Scope and General Purpose of Job :
Director primary focus is to increase sales revenues and maintain customer relationships within an assigned geographical area and to support Key Account Director.
Responsible for :
Supporting specific territory GSOs within assigned markets, to develop and drive incremental revenue opportunities from existing and acquisition accounts / customers by building territory / country strategic plans.
Effectively utilising the Centara Hotels and Resorts network to promote and foster deeper penetration of business opportunities from defined territories.
Essential Duties and Responsibilities
Maintaining customer relationships as assigned
Setting and meeting sales targets to increase revenue as assigned
Finding opportunities to ensure efficiency of sales operations
Drive Revenue responsibility for achieving assigned segment budgeted revenue streams from specified market(s)
Financial Acumen Reporting, Analytics, Pricing, Market Intelligence while maximizing profitability, forecasting and revenue management strategies.
Advocates for sound financial business decisions while demonstrating honesty and integrity
Management of Global Account(s) in cooperation with Key Account Director and Centara Head Office
To assist in managing all the hotel sales brand contacts, to enforce and maintain the hotel’s brand positioning and concept, agreed upon in the hotel’s Annual Business Plan
To prepare, utilise and update an Annual Sales Plan, broken down as necessary by division and / or department, (Business Plan(s))
To contribute to the formulation of sales strategies, tactics and action implementations, complying with the S.M.A.R.T.
Selling approach, in order to create a strong and disciplined sales and to achieve personal sales goals
To implement the strategic sales process, maximising the available sales data including hotel Competitive Intelligence in order to make sound decisions
To constantly monitor and evaluate international market trends, and the competitor hotels’ sales initiatives, in order to make sure the hotel’s marketing and sales remain competitive and cutting edge
To manage all assigned key sales accounts, to evaluate performance on a regular basis from reports prepared by Revenue Manager Strategy / Marketing Analyst, and to develop strategies for pricing, inventory, and sales resource allocation
To conduct competitive surveys on a regular basis in relation to pricing, product and industry updates
Devise effective territory sales and marketing strategies
Analyse data to find the most efficient sales methods
Regularly connect with customers to address concerns and provide solutions
Regularly discover sales opportunities through consumer research, engagement and utilising GSOs market specialists
Developing and monitoring source market language material, in language, image and video contents.
Present products and services to prospective customers
Participate in industry or promotional events (e.g. trade shows) to cultivate customer relationships
Conduct online and offline training in sales techniques and company product attributes
Follow and adhere to KPI guidelines
Monitor competition within assigned region
Maintain relationship with Corporate company in both source destination and CHR destination, Government and Embassy, Chamber of Commerce and Expat society in Centara destinations
Developing media opportunities, actively building brand awareness via social media, KOL and trade media
Participate in road show’ activities and ensure the brand image, standard and sales expectation is aligned
Support in the preparation and submit reports to Executive Vice President of Commercial as scoped
BSc / BA in Business, Marketing or a related field
Proven experience within assigned territory with a minimum of four (4) years related experience
Proven track record of increasing sales and revenue; field sales experience is preferred
Ability to develop sales strategies and use performance KPIs
Proficient in MS Office; familiarity with PMS, Booking Engine and Channel Manager operation is a plus
Excellent communication skills with native command in English
Organizational and leadership ability