In conjunction with the General Manager of the hotel, the Director of Sales and Regional Sales Manager plans, directs, and manages the implementation of the hotel's sales strategy to ensure that the hotel's facilities and services are sold according to agreed budgeted guidelines.
This includes directing and supervising the day-to-day activities of the property sales, events, and reservations resources, ensuring that the activities of all team members are aligned with hotel strategy. Working with the Market Analyst, the director continuously monitors the competitive set activity and, in agreement with the DOS BUSE Spain, implements any agreed changes to the hotel's sales and marketing strategy.
Main Responsibilities
1. Develops the sales strategy for the hotel, plans its implementation, and is responsible for communicating this strategy to the sales team and Global Sales Teams.
2. Manages the Proactive Sales, Contracting, and Events teams, under the direction of the GMS of the property NH Collection Eurobuilding, to ensure the efficient day-to-day operation of the Sales Department.
3. Provides direction and support to the Events & Contracting Manager, ensuring that all revenue and profitability targets are achieved, in line with European core standards.
4. Conducts six-monthly performance appraisals for all direct reports, ensuring that pre-agreed objectives are achieved, where required identifying appropriate development actions.
5. Working in conjunction with General Managers and BUSE Sales Director, sets annual revenue targets for all direct sales people, ensuring that they are clear on their revenue target and have a planned strategy to achieve their goals.
6. Manages the completion of all corporate accounts (Global and Local) solicitations, ensuring they are completed accurately and in line with budgeted guidelines.
7. Ensures accurate follow-up and communication both internally to reservations and accounting departments and confirmation to clients. Ensures property rates sheets are accurate at all times.
8. Proactively manages a predetermined number of key accounts/key prospects and other active accounts to ensure maximum yield in line with budgetary objectives. Maintains valid call objectives and relevant action plans for each key account/key prospect and ensures all follow-up is executed in a timely manner.
9. Proactively prospects new accounts for the Hotel properties worldwide and follows the sales process through to convert into 'producing' accounts.
10. This person must understand and be in a position to action any group and events enquiries and ensure accurate hand-over and follow-up to Events Teams.
11. Plans and attends any trade fairs as a representative of NH Collection Madrid Eurobuilding, ensuring that the quality image of the organisation is portrayed, and every opportunity is taken to promote the Hotel.
12. Takes responsibility for understanding the Marketing plan of the Hotel and the required budgetary guidelines of the Hotels, enabling empowered decisions in all rate negotiations.
13. Takes responsibility for the compilation and execution of quarterly sales action plans.
14. Arranges and manages familiarisation trips and educationals in line with business needs.
15. Takes responsibility for developing the Advisory Board, reassessing its role and structure on a regular basis to ensure that it continues to be an effective sales and marketing activity.
16. Proofreads marketing/advertising material as required.
17. Actions or distributes any enquiries or correspondence.
Specific Job Knowledge, Skills, and Abilities
1. Must be proficient in writing, speaking, and negotiating in local language, English, and at least one additional language.
2. Must pass the Sales Select Test.
3. Courteous and efficient telephone manner.
4. Excellent organisational/administrative skills with office management experience.
5. Ability to prioritise tasks and manage workload using own initiative.
6. Ability to multi-task and work under pressure with limited resources.
7. Ability to appreciate 'the big picture', whilst having a talent for detail and an inherent thoroughness in task approach, follow-up, and completion.
8. Strong writing skills with excellent spelling and grammar.
9. Excellent computer skills - sound knowledge of word processing, spreadsheet, database, presentation, and DTP software packages, email, internet, and intranet systems. Numerate. Ability to manage PR budget.
10. Previous experience in hotel, travel, and tourism, service sector preferred.
11. Ability to inspire confidence and gain credibility with senior management.
12. Ability to maintain complete confidentiality at all times.
13. High degree of personal loyalty and integrity.
14. Team player - with a sense of humour even in the face of adversity.
15. Availability to travel regularly.
Qualification Standards
1. Education: Bachelor degree required, additional education in sales and marketing fields preferred.
2. Experience: At least 2 years of experience as Director of Sales. Further experience in a supervisory position preferred.
3. Grooming: All employees must maintain a neat, clean, and well-groomed appearance per NH Hotel Group standards.