Director of Sales & Marketing 市场销售总监

PURPOSE OF POSITION
Has overall responsibility for providing leadership and management for the Sales & Marketing function (rooms and catering sales, marketing – hotel’s positioning in the market, public relations / communications and revenue management) and be accountable for the hotel’s performance – i.e., rooms revenue & profitability, competitive revpar index and employee engagement.
KEY ROLES & RESPONSIBILITIES
· Prepares the Annual Marketing Plan and Room Revenue Budgets.
· Participates in Trade Shows and promotional events to develop new markets by identifying prospective customers.
· Drives the hotels’ sales and revenue per available room
· Participates in overseas Sales Missions both jointly and / or organized by Raffles brand office in accordance with identified market needs
· Controls and monitors the Sales & Marketing Budget including expenses
· Provides ongoing direction and implements training programs for staff in the areas of:
- Tour & Travel Section
- Meetings & Groups
- Catering Sales Department
- Local & Worldwide Corporate Agreements
- Travel Agency Contracts
- Reservations Department
· Attend EXCO meetings and relays relevant information to Department members
· Implements PR & advertising campaigns and participates in joint advertising with Raffles brand office
· Produces and controls all sales literature, including brochures, flyers, poster, promotional letters and giveaways
· Responsible for gaining exposure and inclusion in companies’ worldwide programs (RFP & consortia programs) on preferred rate structure, directly and/or jointly with Raffles brand office / Accor shared services marketing
· Conducts Sales meeting with all Sales & Marketing staff
· Prepares monthly and periodic reports for General Manager as directed
· Issues and signs Tour & Travel / Corporate Rate contracts and Meeting GDS / RFP contract preparation / negotiation / contracting
· Reviews and monitors company accounts room night production report based on account and individual sales managers’ productivity to ensure sales objectives as related to revenue monthly budgets are achieved
· Monitors weekly sales activities to ensure individual sales calls objectives are achieved
· Supervises and monitors reservation department to ensure optimal inventory management based on yield
· Monitors daily reservations pick-up patterns to maximize occupancy and revenue increase yields
· Conducts weekly 3-month forecast meeting with Revenue Manager
· Manages all key account yearly contracting processing based on rate negotiation (to support increasing rates on a year-round basis) – negotiates with decision makers/confirm with GM or Raffles’ VP of Sales & Marketing – based on volume (hotel’s top productive accounts)
· Liaises with Front Office, Banqueting, F&B and Finance re: all Hotel Sales Activities
· Liaises and directly monitors the Public Relation Department with regard to advertising, editorial and Press Releases requirements
PERSONAL ATTRIBUTES
· Analytical and solid business acumen with good understanding of luxury hotel operations
· Ability to work independently
· Demonstrate leadership qualities to build strong employee engagement
· Strong interpersonal skills and attention to detail
· Good communicator with fluency in English. Ability to communicate in a local language where the hotel operates (e.g. French, Mandarin, Arabic, etc) is desirable
· Proven organizational skills, able to set and meet deadlines as well as follow-through
· Good understanding of budgeting, forecasting, and expenses control
· Executive presence – self assured exuding quiet confidence and humility
QUALIFICATIONS
· Bachelor’s degree with specialization in marketing from a reputable university
EXPERIENCE
· Minimum 8 years’ experience in managing Sales and Marketing function in a luxury hotel gained from working in key cities / resorts destinations globally.