Assistant Director of Sales

Industry:
Hotels Clubs and Spas
Department:
General Management/ GM
Level:
Top Management
Location:
United Arab Emirates (UAE)
Salary Description:
Competitive
Posted:
17-Nov-16
Recruiter:
Intercontinental Hotels Group (IHG)
Job Ref:
FUJ000039

At InterContinental Hotels Group, we own, operate and franchise more than 5000 hotels, offering more than half a million guest rooms in nearly 100 countries. By bringing your expertise and passion to any one of our brands, you will help us achieve our vision : to be the most preferred, admired and successful hotel company the world over.

At InterContinental Hotels & Resorts ® we want our guests to feel special, cosmopolitan and In the Know which means we need you to:


• Be charming by being approachable, having confidence and showing respect.
• Stay in the moment by understanding and anticipating guests' needs, being attentive and taking ownership of getting things done.
• Make it memorable by being knowledgeable, sharing stories and showing your style to create moments that make people feel special.
JOB OVERVIEW:

Under the general guidance and supervision of the (DOSM), and within the limits of established Corporate/Sales policies and procedures, To lead and manage IC Fujairah sales force, develop market strategies in collaboration with DOSM, Revenue department and Hotel Managers in order to achieve budgeted revenue targets and marketing objectives. Promotes the desired work culture around the five winning ways Aim higher, Work better together, Celebrate the difference, Do the right thing & Show we care.

Interacts with individuals outside the hotel, including, Corporate clients, local Hotel Associations,
Government Tourist offices, Airlines, Travel Agents, Tour Operators, competitors and other
members of the local community.

Maintain good communication with Regional Sales and Marketing personnel and implement
corporate initiatives

Key Activities:

- Drive Total Revenue (Room, C&E, F&B, SPA) and sell to new, existing and prospective customers considering goals set forth in the sales strategy, negotiating optimum rate for the benefit of the business (30%)

- Establish and implement hotels short, mid and long term strategy in conjunction with DOSM, Revenue team, Hotel Managers and other stakeholders involved (15%)

- Inspire, lead and manage sales team by establishing a strong "Drive for Results‟ culture, communicating a set of goals and targets and providing frequent feedback where necessary to manage performance to its optimum. (15%)

- Interact with clients through organized meetings, entertainments, fam trips, site inspections, trade shows, sales trip visits and through any other form to grow the hotel's business (30%)

- Establish and lead the IHG ways of Sales within the department and ensure Sales standards are in

FINANCIAL RETURNS


• Produce Action Plan related to the Revenue Plan to ensure Revenue Plan objectives are achieved with DOSM
• Provides a professional, advisory support service to the DOSM
• Coordinate all methods of maintaining and increasing business volume. This includes advertising, sales promotion, personal selling, publicity, community relations, special sales projects, etc.
• Create and implement special programs to achieve greater profitability through:
• Increasing average rate
• Increasing overall occupancy
• Increasing business volume during off-peak periods
• Increasing local Food & Beverage and Banquet Sales
• Enhance the image of the hotel in the local community
• Participate as an active member of the community through associations, memberships and other trade organizations
• Review regularly activity reports of Sales personnel to ensure targets and Sales objectives are being met
• Review regularly internal promotion pieces for visual effect and ensure they conform with brand standards
• Organize and promote, in cooperation with the Food & Beverage Department special projects to stimulate Food & beverage sales within the community, including, but limited to, tournaments, balls, parties, gastronomic festivities, etc.
• Investigate potential markets by:
• Reviewing Sales Department and Front Office correspondence files
• Analyzing guest history and registration card files
• Studying guest questionnaires
• Reviewing government statistics on visitors to the city
• Analyzing competition's sales/promotion efforts
• Studying various reference and industry publications for sales leads
• Recommend to DOSM the kind of advertising which will be most productive for the hotel by analyzing the market effectiveness of past advertising campaigns and consulting with other Department Heads and the Advertising Agency
• Procure new and repeat business for the hotel by maintaining contact with Airlines, Travel Agencies, Commercial Houses, Private Clubs and Professional Associations within the community and neighboring markets
• Review regularly the Public Relations activities to ensure high awareness of the hotel in the local and national media with the DOSM
• Manage the development of new products and services
• Conduct market research as directed by the DOSM
• Prepare, manage and achieve the department's budget with DOSM. Duties include:

• Prepare and manage a cost effective budget with measurable targets for department within the financial parameters set down by the hotel budget
• Effectively monitor and analyse variations from the budget
• Develop systems that measure the cost effectiveness of the department
• Develop procedures that track, report on, and control the running costs of the department

• Contribute to the overall strategic plan of the business and help compile the annual hotel business plan
• Keep abreast of trends in your area and implement best practice initiatives
• Develop a competitive business plan with DOSM for your operational area and communicate this to your operational colleagues and staff
• PEOPLE
• Work within the company's Human Resource Management System to ensure the departmental performance of staff is productive with DOSM. Duties include:
• Plan for future staffing needs
• Recruit in line with company guidelines
• Prepare detailed orientation programmes for new staff
• Maintain a comprehensive, current and guest focused set of departmental standards and procedures and oversee their implementation
• Ensure training needs analysis of your departmental staff is carried out and training programmes are designed and implemented to meet needs
• Deliver training
• Actively work at developing your direct reports and identify high potentials
• Maintain training records for all direct reports and ensure they do the same for their staff
• Conduct probation and formal performance appraisal in line with company guidelines
• Coach, counsel and discipline staff, providing constructive feedback to enhance performance
• Regularly communicate with colleagues to maintain positive relationships
GUEST EXPERIENCE


• Demonstrate service attributes in accordance with industry expectations and company standards including:


• Being attentive to Guests
• Accurately and promptly fulfilling Guests requests
• Anticipate Guests needs
• Maintain a high level of knowledge which affects the Guest experience
• Demonstrating a 'service' attitude
• Taking appropriate action to resolve guest complaints


• Appreciate the dynamic nature of the Hotel industry and extend these service attributes to all internal customers
• Review and update existing standards to ensure competitiveness
• Taking appropriate action to resolve guest complaints.
• To host fam trips and provide the necessary support.
• Interacts with individuals outside the hotel, including, Corporate clients, local Hotel Associations, Government Tourist offices, Airlines, Travel Agents, Tour Operators, competitors and other members of the local community
• Maintain good communication with Regional Sales and Marketing personnel and implement corporate initiatives
GUEST EXPERIENCE


• Demonstrate service attributes in accordance with industry expectations and company standards including:


• Being attentive to Guests
• Accurately and promptly fulfilling Guests requests
• Anticipate Guests needs
• Maintain a high level of knowledge which affects the Guest experience
• Demonstrating a 'service' attitude
• Taking appropriate action to resolve guest complaints


• Appreciate the dynamic nature of the Hotel industry and extend these service attributes to all internal customers
• Review and update existing standards to ensure competitiveness
• Taking appropriate action to resolve guest complaints.
• To host fam trips and provide the necessary support.
• Interacts with individuals outside the hotel, including, Corporate clients, local Hotel Associations, Government Tourist offices, Airlines, Travel Agents, Tour Operators, competitors and other members of the local community
• Maintain good communication with Regional Sales and Marketing personnel and implement corporate initiatives
RESPONSIBLE BUSINESS


• Familiarize yourself with Company Health and Safety Policies and ensure your areas promote and comply with them
• Take responsibility to rectify hazardous situations, reporting major areas of concern to your designate
• Familiarize yourself with property safety, first aid and fire and emergency procedures and actively enforce these in your area of responsibility
• Ensure security incidents in your operational area are reviewed and corrective measures implemented to prevent recurring incidents ACCOUNTABILITY

• Responsible in developing revenue opportunities.
• To lead & develop colleagues.
• Interacts with individuals outside the hotel, including, Convention Bureaus, Local Hotel Associations, Government Tourist offices, Airlines, Travel Agents, Tour Operators, Competitors and other members of the local community.
• Maintain good communication with Regional Sales and Marketing personnel and implement corporate initiatives.
• Comply with the Company's Corporate Code of Conduct. <br><br>
• Bachelor's degree /

Contact Details:
Intercontinental Hotels Group (IHG)
Tel: .
Contact: HR Department

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