Director of Sales

Prospective Accounts: Identifies prospective accounts and establishes goals for Key Accounts by analysing historical data and other statistical information and also by conducting accounts interviews and preparing customer action plans

Fairs (domestic/International) : Attends fairs in order to represent the Hotel and/or region within a both according to the action plan within the Business Plan of the Hotel.

The fairs are attended in co-ordination with the Regional or Corp.

Sales

Domestic Market: Priority in sales activities are to be given to this market, for the local travel trade as well as for the corporate accounts

İnternational Market: Has to be worked on in close co-ordination with the General Manager according to internal regulations

Rooms: Regarding the availability and the co-ordination of rooms for high booking periods the final approval of availability is taken always by the Hotel operation’s management.

Market Mix: Emphasis on right market mix to maintain the quality of the product and to minimize market dependence on long term

Co-ordination: Regular meetings with the hotel operation (Rooms Division, Reservation and Food & Beverage) have to be held to exchange information and problem solving

Reduces administrative work to achieve a minimum of 5-7 personal sales/courtesy calls per day as well as 10 telephone sales/courtesy calls per day, without affecting promptness of flow of correspondence to accounts

Ensures that all incoming correspondence (inquiries, requests, offers, confirmations, etc.) are attended to and replied in due time

Reporting: Prepares and transmits the Call Reports on a weekly basis to the supervisor and/or the General Manager.

Establishes a Monthly Report which includes the summary of the past activities, prospection and trends, and analyses competitor’s sales and promotion efforts, forecast for all sales activities & production/conversion figures.

Attends once a month hotel’s Sales/Rooms Division and Credit meeting

Business Plan / Budget: Targets to achieve key figures from key accounts / key markets through preparation and execution of proper action plan for his/her field of responsibility

Accounts Receivable: Is co-responsible for the settlement of outstanding, respectively the follow up on a regular basis towards local Travel Trade to match credit policy in close co-ordination with the Credit Manager / Rooms Division

Establishes and signs contracts with local In-bound Operators/Travel Agents /Corporate considering the official Rate Policy in co-ordination with the General Manager

Conducts rate market surveys to advise management of actual market trends

Establishes and co-signs contracts with Inter-national Tour Operators/Corporate respecting the Rate Policy and Contract Policy together with the General Manager.

He/she conducts prior discussions with the partners to prepare final contracting

Special deals (out of guidelines and rate policy) must in any case be discussed, co-ordinated and approved prior to offer with the hotel’s management

Ensures all staff are thoroughly familiar with the Hotel’s emergency procedures and is in a state of preparedness for any emergency which may occur

Execution of regular technical/skills training.

Is responsible for setting up and maintaining ongoing training programs in the department in conjunction with the Director, People & Culture and Manager, People Development.

Maintains a monthly overview of vacation- and public holiday balance of all his/her staff and delivers a monthly consolidated summary to the Director, People & Culture.

He/she is familiar with all related company documentation and especially with the relevant Operational Standards Manual for his/her field of responsibility

Assumes responsibility of Duty Manager when scheduled to do so.

Other duties as assigned

Electronic Distribution Systems are up-dated by the hotel operation on regular basis

Assist in Task Force Teams for new openings

Carry out any other reasonable task (which may not be stated here) as requested

Masters Degree in Hospitality or Diploma in Vocational Hospitality.