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Director of Sales

3 months ago

Old Toronto Ontario, CA Accor Hotels Full time
Company Description

Job Summary:

Reporting to the on-property General Manager with a dotted line to Sub Saharan Commercial Director, the role provides strategic guidance to establish and drive all sales, marketing, communications, promotional and product development programs, targeted toward existing and new markets, with full accountability for achievement of annual revenue budget.


Job Description

Key Interactions

Internally

  • General Manager
  • Sales, Marketing, Digital and Revenue leaders
  • SVP Operations
  • SMDL Regional Leaders

Externally

  • Industry Stakeholders
  • Hotel Owners & Owner representatives

Sales Responsibilities

  • Develop and implement annual commercial plan to achieve annual business objectives.
  • Be responsible for overseeing commercial strategies for the hotel, managing the asset by connecting strategy and business processes. Business processes should be designed to impact all revenue streams, including focus on Rooms, Catering, Food & Beverage and Marketing.
  • Lead, manage and monitor all day-to-day sales and marketing & digital activities with focus on developing strategic value-based outcomes that enable achievement of sales objectives.
  • Lead the preparation of regular business reports including monthly reports, annual goals and targets, sales and marketing budget, forecasts and other reports as required.
  • Produce your hotel's Annual Multi-Year Commercial Strategy Plan, in partnership with on-property leaders and regional support.
  • Monitor the achievement objectives and goals and take appropriate action to correct shortfalls versus the strategic plan.
  • Manage and drive all key business segments for the Resort and in close collaboration with Revenue Management.
  • Manage key and niche accounts across the main segments and execute account plans to key clients within these segments.
  • Execute and attend client events, trade shows and sales missions to maintain, build and develop key relationships with clients across domestic, regional and international markets.
  • Drive and leverage the Accor Regional and Global Sales Office (GSO) network to achieve budgeted goals. Track and measure productivity of key accounts to develop sales programs and initiatives.
  • Understand and contribute to overall revenue management initiatives and strategies to ensure every revenue opportunity is maximized.
  • Assist teams to ensure all relevant regional and corporate SMDL opportunities are maximized with particular focus on Web Direct, Loyalty, Sales and Digital with relevant KPI’s.

PR & Coms Responsibilities

  • Establish and maintain relationships with industry influencers and key strategic partners.

Marketing & Digital Responsibilities

  • Oversee on-property marketing, communications activities ensuring brand quality.
  • Oversee and evaluate market research and adjust marketing strategy to meet changing market and competitive conditions.
  • Work in conjunction with Brand e-Commerce teams to build & establish hotel B2B marketing, digital marketing, social media, public relations and communications channels. Guide these teams to ensure online hotel content is accurate and effective.

Leadership

  • Define the optimal organizational chart, job scope and resources deployment.
  • Develop a sales learning culture through a mandatory defined sales training modules for Sales & Non-Sales talent.
  • Be the leader for driving the Commercial Excellence Scorecard, sharing best practice, Commercial KPIs: RGI, Web Direct, DHS and Loyalty Contribution.
  • Develop and establish an experienced and successful team. Ensure a challenging and exciting environment to encourage full career development and personal growth.
  • Ensure that all policies and procedures as well as company standards are in place and functioning effectively, and contracts are set in accordance with the legislation and the company standards.
  • Ensure consistent use of tools to drive consistency across the region (i.e. Commercial self-audit tool, Commercial Action Plans).

Knowledge and Experience

  • Minimum of five years’ experience in similar role in the luxury hotel industry.
  • Previously a Director of Sales and Marketing in a large hotel & resorts.
  • Prior team leadership experience is a must.
  • Experience of African market in hospitality market is a plus.
  • Strong understanding of Sales, Marketing, Distribution, Revenue and Loyalty concepts.
  • Strong understanding of market influences and impacts on supply and demand.
  • Fluent in written and spoken English (other languages desirable).

Qualifications
  • High attention to detail in fast-paced environment.
  • Strong presentation, negotiating and influencing skills.
  • Analytical/Critical Thinking - The ability to gather and organize information using a logical and systematic process; recognize patterns and relationships in complex data; examine data to identify implications, problems and draw appropriate conclusions; generate alternative solutions to problems; evaluate strengths, weaknesses and consequences of alternative solutions and approaches to solving problems.
  • Flexible, able to embrace and respond to change effectively.
  • A coaching leadership style.
  • Developed emotional intelligence for effective communication and relationship management.
  • Ability to work independently with strong initiative in a dynamic environment.
  • Self-motivated and enthusiastic.

Additional Information

Our commitment to Diversity & Inclusion:
We are an inclusive company and our ambition is to attract, recruit and promote diverse talent.

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