Job Summary
The Director of Sales is responsible for maximising both revenue and profit by planning and implementing sales and marketing strategies, both short and long term, targeted towards existing and new markets, by performing the following duties personally or through subordinates.
Essential Functions:
1. Develops and implements strategic sales plans and forecasts for all areas of the business (Rooms, F&B, Golf and Leisure) to achieve agreed objectives.
2. Develops and manages sales operating budgets and forecasts.
3. Plans and oversees advertising and promotional activities including print, online, electronic media, and direct mail, maintaining a consistent brand image.
4. Management of 3rd party suppliers offering marketing PR support and services.
5. In conjunction with the General Manager and Revenue Director, develops and recommends product positioning and pricing strategies to maximise revenue and profit.
6. Oversees and evaluates market research and adjusts sales strategy to meet changing market conditions and consumer trends and provides the lead at sales strategy meetings.
7. Prepares regular sales reports showing sales volume, potential sales, and areas of proposed sales and marketing activities.
8. Reviews and analyses sales performance against objectives to assess effectiveness and amends future direction where appropriate.
9. Monitors competitor products, sales and marketing activities.
10. Sources, establishes and maintains strong relationships with industry influencers and key strategic partners.
11. Oversees the RFP process.
12. Guides preparation of sales and marketing activity reports and presents to management.
13. Directs sales forecasting and sets performance goals accordingly.
14. Directs staffing, training, and performance evaluations to develop and control sales activities.
15. Represents the company at trade shows, client meetings and domestic and international sales visits to promote the hotel.
16. Meets with key clients and helps members of the Sales team with maintaining relationships, negotiating and closing deals.
17. Coordinates liaison between sales and other hotel departments.
18. Knowledge of Scottish, UK and international merits, including USA, Europe, Middle East and Asia
Competencies
1. Energetic, highly motivated, with an enquiring mind and a desire to drive excellence and innovation in pursuit of business growth and success.
2. Demonstrates a high level of business acumen and an understanding of how decisions impact the P&L account.
3. Detail-oriented with proven ability to assimilate, analyse and interpret complex data accurately and to strict timeframes.
4. Responsible, reliable and able to command a high level of credibility.
5. Experience of handling a fast-paced business operation and in critical decision making.
6. Possesses exceptional people management and coaching skills: is a strong team player with outstanding relationship building skills.
7. Adept at managing good working relationships with all parties.
8. Demonstrates exemplary levels of integrity, fairness and transparency.
9. Has a straightforward, articulate and persuasive communication style, able to influence across all levels.
10. IT literate, preferably with an understanding of Opera.
Supervisory Responsibility
This position manages all employees of the Sales and Meeting & Events Team and is responsible for the performance management and hiring of the employees within that department.
Work Environment
This role operates within a professional environment and includes significant and high-level customer and client facing responsibilities. The successful candidate will exemplify and portray the highest levels of professionalism.
Preferred Education and Experience
Degree qualification or equivalent.
Three years' comparable experience in a 4- or 5-star hotel with golf and leisure facilities.
Evidence of a strong track record of developing a hotel business and delivering to agreed targets.
Solid understanding of marketing principles and methods of implementation across on and offline channels.
Other Duties
This job description is not designed to cover or contain a comprehensive listing of the activities, duties or responsibilities that are required of the employee for this position. Duties, responsibilities, and activities may change at any time, with or without notice, at the reasonable request of management.