Associate Director, Sales

REQ13358 Associate Director, Sales (Open)

Position Summary

The Associate Director, Sales under the guidance and supervision of the Director, Sales is responsible for the solicitation of transient/FIT and group business from corporate and wholesale accounts to achieve the budgeted revenue for the segments.

Primary Responsibilities

• Leads the corporate and wholesale segments of the Sales & Marketing department and ensures that budget revenues are achieved.
• Solicits transient/FIT and group business from accounts within the assigned territory through sales calls, telephone calls, emails, and entertainment.
• Manages accounts through relationship building with all possible contacts within the company to include decision makers and influence peddlers.
• Remains informed of all movements within the account on business opportunities for both corporate transient and groups, as well as and wholesale FIT and group business for City of Dreams Manila and that of competition.
• Formulates strategies for each account handled to develop these as active producers.
• Sees to it that strategies specified in the marketing plan are executed based on timelines.
• Prepares and collates the team’s deliverables: weekly itinerary, weekly activity report, monthly telemarketing, and monthly production report.
• Develops and maintains potential clients’ database and ensures proper documentation of account activities.
• Prepares and actively participates in book reviews and account reviews.
• Keeps abreast on information about the competitors, their pricing, sales activities, and product offers.
• Remains well informed of market developments to identify opportunities for business development.
• Prepares and conducts site inspection plan to prospective clients of the resort.
• Recommends and/or executes management policies to hire, transfer, suspend, layoff, recall, discharge, re-assign, or discipline employees.
• Guides and coaches the sales managers and executives to ensure that they perform according to standards, and monitors their progress based on KPI set.
• Checks weekly itineraries and deliverables of sales managers and executives.
• Conducts performance appraisal together with the Director, Sales and Director, Sales & Marketing.
• Performs other tasks/duties as required by the Director, Sales.

Key Performance Indicators

• Individual Level: Achievement of budget room nights, average daily rate, and revenue.
• Submission of sales deliverables.
• Implementation of sales strategies for the year as laid out in the business plan.

HR Mandated

• Company-wide initiated online trainings
• Participation in at least two (2) corporate social responsibility activities and/or employee engagement activities in a year.

Qualifications

I. Experience

• Minimum of five (5) years’ experience in hotel or resort sales account management.
• Corporate and MICE sales experience in a five-star hotel or convention property is an advantage.
• Has a good network of travel agents or corporate account clientele in Metro Manila and nearby provinces.

II. Education

College graduate in a reputable university.

III. Skills / Competencies

• Excellent in written and oral English.
• Proficient in Delphi, Opera and other Hyatt systems (i.e. Envision, Lanyon)
• Ability to communicate effectively with clients at all levels both internally & externally.
• Excellent negotiation skills.
• Excellent presentation skills.

IV. Other Attributes

• He/she must possess a pleasing personality.
• He/she should be able to work well under pressure.
• Organized in his/her administrative duties.
• He/she must be a team player and a good role model for the staff reporting to him/her, a motivator, coach, and mentor.