About the job

Our heart, head and hands play a part in everything we do. By caring about the art of hospitality and perfecting every detail, we work together to uplift the lives of others. There is nothing quite like the satisfaction of providing an unrivalled service that is greatly admired.

The Director of Sales and Marketing is responsible for the daily sales efforts and is responsible for the overall positioning of the hotel, brand communication and the development of customers for the property including, Rooms, Dining Outlets, and Events. In addition, they are responsible for rental revenue, yield strategies, implementation, market performance and meeting budget, forecast, and optimal business mix targets. Strategies will include pricing, status, direct sales, market mix, marketing, and public relations. Candidates must have a dynamic leadership style, possessing excellent communication and decision-making skills and an astute business acumen.

The Director of Sales & Marketing works to build effective partnerships with like-minded and luxury brands to build and grow the business both in terms of revenue and positioning. They establish and maintain good business relations with key corporate clients, e.g., airlines, DMC’s, OTA’s, travel agencies, tourist offices, etc.)

DUTIES & RESPONSIBILITIES:

• Sets overall Sales & Marketing strategies, incorporating these into Budgets.
• Prepares the annual Sales & Marketing Budget and adhere to it during the year submitting forecasts to the Director of Finance monthly.
• Analyze forecasted performance and take corrective actions when necessary.
• Set and monitor targets and objectives for the team and individuals.
• Co-ordinate all sub-departments, so that they all work towards aligned goals.
• Observe the market, identify trends and monitor the main competitors.
• Identify opportunities for new revenue streams and/or maximizing existing revenue streams.
• Identify the future business needs and make appropriate business decisions in terms of marketing and sales with the team’s input.
• Work closely with the senior leadership team e.g. GM, Director of Revenue and Director of Finance to ensure the vision for the hotel in terms of revenue and positioning is achieved.
• Approve any Sales & Marketing expenditure.
• Build highly effective teams through effective communication, motivation and training.
• Conduct performance appraisals of direct reports and sub-department Heads.
• Monitor the holiday planning of the sub-departments.
• Support and give guidance to the Director of Revenue when necessary, on pricing decisions and comp set practices.
• Develop or introduce new procedures to increase the productivity of the department.
• Database management – continue to grow the Hotel’s database via third parties and partnerships etc.
• Review, monitor, and discuss the 90-day action plan for all sub-departments.
• Prepare/review End of Month reports.
• Chair weekly Sales & Marketing Meeting.
• Attend, amongst others, the following meetings:
• Monthly HOD Meeting
• Monthly Debtors Meeting
• Monthly P&L Meeting
• Weekly Revenue Strategy Meeting
• Weekly Senior Managers’ Meeting
• Weekly Prospect Meeting
• Daily Rate Strategy Meeting
• Daily HOD briefing

SALES

• Develop a Sales strategy for every segment and communicate with all team members.
• Support the Sales Managers in closing sales by actively participating in the process.
• Ensure the Sales Team has appropriate tools (information and technology).
• Constantly monitor results, feedback and identify areas for improvement with the Sales Team.
• Monitor the execution of key account development plans, reviewing these regularly with the Sales Team.
• Attend any fairs – participate with any sales trips if/when applicable.
• Develop a Sales Trip plan with the Direct0r of Sales.
• Regularly contact all RSOs – to identify any sales and/or marketing opportunities.
• Monitor RSO production.
• Monitor input standards in systems e.g. Opera, S&C
• Organize in-house sales events.
• Monitor the corporate account rate negotiations.

MARKETING

• Communicate with HODs to establish their marketing needs.
• Develop a Marketing Action Plan for each market segment and revenue stream.
• Review and monitor the execution of a Marketing Action Plan.
• Review all marketing collateral before it is submitted for final approval to Corporate Office/GM.
• Ensure all hard-copy and online collateral is up to date.
• Create partnerships with relevant events and companies.
• Stimulate a constant stream of new ideas within the team.
• Ensure advertisements are in keeping with the look and feel of the style of the Hotel.
• Select preferred agencies/photographers to work with and negotiate prices.

PR

• Develop a PR strategy for the year.
• Stimulate a constant stream of new ideas for PR stories.
• Capitalize on key initiatives to build media coverage.
• Maintain relationships with Corporate PR Department and the appointed PR companies.
• Organize key press trips through PR Department, Local Tourism authorities or others.
• Entertain journalists in house.

RESERVATIONS

• Monitor adherence to selling strategy.
• Adjust selling scripts if and when necessary to stimulate (up)selling.

CONFERENCE AND EVENTS

• Set the appropriate selling strategy together with the team.
• Monitor enquiry conversion rates and take actions if necessary.
• Monitor mystery shop results and take corrective actions, if necessary,

REVENUE

• Monitor the rooms selling strategy and improve it if necessary in liaison with the Director of Revenue.
• Identify learning points from past performance and set strategy to prevent re-occurrence.
• Monitor the selling strategies of competitors to take appropriate actions to maximize revenues.
• Identify as early as possible highs and lows in availability, incorporating these into selling strategies.
• Increase revenue generation from the digital arena through effective GDS, SEO, DRM etc. campaigns.
• Create a calendar of hotel and corporate promotions.

REQUIREMENTS:

• 3-5 years in a similar position in a similar sized and star rated hotel.
• Experience in managing multiple departments/teams.
• Approx. 30-40% Travel to US and Europe
• Full Clean Driving License
• Strategic thinker
• Creative ‘big picture’ thinker – seeking out new opportunities to increase revenue.
• Comfortable with ambiguity and change.
• Focuses on relationship building – interested in people and their development.
• Motivator – engaging and inspiring the team.
• Empathy – able to understand and relate to different characters and situations.
• Effective team player in terms of disposition, actions and communication.
• Confident and outgoing.
• Ability to take charge and solve problems.
• Effective planning.
• Ability to set objectives for the team.
• Clear, logical communication style
• Effective negotiation skills – maximizing business potential without jeopardizing a deal or losing potential revenue opportunity.
• Good listener.
• Monitoring and checking – ensuring quality (e.g. in reporting)
• Consistent and reliable.
• Goal-orientated – strong ambition to achieve results and objectives.
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