DIRECTOR OF SALES AND MARKETING
Job Purpose
The Director of Sales and Marketing supports the General Manager in creating and developing a work environment where each department is driven by Financial Objectives focused in establishing an aggressive Sales Culture, as strong Customer Service, astute practice of Expense Management, resulting to Financial Success while ensuring Leadership by example
Task List
- Responsible for the achievement of the over-all GOR of the Hotel and/or Club and drives the achievement of revenue derived from all the revenue centers
- Together with the F&B Manager and the other relevant Department Heads, conceptualizes and develops appropriate sales strategies and promotions for the F&B Outlets and banquet (MICE and Socials) to ensure that revenue targets set for the year are achieved.
- Regularly attends the Hotel and/or Club revenue meeting and recommends key tactical action plans to address need periods for the next 3 months and year-end. Also recommends action plans to ensure that the high demand dates are optimized.
- Supports the achievement of KRAs of the following departments at the Hotel; Reservations, Sales, Events Sales, Events Management, Marketing Communications and the MICE revenue targets of the National Sales Office
- In coordination with SMHCC’s VP Sales, ensures that property is well represented in relevant online booking channels i.e, Agoda, Booking.com, Expedia, Citrip, etc and continues to explore new channels for online partnership
- Sets progressive goals for the mystery shopping calls and ensures that this is achieved / exceeded.
- Implements incentive programs that will drive the hotels average rates, call conversion at the same time recognizing top achievers.
- Monitors the daily pick-up trend of rooms and immediately addresses foreseen shortfalls within the next 30 days
- Manages the Events Teams (Socials MICE, Group Tours, Weddings & Socials with Room component) to ensure that processes and standards are kept in the fulfillment of the services for the groups and banquets business
- Together with the F&B head, sets a target score foe the banquet critique over-all service. Monitors all banquet critique scores and addresses all shortfalls ins service
- Ensures that all Banquet leads(Socials) are converted into a confirmed booking. Sets a target conversion and endures this is met/achieved.
- Together with the Cluster Director for Marketing & Communications, develops an annual communications plan specifically for Rooms, FB and Banquets, which form part of the annual business plan
- Ensures that all printed promotional materials to be used by the NSO and Event Sales are well executed and properly stocked
- Ensures that all communication materials are sent out in a timely manner and that all protocols are adhered to
- as it is updated to ensure that all are aware about the revenue strategies for the year.
- Ensures timely implementation of strategies and actions defied in the plan. Regularly reviews relevancy and updated the plan accordingly
- Conceptualizes, develops, and implements the sales strategies and promotions applicable to each room and banquet segments. Assists with the development of the same for he F&B outlets and other revenue streams
- Adopt the SMHCC Corporate Policies and Procedure o the property and develop customized property manual incorporating all departments under his/her area of responsibility
- Contributes to the writing of the monthly Flash Comments and actively participates in the monthly review of the Flash Reports
