Sales Director - NH Collection Madrid Eurobuilding
In conjunction with the GM of the hotel, BUSE Director of Sales and Regional Sales Manager plans, directs and manages the implementation of the hotel’s sales strategy to ensure that the hotel’s facilities and services are sold according to agreed budgeted guidelines. Directs and supervises the day-to-day activities of the property sales, events, and reservations resources, ensuring that the activities of all team members are aligned with hotel strategy. Working with the Market Analyst, continuously monitors the comp set activity and in agreement with the DOS BUSE Spain, implements any agreed changes to the hotel’s sales and marketing strategy. This position is responsible for the development of new business within the Transient, Group, and Events segments as well as maintenance of existing accounts to ensure maximum delivery.
Responsibilities:
1. Develops the sales strategy for the hotel, plans and manages its implementation, and communicates this strategy to the sales team and Global Sales Teams.
2. Manages the Proactive Sales, Contracting, and Events teams to ensure the efficient day-to-day operation of the Sales Department.
3. Provides direction and support to the Events & Contracting Manager, ensuring that all revenue and profitability targets are achieved, in line with the European core standards.
4. Conducts six monthly performance appraisals for all direct reports, ensuring that pre-agreed objectives are achieved and identifies appropriate development actions.
5. Working in conjunction with General Managers and BUSE Sales Director, sets annual revenue targets for all direct sales people, ensuring clarity on their revenue targets and planned strategies to achieve their goals.
6. Manages the completion of all corporate accounts solicitations ensuring they are completed accurately and in line with budgeted guidelines.
7. Ensures accurate follow-up and communication both internally and confirmation to clients. Ensures property rate sheets are accurate at all times.
8. Proactively manages a pre-determined number of key accounts/key prospects and other active accounts to ensure maximum yield in line with budgetary objectives.
Supportive Functions:
1. Proactively prospects new accounts for the Hotel properties worldwide and follows the sales process through to conversion into ‘producing’ accounts.
2. This person must understand and be in a position to action any group and events enquiries and ensure accurate handover and follow-up to Events Teams.
3. Plans and attends any trade fairs as a representative of NH Collection Madrid Eurobuilding, ensuring that the quality image of the organisation is portrayed.
4. Takes responsibility for understanding the Marketing plan of the Hotel and the required budgetary guidelines.
5. Responsible for the compilation and execution of quarterly sales action plans.
6. Arranges and manages familiarisation trips and educationals in line with business needs.
7. Takes responsibility for developing the Advisory Board, reassessing its role and structure regularly.
8. Proofreads marketing/advertising material as required.
9. Actions or distributes any enquiries or correspondence.
Specific Job Knowledge, Skills, and Abilities:
1. Must be proficient in writing, speaking, and negotiating in the local language, English, and at least one additional language.
2. Must pass the Sales Select Test.
3. Courteous & efficient telephone manner.
4. Excellent organisational/administrative skills with office management experience.
5. Ability to prioritise tasks & manage workload using own initiative.
6. Ability to multi-task & work under pressure with limited resources.
7. Ability to appreciate “the big picture” while having a talent for detail.
8. Strong writing skills with excellent spelling & grammar.
9. Excellent computer skills - sound knowledge of word processing, spreadsheet, database, presentation & DTP software packages.
10. Previous experience in hotel, travel & tourism, service sector preferred.
11. Ability to inspire confidence & gain credibility with senior management.
12. Ability to maintain complete confidentiality at all times.
13. High degree of personal loyalty & integrity.
14. Team player – with a sense of humour even in the face of adversity!
15. Availability to travel regularly.
Qualification Standards:
1. Education: Bachelor degree required, additional education in sales and marketing fields preferred.
2. Experience: At least 2 years of experience as Director of Sales. Further experience in a supervisory position preferred.
Grooming: All employees must maintain a neat, clean and well-groomed appearance per NH Hotel Group standards.
Minor Hotels Europe & Americas is committed to the principle of equal opportunities and non-discrimination in the management of its selection processes.
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