Head Sales

MAIN TOPIC- JOB DESCRIPTION
CATEGORY- SALES & MARKETING
POSITION- HEAD Sales & Marketing    
REPORTING TO – MANAGEMENT / GENERAL MANAGER 

Purpose 

To oversee and manage sales and reservation to ensure maximum revenue, promotional coverage and marketing opportunities are achieved.
To enter the niche clientele who has good purchasing power as the product is high end and unique.
To be able to position Paatlidun in the right market and increase the ARR and achieve targets accordingly. 
The DOSM should work closely with revenue management and marketing functions, to develop strategies to maximise Average Room Rate and grow market share.

Special Requirements 

•    Has Ability to work in operational team and taking lead in assisting group arrival and check out for smooth guest exits during check out.

•    Has 10 years of relevant experience in 5 star hotels or resorts 

•    Should be into selling five star good category resorts. 

•    Has previous and extensive skill in handling travel agents, DMC, In-bounds TA Agents, OTAs, MICE, Weddings etc..

•    Has excellent skill in understanding marketing matrix, Online portal and monitor online portal.

•    Possesses excellent English, math and psychometric abilities 

•    Possesses aptitude and upward mobility 

•    Technical education in Hospitality management is mandatory.

Major Responsibilities 
General 
1.    Is directly responsible for the day to day key processes in his/her area of work 
2.    Assists his/her supervisor in executing the day to day operational requirements 
3.    Assumes training responsibilities when required; demonstrates a high degree of standards awareness; promotes teamwork and acts as role model 
4.    Attends all scheduled training sessions 
5.    Actively offers operational, employee and customer (internal and external) related feedback to management 
6.    Displays warmth, care and genuine enthusiasm when dealing with guests and internal customers
7.    Adheres to the hotel's code of conduct and grooming & hygiene standards 
8.    Is seen as working hands-on, assists colleagues in crunch times; Walks the talk 
9.    Actively participates in briefings and meetings 
10.    Maintains a clean and orderly work area and promotes a safe working environment 
11.    Performs any additional duties as assigned
 
DUTIES AND RESPONSIBILITIES:
1.    Maintain and promote a team work environment with effective and clear communication amongst co-workers.
2.    Attending travel trade and delivering and creating a successive plan to stream line meeting all Travel agents in different location.
3.    Ensure best client service is being made available through communication amongst the team, cross training within the department and appropriate office coverage.
4.    Works with General manager to ensure understanding of sales strategy and effective implementation of this strategy for the segment.
5.    Works with management team to create and implement a sales plan addressing revenue, customers and the market for the segment led by the DOS.
6.    Set example through professional, friendly attitude towards clients and co-workers, timely response to clients and co-workers needs and observance of sales office standard.
7.    Ensure hotel meets or exceeds budgeted goals.
8.    Follow and track company cross-sell procedures.
9.    Utilize company profile database to determine geographic areas for travel agent calls while maintaining top and existing travel agent accounts.
10.    Organize travel agent month and travel agent appreciation rates for slow months.
11.    Assists with the development and implementation of promotions, both internal and external.
12.    Creating a focus on attracting new business.
13.    Attending and contributing to the monthly sales strategy meeting
14.    Updating and owning the sales strategy & sales plan with the General Manager.
15.    Review and approves any special corporate negotiated rates by signing the CVGR (Company Volume guaranteed rate) contract.
16.    Provides positive and aggressive leadership to ensure maximum revenue potential (e.g., sets example with personal booking goals).
17.    Leads on-property sales functions to build long-term, value-based customer relationships that enable achievement of hotel sales objectives. 
18.    Recommends monthly room nights' target goals for sales team members.
19.    Participates in sales calls with members of sales team to acquire new business and/or close on business.
20.    Develop and send informative press releases to targeted lists highlighting all activities and promotions.
21.    Maintain and expand corporate incentive program via direct mail, personal visits etc.
22.    Oversee and ensure the updating of rates, promotions on hotel website, OTA's (Online travel agents), GDS etc. without any rate parity.
23.    Responsible for the training of sales managers and staff.
24.    Follow and promote hotel standards with guests, co-workers.
25.    Evaluates and drives the hotel's participation in the various sales channels, Market Sales, Event Booking Centres, electronic lead channels, etc.
26.    Monitors all day to day activities of direct reports.
27.    Executes and supports the operational aspects of business booked (e.g., generating proposal, writing contract, customer correspondence).
28.    Developing and writing up strategic plans.
29.    Leading sales teams.
30.    Developing sales teams.
31.    Turning leads into sales.
32.    Putting together sales pitches.
33.    Continually assess the sales processes to identify improvements and efficiencies.
34.    Keeping an eye on competitors.
35.    Building client relationships.
36.    Fostering a sales culture within a team.
37.    Completing all sales activity documentation.
38.    Creating and process to map daily, weekly, monthly, half yearly and yearly sales record based on conversion from unit, travel agents, online portal.
39.    Closely working with Front office, Accounts for exchanging details of rate & contracts execution.
40.    Mapping and providing detail of payment received and closed based on individual booking once guest checks out.
41.    Hosting and attending travel meets other agents for promotion in resort and outside.
42.    Also ensuring credit limits are not extended and keeping strong follow-up for payment against booking with travel agents.
43.    Presenting and submission of sales budget year to year.
44.    Ensuring company assets are taken care, which are closely associated for sales work.

Reports to : GENERAL MANAGER

Department Head