Assistant Director of Sales
The Assistant Director of Sales is responsible for executing the agreed sales strategy for all segments and channels to maximize revenue and ADR performance from the South East Asia Market into the resort. In addition, the ADOS will also be responsible for the sales, planning and quoting efforts related to the ‘Muraka Undersea Residence’ globally and will be the single point contact (SPC) to potential clients and to close leads for the hotel wıth the support of the GM and the Commercial Director.
The ADOS position is in direct and close working relationship with the Commercial Director, Revenue Manager (RMCC), the Marcom Director and the General Manager in order to achieve the Resorts’ revenue goals and market positioning.
The ADOS provides support and essential SEA market information to the above team for strategic planning, sales strategy and overall business goals relating to Sales & Marketing issues of the brand and the Resort.
The time allocated to the South East Asia sales efforts and Muraka support will be split as required.
What will I be doing?
- The primary responsibility is to drive performance into the island from SEA markets and to ensure market share and Share Of Wallet performance from the SEA markets for significant REVPAR growth and deliver market leading position.
- The secondary responsibility and of equal importance is to identify potential accounts and nurture existing accounts and drive sales from luxury markets and potential customers to the Muraka.
- To maintain the highest guest service focus by approaching your job with the guests always first in mind and being proactive in a timely manner anticipating the customer’s needs and requests.
- To be flexible, responding quickly and positively to changing requirements including the performance of any tasks requested of you.
- To maintain high Team focus & transparency by showing co-operation and support to colleagues in the pursuit of team goals.
- To actively promote the services and facilities of the Conrad Maldives Rangali Island and its brands to guests, Wholesalers/Tour Operators/Travel Agents/Luxury Concierges/Premium Loyalty Clubs/Celebrity Agencies and supplliers of The Muraka.
- To perform all duties and responsibilities in a manner that ensures your safety and that of others in your workplace.
- To fully embrace the values of Hilton Worldwide and Conrad Hotels and Resorts.
- To take direction from and carry out any requests by the Commercial Director & General Manager in conjunction with work.
- Protects and guards corporate standards, brand integrity and Resort image.
Job responsibilities:
Quality
- Responsible for managing sales activities and initiatives in order to maximize revenue from designated markets and to convert potential leads/accounts
- Account management responsibilities include weekly updates of the sales account planner with relevant account information, weekly update of latest performance vs sales targets, challenges, opportunities and giving essential information of feeder markets based on current performance & Business On the Book vs Targets & Last Year’s Performance.
- Provide weekly reporting back to the hotel to include the past weeks sales activity, its client feedback, follow up on sales actions and the following week proactivity targets.
- Provides professional, advisory and executive support to the Commercial Director, MARCOM Director and General Manager in achieving set strategic goals and giving essential market information to verify, assess and re-evaluate curent sales strategy
- Become Subject Matter Expert on SEA market and customers and is in tune with competitive environment and overall production from SEA.
- Participates in the development and implementation of sales trips and sales activity plans to represent the resort and specifically The Muraka.
- Establish and maintain relationships with various Hilton Worldwide Sales teams and ask them for support if ın converting a business lead if necessary
- Active involvement in the preparation and development of annual revenue targets based on SEA market and The Muraka clients.
- Assists in the development and implementation of the hotels’ Sales and Marketing Business Plans and budgets.
- Conducts market research on arrival statistics, competitors’ performance, luxury travel trends and new supplies.
- Abides by both the hotel and Hilton policies and procedures.
- Works directly with the Commerical Director and RMCC in the coordination of promotions and special offers for the region.
THE MURAKA - specific responsibilities
- Responsible to handle the entire booking process for the Muraka, which includes but not limited to setting and negotiating the Muraka stay in corporation with the Commercial Director, General Manager, Regional Director of Revenue and Regional Director of Sales, establishing a highly personalised, tailor-made and detailed guest/agent quotation on approved templates and upon confirmation of the business lead hands over the entire reservation file details to the Muraka Butler and Hotel Manager.
Customer
- Manages and trains to major wholesale, tour operator and retail travel agency accounts in the SEA region and establishes and maintains strong relationship with accounts and concierges which manage Ultra High Network worth & High Net Worth customers.
- Manages guest relations, client services including guest/client needs, product and service knowledge, sales effectiveness, communication and customer’s feedback.
- Coordinates with all Sales & Marketing department within the company to maximize sales opportunities.
- Represents and promotes the hotel to all sectors in the community in the SEA region.
- Participates in Hilton initiated sales and marketing events.
- Conducts sales promotional trips to target markets approved by the Commercial Director and the General Manager.
- Maintains good rapport and communication in the market place.
- Initiates and coordinates plans for site inspections and familiarizations for visiting wholesale, tour operators, and retail travel agency accounts for SEA and ultra luxury accounts for the Muraka.
Profit
- Active involvement in pricing strategies and setting sales targets for the hotel.
- Manages sales expenses and budget for the SEA region and in relation to Muraka Sales.
- Prepares monthly outlook/forecast for related expenses and sending it to Commercial Director and General Manager for approval
- Monitors account activities and makes adjustments when necessary.
- Maintain confidentiality of accounts and contracting details, ensures a mature/responsible approach is taken to protect all data within the sales and marketing office.
- Assist the accounting department with any pending credit issues (such as late payments) and ensure correct follow up is completed and solutions established.
People
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- Demonstrates compliance with legislated health and safety requirements in the work place.
- Maintain complete familiarity with safety, current first aid and fire emergency procedure.
- Abide by the Hilton Team Member Handbook.
- Abide by office, hotel and Hilton policies and procedures.
Education
· Tertiary education preferable.
Language
· Excellent command of written and spoken English is essential.
Experience
· Minimum 5 years experience in a similar capacity with international hotels and resorts.
· Past sales experience managing leisure wholesale business for resort destination and hotels.
Competencies
· Knowledge in e-commerce, B2B and B2C business philosophies.
· Strong communication skills.
· Ability to work independently and under pressure.
· Knowledge of market trends and behavior including political, economic, environmental and social issues.
· The ability to lead its own markets and envision possibilities. The willingness to take risks, assume responsibility, and follow through until completion.
· Excellent computer skills in all Microsoft Office products to enable professional completion of reports and presentations.
· Pro-active commercial leadership in the ADOS designated markets
· Excellent/mature commercial judgement & negotiation skills
· Ability of Customer Focus to proactively sense and take action on customer needs and opportunities. The willingness to exceed customer expectations.
· The ability to collaborate interdependently with others, within or across groups, functions, brands, and geographies to improve effectiveness. The willingness to put interests of enterprise above own and seek win-win solutions.
· The ability to deliver results/solutions, keep the focus on driving customer value and of being willing to assume personal ownership and accountability.
· Ability to lead, to provide guidance and to develop team members.
Grooming
· To maintain a high standard of personal appearance at all times by adhering to the Conrad Maldives Rangali Island Grooming Standards and the luxury brand’s Standard.
