Are you ready to lead sales across three exceptional hotels in Northern Ireland, representing Slieve Donard, Portrush Adelphi, and Portrush Atlantic? From the scenic beauty of County Down to the stunning North Coast, this is a unique opportunity to shape the success of iconic properties and passionate hospitality teams.
This exciting and challenging role is central to the continued growth and performance of our hotels. As Director of Sales - Northern Ireland, you will drive strategic sales initiatives, cultivate key relationships, and lead with ambition and creativity.
If you're seeking a once-in-a-lifetime opportunity to play a pivotal role in a forward-thinking and people-focused hospitality group, we want to hear from you.
Position Statement:
As Director of Sales - Northern Ireland, you would be responsible for:
1. Leading and managing the Sales and Events department to its fullest potential, ensuring both current and future needs of the business are met. Work with the General Managers, 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.
2. Owning all accounts in your area of remit & actively maintaining relationships with key local customers. Setting and monitoring effective targets for sales & events team members, managing team performance quarterly, and providing coaching and training.
3. Targeting new business opportunities for each of the hotels.
4. Managing key internal and external stakeholders.
5. Creating and implementing effective planning aligned with the commercial strategy.
6. Managing negotiations and contracting through Delphi, Lanyon, Cvent, and RFP processes.
7. Supporting the team in converting key opportunities and networking with Sales Team & Global Accounts Managers to increase awareness of the hotels' needs and objectives, driving inbound business.
8. Monitoring team performance and coaching to achieve monthly targets.
9. Reviewing demand calendar and pricing, establishing actions to fill gaps in need periods.
10. Monitoring budgets and driving upsell products and services.
11. Negotiating food and beverage prices, function space, and hotel services within departmental guidelines.
12. Creating and implementing sales plans to increase occupancy, rates, volume, food and beverage, and banquet sales.
Position Summary:
Planning & Organising Activities 25%
1. Developing local account management networks to secure new business.
2. Supporting each hotel in developing account management plans to drive market share and production.
3. Ensuring measurement systems are in place to track targeted accounts and opportunities.
4. Identifying key accounts for retention and acquisition annually.
5. Ensuring sales & events teams have effective short and long-term plans and collaborate with other commercial functions.
6. Ensuring each hotel has a robust SWOT analysis.
7. Establishing processes for sales leads referral and monitoring results.
8. Validating sales & events revenue contributions.
9. Participating in sales initiatives like workshops, roadshows, trade missions, and tradeshows.
10. Attending sales appointments for guidance and coaching.
11. Researching market intelligence, evaluating trends, and making strategic decisions.
12. Considering local demand calendars in account agreements.
13. Monitoring team support in menu planning, event coordination, and client services.
Directing Activities 25%
1. Building relationships with internal and external stakeholders.
2. Maintaining relationships with key clients in source markets.
3. Participating in hotel meetings and representing the hotels professionally.
4. Evaluating sales resources and ensuring strategic alignment.
5. Implementing sales incentive plans.
6. Driving rate negotiations and contracts per strategy.
7. Overseeing telesales and group activities.
8. Ensuring all bookings and activities are recorded in Delphi.
People Activities 25%
1. Establishing processes for recruitment, induction, training, and development.
2. Creating succession plans for sales & events roles.
3. Coaching and mentoring, participating in sales calls and reviews.
4. Planning development and progression for team members.
5. Ensuring sales team training and clear objectives.
6. Regular performance reviews, recognition, and addressing issues supportively.
7. Providing skills and product training for team members.
Controlling Activities 25%
1. Seeking new business sources.
2. Monitoring sales incentive programs.
3. Analyzing account production and inputting rate strategies.
4. Validating sales schedules and ensuring tools are active and used.
5. Ensuring communication and system updates.
6. Entering bookings in Delphi and Opera.
7. Reviewing demand calendar and pricing strategies weekly.
8. Supporting event team to convert opportunities.
What we are looking for:
* Hotel sales management experience
* Excellent communication and presentation skills
* Ability to work effectively with stakeholders
* Knowledge of market segments and sales revenues
* Experience with strategies and targets
* Strong customer relationship and negotiation skills
* Knowledge of revenue management, profitability, RFP, and systems
* Organizational, decision-making, and problem-solving skills
* Financial management and commercial acumen
* Ability to develop and implement sales strategies
Equal Opportunities
We are committed to inclusive recruitment practices and value diversity in our team.
Right to Work
Applicants must have the legal right to work in the UK, with documentation required at interview.
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