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Assistant Director of Sales

3 weeks ago

Riyadh, Ar Riyāḑ, Saudi Arabia IHG Hotels & Resorts Full time
Roles and responsibilities
  • Recommend and/or initiate salary, disciplinary, or other staffing/human resources-related actions in accordance with Company rules and policies. Alert management of potentially serious issues.
  • Train and motivate a sales team that is responsible for developing new accounts, maintaining existing accounts, and implementing sales strategies to achieve revenue goals and maximize profits for the hotel, while maintaining guest satisfaction. Develop and maintain relationships with key clients in order to produce business.
  • Perform other duties as assigned.
  • May serve as "manager on duty" as required.

Financial Returns

  • Manage the day-to-day activities of the sales team; plan, organize, and assign work and communicate goals. Advise staff of formal policies and procedures.
  • Implement hotel-level tactical sales plans to achieve greater profitability through increasing average rates, increasing overall occupancy, increasing business volume during off-peak periods. Monitor performance of sales team to ensure actual sales meet or exceed established revenue plan.
  • Sell hotel room nights through direct client contact.
  • Produce monthly reports and sales forecasts.
  • Participate in the preparation of the annual departmental operating budget, the hotel marketing plan and business plan, and financial plans which support the overall objectives of the hotel.
  • Interact with outside contacts:
    • Guests – to ensure their total satisfaction
    • Airlines, wholesalers, corporate accounts, travel agencies, ad agencies within local, domestic and international markets – to ensure repeat business, follow up on events, and generate new business
    • Other contacts as needed (Professional organizations, community groups, local media)

Responsible Business

  • Participate in all community relations activities

Guest Experience

  • Develop and maintain good relationships with officials and representatives of local community groups and companies, and attend out-of-town conventions and trade shows, to promote new business and increase sales for the hotel.
  • Promote teamwork and quality service through daily communication and coordination with other departments. Key departmental contacts include all hotel departments. Review the daily business levels, anticipate critical situations, and plan effective solutions in conjunction with department heads to best expedite these situations.
Desired candidate profile

Sales Strategy and Execution

  • Support Sales Strategy Development: Work alongside the Director of Sales to develop and implement sales strategies that align with the company's overall business goals. Identify growth opportunities, market trends, and customer needs.
  • Sales Forecasting: Assist in developing accurate sales forecasts and setting realistic sales targets based on market conditions, historical performance, and company goals.
  • Target Achievement: Drive and support the sales team in achieving individual and collective sales targets. Ensure sales quotas are met or exceeded by motivating and coaching team members.
  • Market Research and Analysis: Conduct research to identify potential customers and understand market trends. Provide insights to the Director of Sales to refine strategies.

Team Leadership and Performance Management

  • Manage Sales Team: Supervise and support a team of sales representatives, ensuring they have the tools and resources necessary to succeed. Provide guidance and motivation to meet sales goals.
  • Training and Development: Identify training needs and facilitate regular coaching sessions for sales staff. Foster an environment of continuous improvement to enhance sales skills and product knowledge.
  • Performance Monitoring: Track the performance of individual sales representatives and the overall team. Use data to evaluate strengths, weaknesses, and areas for improvement.
  • Sales Incentive Programs: Develop and manage incentive programs to motivate the sales team and reward high performance.

Customer Relationship Management

  • Client Engagement: Build and maintain strong relationships with key clients and stakeholders. Ensure customer satisfaction and address any concerns or issues that arise.
  • Customer Retention: Work with the team to develop and implement customer retention strategies, including regular follow-ups, personalized communications, and loyalty programs.
  • New Business Development: Assist in identifying new business opportunities and prospective clients. Build and nurture relationships with potential customers to expand the company's customer base.