Director of Sales

• Seek and development of new potential accounts through: direct enquiries, sales leads

(local and overseas), sales blitz follow-up, telemarketing exercise.

• Ensure appropriate efforts are expanded by Sales Managers on the solicitation and

development of active accounts, prospect accounts, suspect accounts, and lost accounts.

• To assist formulate and develop the annual room revenue, room night goals and

business plan.

• Analyses market changes and under the DOSM, implements programmes within the

sales department to meet these changes.

• Responsible for establishing a complete hotel account database for all key market

segments in all key market areas, work closely with the Sales team and Events team to ensure that such database is constantly updated and accurately maintained.

• To assist in establishing and implement rate strategies for all market segments.
• Coordinate customer requirements with other departments to achieve maximum guest

satisfaction and profitability for the hotel.

• Attend all major functions hosted by the hotel to promote sales for the hotel.
• To assist and support Sales Managers in all aspect of negotiation and closing of major

accounts and business of the hotel.

• To constantly monitor the progress and development of individual personnel and to

discuss with the person concerned and provide feedback to Director of Sales and Marketing and implement action plans for improvement.

• Analyze marketing changes and implement programme with the Sales department to

meet these changes, i.e. changes of FIT business, inflation of foreign currencies.

• To meet and engage with all influential clients and ensure there is a follow-up all

discussed details.

• To conduct on-site inspections for potential clients with Sales Manager.
• Participate in familiarization visits and entertainment as and when required.
• To plan and participate in Sales blitz.
• To plan and attend trace shows as when required.
• Monitor sales activities of competitors and prepares appropriate strategies for review with

General Manager (GM).

• Conduct wholesale negotiations and finalize contracts with tour operators and agents in

coordination with the Sales Manager – Travel Industry.

• Pay regular visit to major key supporter of the hotel with Sales Manager.
• To supply any competitor’s activity information and current market trends to GM.
• Implement all sales action plans in the business plan.
• Responsible for the department revenue and expense budget.
• Recommend to DOSM direct mail or e-mail marketing to reach specific markets.
• To coordinate effectively with, and to provide assistance to Director of Events (DOE) and

Events Managers to ensure proper execution of all events and meetings group.

• To main a portfolio of hotel’s top accounts and ensure that maximum room nights are

achieved and implement action plan for such clients.

• To establish a room night goals for the Department and to conduct monthly review with all

Sales Managers concerned to determine course of action in order to achieve maximum results.

• Keep track of all Sales Manager’s performances and sales solicitation activities.
• To ensure company’s vision, mission and department’s standard service tasks are adhered to.

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