions, marketing efforts, theme events etc.). Also explore and
compare corporate traffic amongst the competition.
• Follow the sales and marketing results (accounts room
night productivity, revenue, etc.) and propose corrective actions if
needed.
• Maintain and improve the efficiency of reservation
centers, to ensure that information in reservation system s database is
updated. Coordinate such insertions to be realized correctly with the
Reservations Manager.
• Maintain a fair account distribution amongst the sales
employees who will be responsible to manage (visit, handling complaints,
update information and follow up) their own account group.
• Propose ideas for promotional materials to be
distributed during sales calls, international trade shows and for other
promotional activities.
• Supervise the existence of an efficient customer
database system (SFA), which will be capable of identifying to report
sales calls and other sales activities and maintain a vigorous updating
exercise in certain periods of time.
• Collaborate with all local and overseas customers, make
personal calls to accounts and trace potential customers.
• Update customers with the latest development of the
hotel and inform hotel management of all changes in the customer profile.
• Propose and coordinate the promotional activities
undertaken by sales department and / or Food & Beverage.
• Project and prepare the participation procedure for
domestic or international trade shows, fairs, exhibitions, workshops,
road-shows, sales blitzes etc. and participate in such professional
business related events.
• Identify, retain and develop Talent within the team. Use
empowerment and give the team the chance to take initiative at all times.
• Ensure all Sales employees have sales targets, personal
sales plans and a personal incentive
• Formulate strategies in order to run an effective Sales
team.
• Monitor all outstanding balances on all department
accounts and follow up with all professional sales team members in a
timely fashion.
• Understand, follow and communicate the company sales
vision.
• Responsible for building and maintaining good relations
with all Kempinski Sales Offices.
• Attend the international fairs, road shows maintain and
build strong relations during these events.

Desired Candidate Profile

* Competencies:
• Strong computer skills, including Microsoft Office (Excel/PowerPoint/Word), scanning and digital
equipment knowledge Micros Fidelio Opera and Sales & Catering.
• A minimum of five (5) years sales and marketing experience in the hotel industry in a 5 star luxury hotel.
• Ability to work and communicate in a multinational environment.
• Strong leadership, analytical skill and commercial knowledge.