Marine and Lawn Hotels are seeking an experienced Director of Sales to cover Scotland.
Marine & Lawn Hotels & Resorts is a collection of bespoke hotels in the world’s most distinguished golfing destinations.
The Role
As a Director of Sales for Scotland, you will lead and manage the Sales and Events Team at each location to its fullest potential, ensuring both the current and future needs of the business are met. You will work with the General Managers, the Revenue team, and the Regional Director of Sales for Europe to continuously align and devise sales strategies and activities to retain and grow the business and maximise revenue in all sales segments.
Duties and Responsibilities
* To lead and manage the Sales and Events department across the Scottish Marine & Lawn properties to its fullest potential ensuring both current and future needs of the business are met. Work with the General Manager, Revenue and RDOS to continuously align and devise sales strategies and activities to retain and grow the business and maximize revenue in all sales segments.
* To manage key internal and external stakeholders.
* Monitor team’s performance and coach the team to achieve our monthly targets.
* Reviews demand calendar and pricing and establish actions to fill the gaps in need periods.
* Monitor budget and drive upsell products and services.
* Negotiate food and beverage prices, function space, and hotel services within approved departmental booking guidelines.
* Create and implement sales action plans that drive measurable incremental occupancy, increase average rates, increase volume, food and beverage and banquet sales.
* To own key accounts in their area of remit & to actively maintain relationships with those key local customers. To set and monitor effective targets for sales & events team members and manage team performance on a quarterly basis and provide adequate coaching and training.
* To target new business opportunities for the hotel.
* To manage negotiations and contracting through Delphi, Lanyon, Cvent and RFP processes.
* To play an active part in supporting the team to convert key opportunities as and when required. To play an active part in networking with the M&L and Graduate Sales Team & Global Accounts Managers to increase awareness for the hotel needs and objectives and drive inbound business.
What Are We Looking For From You
* Hotel sales management experience – minimum 3 years
* Excellent communication and presentation skills
* Ability to work across all key stakeholders effectively
* Knowledge of all market segments and total sales revenues
* Experience of delivering strategies and working with targets
* Strong customer relationship management skills and ability to negotiate
* Knowledge of revenue management and account profitability, RFP and systems
* Strong organisational skills, effective decision making skills and problem solving skills
* Financial management skills and commercial knowledge delivering budgeted figures
* Ability to support, develop and implement successful sales strategies
* Knowledge of the Scottish Market- preferable
* Knowledge of Delphi, Opera & or HMS- desirable
The Perks
* Bonus scheme
* Enrolment in pension from Day 1 for all eligible team members
* Meal on each shift in a dedicated team member restaurant
* Access to everyday discounts from high street retailers
* Discounted hotel room rates for you and your family (T&C apply)
* Refer a Friend Scheme – just by putting a good word in for a friend you could earn some extra cash
* Access to participating in healthcare plans and insurance plans – just in case
* Positive team working environment
Equal Opportunities
We are committed to recruitment practices that do not discriminate against any job applicant because of age, disability, gender reassignment, race, religion or belief, sex, sexual orientation, marriage and civil partnership and pregnancy and maternity. We value diverse cultures, ideas, and people as part of our core DNA.
Right to Work
In line with the Asylum and Immigration Act 1996, we do require all applicants to have the eligibility to live and work in the United Kingdom. Documentation will be required at interview stage.
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