Responsibilities
- Achievement of Budgeted Revenue Goals. Oversee the achievement of revenue targets for hotels within the portfolio in Middle East and Africa.
- GSO/GSA Management. Create and maintain an effective network of remote global sales agents to drive business to MHG-operated properties.
- New Openings. Work with the GM to appoint the correct commercial professionals for each project. Oversee the commercial work stream of the preopening through the Regional functional Directors. Identify and resolve all issues related to business mix and other sales issues.
- Annual Budgeting. Work with property GM, DOSM and Revenue Managers to ensure proper pricing, appropriate market segment mix and implementation of sales strategy. Work with the hotels to assist in setting the budgets for rooms revenue.
- Key Account Management. Ensure that each sales team fully understands the relative importance and priority of its current account base and manages segments and prioritizes its efforts accordingly.
- Ensure that each sales team is focused on assertively establishing new client contacts and developing detailed information on the potential revenues from these accounts.
- Relationship Management. Build long-term, value-based customer relationships with travel agents, wholesalers and other key industry contacts. Work closely with Marketing, PR and Operational leadership colleagues to successfully position the portfolio in the marketplace.
- Work with the GMs to ensure that each property has the correct sales leadership and structure in place to effectively capture all revenue generating opportunities for that property.
- Ensure that all Sales professionals have the appropriate skills to successfully do their job.
- Trade Shows and Sales Trips. Define and oversee the implementation plans for all coordinated sales efforts affecting multiple properties, particularly in relation to the key sales events of the year. Ensure maximum value for money from the investment.
- Must ensure that all brand standards and values are maintained at all times, by all stakeholders.
- Ensure effective use of revenue management systems/methods to maximize revenue opportunities and achieving RevPar targets.
- Ensure synergy in the use of hotel operating systems, technology and sales practices and the sharing of best practices.
- Develops and facilitates productive and interactive relationships between sales and marketing, public relations, distribution marketing and channel management in the hotels.
- Oversee Global Sales network in conjunction with the assigned Director of Global Sales to provide sales and marketing services to all MHG within the assigned sales territory.
- Supports and executes project works as assigned by SVP Operations, particularly on re-brand, hotel refurbishment and new openings of hotels in assigned territory.
- Manages the effectiveness of the sales team through the utilization of their individual strengths and abilities and by supporting their ongoing development and career goals.
- Develops individual plan for identified future leadership / successors.
Requirements
- International strategic commercial experience of 5+ years
- Experience in Marketing of Hotels and Brands at an international and regional level
- Experience with multi-brand entity
- Revenue Management experience in REVPAR and TREVPAR and analytical abilities
- Ability to analyse, interpret and extract trends from data
- Ability to manage multiple tasks
- Ability to deliver presentations with impact
- Time management skills for delivery
- Ability to communicate effectively and professionally using written and spoken English
- Ability to establish goals and objectives and sets performance targets
- Ability to negotiate to achieve a desired outcome
- Ability to plan and prioritise work in order to achieve targets and deadlines
- Ability to support and supervise other members of the department to achieve business results
- Ability to anticipate and exceed the needs of customers and colleagues
- Ability to use own initiative and good judgement to solve problems in a calm and efficient way
- Ability to work with others to achieve common goals
- Ability to conduct business honestly and fairly
- Ability to keep sensitive information confidential
- Ability to prioritise workload effectively and be organised and structured at work
- Ability to manage time and pay attention to detail
- Ability to work without close supervision
- Ability to display a positive attitude, even under pressure
- Ability to personally check work to ensure its accuracy
- Ability to meet and exceed all performance standards
- Ability to develop own professional skills and abilities
- Ability to perform job tasks in line with established policies and procedures
Nice to Have
- Geographical/international experience
- Pre-Opening experience
- Member of a Marketing Professional Institute/Association
- Has experience participating in an industry task force
- Appreciation of hotel and distribution systems and booking source mix
- Demonstrate an affinity with technology
Additional Information
- They have a proven ability to communicate effectively and professionally using written and spoken English
- They are highly financially literate, and proficient in business financials
