Description
The job of Director of Sales & Marketing is executed satisfactorily when:
The hotel achieves its financial objectives.
The Sales & Marketing Team that the person is responsible for achieves their revenue objectives.
The person achieves their personal objectives. The TTTT is carried out to the satisfaction of both General Manager and Director of Sales & Marketing.
The ESS Global Satisfaction score for the Sales and Marketing Department achieves 80%.
At Kempinski, Talent Development is a management responsibility and consequently an integral and important part of our Managers’ daily activities. The Director of Sales & Marketing fulfils their role as a Talent Development Ambassador when:
They actively support and implement Talent Development initiatives as a part of their daily activities.
They identify Training talents in their department and throughout the hotel as per below definition* and actively support their career development.
They support and initiate transfer, cross exposure and task force assignments for their team.
They personally conduct TTTTs with their team on a regular basis and take personal interest for their talents’ development plans.
They recruit and select potential talent according to current and future department, hotel and Kempinski’s needs including conducting interviews for positions in their department.
Key Responsibilities
- Supervise preparations and definition of the Sales & Marketing Plan and manual for the department and participate in setting up the sales & marketing policies, procedures and objectives.
- Determine the corporate/travel trade marketing and sales strategy related to pricing and promoting to meet the objectives outlined in the Sales & Marketing Plan.
- Clearly understand and communicate the Corporate and Regional Strategic Sales Objectives to the Sales & Marketing team.
- Handle budgets for miscellaneous sales activities and promotions.
- Actively involved in the recruitment of all members of the Sales & Marketing Team in conjunction with People Services.
- Identify, retain and develop Talent within the team.
- Ensure that regular and appropriate communication is carried out with the Global Sales Offices that assist the Hotel Sales & Marketing team in achieving their goals.
- Carry out on-boarding for all Sales & Marketing colleagues.
- Follow the sales and marketing results (accounts’ room night productivity, revenue, etc.) and propose corrective actions if needed.
- Maintain and maximize the utilization of all automated sales and reservations systems involved with group business.
- Supervise the existence of an efficient follow-up on all leads to maintain a good relationship and generate group/individual leads for the hotel.
- Maintain permanent files for all corporate, group and travel trade account with strong room/night potential.
- Maintain and improve the efficiency of reservation centers, to ensure that information in reservation system’s database is updated. Coordinate such insertions to be realized correctly with the Reservations Manager.
- Through various tools (e.g. media, social events, gatherings with competition etc.), explore economical data, new developments in certain companies’ structures, new assignments, industrial complexes, new business centers, new projects which all could be of interest and benefit of the hotel and distribute this information to relevant staff.
- Keep close follow up on developments of the competitor hotels (occupancy, structural alterations, renovation, special campaigns, rate promotions, marketing efforts, theme events etc.). Also explore and compare corporate traffic amongst the competition.
- Propose ideas for promotional materials to be distributed during sales calls, international trade shows and for other promotional activities.
- Supervise (and handle when necessary) the group and individual reservation requests. Follow-up the progress of the booked business.
- Set up the corporate rates for local/international companies / travel trade accounts as well as other commercial accounts.
- Collaborate with all local and overseas customers, make personal calls to accounts and trace potential customers.
- Supervise the existence of an efficient customer database system (SFA), which will be capable of identifying to report sales calls and other sales activities and maintain a vigorous updating exercise in certain periods of time.
- Maintain a fair account distribution amongst the sales employees who will be responsible to manage (visit, handling complaints, update information and follow up) their own account group.
- Cascade all relevant key information to the Sales & Marketing team.
- Update customers with the latest development of the hotel and inform hotel management of all changes in the customer profile.
- Propose and coordinate the promotional activities undertaken by sales department and / or Food & Beverage.
- Supervise the coordination with the other department heads to ensure quality of guest / group satisfaction.
- Project and prepare the participation procedure for domestic or international trade shows, fairs, exhibitions, workshops, road-shows, sales blitzes etc. and participate in such professional business related events.
- Supervise the quotations of group and travel agency rates as well as international corporate rates offered for multinational companies (directly or through travel consortia’s). Make sure that the respective Kempinski Global Sales Offices are informed of such quotations.
- Additional responsibilities and tasks can be added at any time according to the needs of the business and of the hotel.
Job Requirements
- Ability to quickly adapt to a constantly changing market with a revenue positive effect
- Demonstrate the key leadership qualities as identified by the VP Sales
- Analytical approach to problem solving and demonstrated ability to “think outside of the box”
- Demonstrate creative and innovative approach to Sales & Marketing activities
- Negotiation skills and selling skills
- Revenue and target focus
- Discipline
- Knowledge of food and menu preparation, service and presentation as well as pricing and cost strategies
- Strong computer skills, including Microsoft Office, (Excel/PowerPoint/Word), scanning and digital equipment knowledge
- Micros Fidelio Opera and Sales & Catering
About Kempinski
Founded in Germany in 1897, Kempinski Hotels has long reflected the finest traditions of European hospitality. Today, as ever, Kempinski is synonymous with distinctive luxury.
Located in many of the world's most well-known cities and resorts, the Kempinski collection includes hotels in a grand manner, pace-setting modern establishments and older hotels of individual charm. All blend gracefully into their surroundings and offer luxurious accommodation, superb cuisine and unrivalled facilities - complemented by impeccable service.
For leisure and business guests alike, the name Kempinski has long been synonymous with style, mobility and efficiency. Put simply, they are the first choice for the discerning individual.
In addition to operating many of the finest city hotels in the world, Kempinski is a name that can now be found in many exciting resort locations, each combining local flair and ambience with the international standards of service and luxury that Kempinski guests have come to expect.
About Kempinski Hotel Xiongan
Dare to dream in Xiongan New Area, a sustainable city where innovative businesses turn ideas into reality. At its heart, Xiongan Kempinski Hotel & Residences introduces the art of hospitality to a neighbourhood where work and life find balance.
Make yourself at home in the 403 gorgeous guestrooms or plan a longer stay in one of the 121 upper-floor residences, which look out across the futuristic cityscape. Expansive spa and wellness facilities welcome travellers into a world of wellbeing, where busy minds and tired bodies find peace and calm.
Delve into China’s culinary heritage in our Chinese restaurant, where regional recipes come together in a marriage of flavours. Signature Kempinski touches abound in the Lobby Bar, beer hall and Kempinski Deli, while the state-of-the-art ballroom sets the scene for unforgettable celebrations and events.
With seamless connections to downtown Beijing and Daxing International Airport by high-speed rail and world-class shopping on the doorstep, Xiongan New Area is an oasis of opportunity.
About Corporate Offices
Founded in Germany in 1897, Kempinski Hotels has long reflected the finest traditions of European hospitality. Today, as ever, Kempinski is synonymous with distinctive luxury.
Located in many of the world's most well-known cities and resorts, the Kempinski collection includes hotels in a grand manner, pace-setting modern establishments and older hotels of individual charm. All blend gracefully into their surroundings and offer luxurious accommodation, superb cuisine and unrivalled facilities - complemented by impeccable service.
For leisure and business guests alike, the name Kempinski has long been synonymous with style, mobility and efficiency. Put simply, they are the first choice for the discerning individual.
In addition to operating many of the finest city hotels in the world, Kempinski is a name that can now be found in many exciting resort locations, each combining local flair and ambience with the international standards of service and luxury that Kempinski guests have come to expect.
Located in many of the world's most well-known cities and resorts, the Kempinski collection includes hotels in a grand manner, pace-setting modern establishments and older hotels of individual charm. All blend gracefully into their surroundings and offer luxurious accommodation, superb cuisine and unrivalled facilities - complemented by impeccable service.
For leisure and business guests alike, the name Kempinski has long been synonymous with style, mobility and efficiency. Put simply, they are the first choice for the discerning individual.
In addition to operating many of the finest city hotels in the world, Kempinski is a name that can now be found in many exciting resort locations, each combining local flair and ambience with the international standards of service and luxury that Kempinski guests have come to expect.
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