Director of Sales
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Director of Sales

Four Seasons

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Director of Sales

About the job



Job Description:

1. JOB TITLE : Director of Sales

2. JOB LEVEL : Department Head

3. DEPARTMENT : Sales

4. REPORTS TO : Director of Marketing

5. SUMMARY

a. To uncover, prospect and sell group and individual business, in accordance with the objectives established in the Marketing Plan and hotel rooms revenue budget.

b. To monitor and motivate the sales activities and the sales team preserving the Golden Selling Hours.

c. To ensure that all sales persons’ quotas are met.

d. To ensure that sales activities, individual accounts and group bookings are focused and coordinated with transient demand to yield the maximum revenue per available room.

e. To maximize sales in all hotel revenue areas with focus on rooms/banquets.

f. To implement and support all Four Seasons sales and marketing MOS and hotel/company sales activities.

6. SUPERVISION EXERCISED

DIRECT: Assistant Director of Sales/Sr. Sales Managers/Sale Managers/Assistant Sales Managers/Assistants

INDIRECT: Delphi Key Operator

7. SUPERVISION RECEIVED

DIRECT: Director of Marketing

      INDIRECT: General Manager

8. PREFERRED KNOWLEDGE / QUALIFICATIONS

a. Reading, writing and oral proficiency in the required languages of English and mandarin, Cantonese and additional foreign languages an advantage.

b. 4-year college/university degree or equivalent.

c. Previous experience (minimum 2 years) as a Director of Sales in or outside Four Seasons alternatively, experience as a Director of Catering or Director of Revenue (minimum 2 years) within Four Seasons. Luxury hotel experience preferred (minimum 5 years).

d. Good personal & business reference.

e. Working knowledge of computer spread sheets (Lotus or Excel), word processing (Word or Word Perfect) and PowerPoint, the internet, Delphi and Opera. Delphi super-user an advantage.  

f. Be able to travel approximately 30% to 40% of the time.

g. Be able to work beyond the office hours to meet entertain, do site inspection and generally handle work coverage for the sales team and division administration in the absence of the Director of Marketing.

h. Can work independently, multitask and work under pressure.

i. Can establish excellent rapport with decision makers and top level management.

j. Good organization and time management skills with ability to prioritize efficiently.

k. Leadership skills and high maturity level required.

9. TASKS / RESPONSIBILITIES

a. People Leadership Skills

• The ability to recruit, select and familiarize sales department personnel with the Hotel and their functions.

• The ability to train and guide sales department personnel in the performance of their duties as to specific position responsibilities, performance techniques, reporting procedures, conduct quarterly Delphi account reviews. 

• The ability to conduct performance evaluations and follow up with sales department personnel including regular sales calls and site inspection with the staff to provide “One Up” presence and assist with negotiations.

• The ability to assume responsibility for the Marketing Department in the absence of the Director of Marketing.

• The ability to perform all supervisory functions to effectively and efficiently manage the personnel assigned.

- The ability to identify any control work relationships, areas of accountability and performance of the personnel assigned.

- The ability to determine in conjunction with the Director of Marketing, the standards of performance as a basis to review progress of personnel assigned.

- The ability to recommend salary adjustments, transfers, promotions and dismissals.

- The ability to ensure proper training of assigned personnel and conduct trainings in accordance to Four Seasons Sales Standards.

- The ability to foster a cooperative and harmonious working climate conducive to maximum employee morale and productivity within the team and with other departments.

- The ability to develop individuals for future advancement.

b. Maximize Hotel Revenue

• The ability to direct sales activities of the hotel to achieve budgeted goals and ensure preservation of Golden Selling Hours.

• The ability to monitor and identify current and future business trends to insure profitable sales in periods of low and high demand.

• The ability to negotiate and achieve maximum revenue/profit potential while satisfying client’s need and create this environment to influence Sales Team’s selling mind-set.

• The ability to assume the responsibility for leading and directing the hotel’s group and individual room sales activity including quarterly account review and Action Plans implementation.

• The ability to be proactive and creative in developing sales and marketing solutions.

• Ensure accuracy of definite bookings in the system and contracts.

• Drive the development of RFP and non RFP corporate accounts, wholesale, government and group accounts.

c. Marketing

• The ability to assist in the development of the annual marketing plan.

• The ability to ensure projects are executed for all market areas as stated in the hotel marketing plan with emphasis on increasing sales and profitability.

• The ability to review market analysis and drive competitive set research on sales segments rates and account production.

• The ability to supervise the installation of sales and marketing procedures and ensure the hotel is in compliance with all company Minimum Operating Standards.

• The ability to use and take advantage of company provided Marketing “Tools.”

• The ability to analyze sales statistics against booked vs. consumed business. And recommend accurately to Director of Marketing for relevant pricing and strategies.

d. Sales

• The ability to actively sell and manage his/her key accounts and territory as well as the teams’.

• The ability to negotiate and confirm sales as a key role model for the team.

• The ability to achieve personal quota and develop new business.

• The ability to lead by setting the example of utilizing approved methods of handling sales accounts.

• The ability to contact customers in-house to promote good will and foster additional business, repeat bookings or referrals to other Four Seasons Hotels & Resorts.

• The ability to demonstrate leadership through drive and effort in the area of sales territory development.

• The ability to foster good communication and work productively with all Worldwide Sales Offices.

• The ability to develop a program resulting in the achievement of annual departmental goals for leads sent to other Four Seasons Hotels & Resorts.

• The ability to insure that the sales staff sells all hotel products with focus on rooms/banquet.

• The ability to enhance the hotel’s community image and stay abreast of the competition, new developments and sales methods and techniques in the hotel industry to maximize sales and profitability.

• Participate in designated trade, service and community association and clubs.

e. Managing Sales Activity

• The ability to assist the Director of Marketing in establishing and directing the development of annual sales goals; ensures goals and incentive programs are fully understood and implemented in the hotel.

• The ability to direct the reporting and appraising of results against planned objectives; coordinates sales staff activities; takes appropriate action to maximize sales and affect need periods.

• The ability to control data, availability, and rate on guest rooms and function space in coordination with DORM/DOC.

• The ability to establish group room night and average rate goals based on marketing plan and overall objectives and to conduct effectively weekly group pipeline meeting and be an active participant in Yield/Forecast meetings.

• The ability to manage transient and group room commitment to ensure proper market mix in coordination with the DORM.

• The ability to manage function space allocation for group and catering bookings based on established guidelines and procedures in coordination with DOC.

• The ability to review sales and catering work files and contracts to ascertain a proper exchange of information between hotel and client as well as the hotel’s operation.

• The ability to support Sales managers by participating in solving problems of guest room and function space conflicts, salvaging of accounts which have threatened cancellation and provide “One Up” support for negotiation or site inspections or development of key accounts.

• The ability to ensure communication of Sales Managers between other Department Heads is maintained to maximize the guest experience and hotel profitability.

• The ability to coordinate special sales activities, promotions, sales trips, trade shows, etc. Maintaining the approved A+BP budget.

• The ability to keep immediate supervisor promptly and fully informed of all problems or unusual matters of significance coming to his/her attention so prompt corrective action can be taken where appropriate.

• The ability to perform all responsibilities in a timely and efficient manner, following established policy and projecting a favorable image of Four Seasons Hotel & Resort to achieve objectives, public recognition and acceptance.

• The ability to coordinate and implement all sales department action plans as well as review team’s quarterly account action plans, accurate NAP and Delphi input..

• The ability to prepare reports as requested to develop a more informative data base for improved management decision making and critical evaluation of work activities.

• Serve as hotel’s key contact with organizations such as Four Seasons Preferred Partners, convention and business bureau, governmental business bodies and key corporate, wholesale, group and airline accounts.

• Review the performance of each sales person and audit key account activity in Delphi on regular basis.

f. Internal Communications

• The ability to oversee the coordination of various departments’ activities related to booked business to ensure customer satisfaction and hotel profitability.

• The ability to conduct and/or attend meeting to maintain favorable working relationships among employees and to promote maximum morale, productivity and efficiency.

g. Hotel Systems

• The ability to utilize computerized operational systems (Sales Force / GOLDEN, Opera system, etc.)

• The ability to understand, utilize and supervise the installation of automated sales and reservations systems.

• The ability to set up and implement or follow existing systems to ensure that sales programs achieve projected results.

h. Business Involvement

• The ability to assist in the preparation of the budget and ensure the department operates within cost constraints, i.e. direct selling costs, etc.

• The ability to be continuously aware of current and forecasted financial/business performance.

• The ability to coordinate sales activities with other business activities and with other divisions, FS hotels and WSO

i. Generic Skills

• The ability to actively contribute names of qualified Sales and Marketing candidates to the Job Bank.

• The ability to be a sound analyzer and problem solver as well as assist team in seeking solutions.

• The ability to be a “do-er” implementer, and action taker with a “can-do” attitude.

• The ability to develop and use good business acumen and be a good “business operator.”

• The ability to be vigilantly attentive to detail, monitor quality, and be obsessively service oriented.

• The ability to be versatile, flexible, show stress management, manage criticism, and manage conflict effectively.

• The ability to be a team player.

• The ability to have interpersonal sensitivity.

• The ability to be a Public Ambassador for Four Seasons Hotels.

• The ability to respond properly in any hotel emergency or safety situation.

• The ability to perform other tasks or project as assigned by hotel management and supervisors.

Closed

Director of Sales

Shenzhen, China

Full-time, Indefinite

Start Date:

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