Job Description

ObjectiveS :

To manage the operations of the Sales and Marketing Department by ensuring product quality standards are met and that optimum service is provided to all hotel clients according to the hotel’s and Accor Group business objectives. To maximize of the hotel revenue in rooms and catering. To perform the human resource function in ensuring staff selection, training, counseling and recognition programs are adhered to in order to maximize performance standards and to adhere to guest service standards in order to maximise guest satisfaction. Promotes the desired work culture around the five core values of Trust, Integrity, Respect, One Team and Service.
KEY RESPONSIBILITIES

• Produce the Annual Revenue Plan, Marketing Budgets and Forecasts
• Produce Action Plan related to the Revenue Plan to ensure Revenue Plan objectives are achieved
• Provides a professional, advisory support service to the General Manager
• Coordinate all methods of maintaining and increasing business volume. This includes advertising, sales promotion, personal selling, publicity, community relations, special sales projects, etc.
• Create and implement special programs to achieve greater profitability through:
  • Increasing average rate
  • Increasing overall occupancy
  • Increasing business volume during off-peak periods
  • Increasing local Food & Beverage and Banquet Sales
• Enhance the image of the hotel in the local community
• Participate as an active member of the community through associations, memberships and other trade organizations
• Review regularly activity reports of Sales and Marketing personnel to ensure targets and Sales objectives are being met
• Review regularly internal promotion pieces for visual effect and ensure they conform with brand standards
• Organize and promote, in cooperation with the Food & Beverage Department special projects to stimulate Food & beverage sales within the community, including, but limited to, tournaments, balls, parties, gastronomic festivities, etc.
• Interacts with individuals outside the hotel, including, but not limited to clients, Convention Bureaus, local Hotel Associations, Government Tourist offices, Airlines, Travel Agents, Tour Operators, competitors and other members of the local community
• Investigate potential markets by:
  • Reviewing Sales Department and Front Office correspondence files
  • Analyzing guest history and registration card files
  • Studying guest questionnaires
  • Reviewing government statistics on visitors to the city
  • Analyzing competition's sales/promotion efforts
  • Studying various reference and industry publications for sales leads
• Recommend to General Manager the kind of advertising which will be most productive for the hotel by analyzing the market effectiveness of past advertising campaigns and consulting with other Department Heads and the Advertising Agency
• Procure new and repeat business for the hotel by maintaining contact with Airlines, Travel Agencies, Commercial Houses, Private Clubs and Professional Associations within the community and neighboring markets
• Review regularly the Public Relations activities to ensure high awareness of the hotel in the local and national media
• Manage the development of new products and services
• Oversee the development of new marketing strategies
• Conduct market research
• Maintain good communication with Regional Sales and Marketing personnel and implement corporate initiatives

Operational Management:

• Ensuring that all operating standards comply with Company and Hotel Policies and Procedures and standards.
• Writing and updating the Departmental Operations Manual.
• Ensuring that all room targets are met.
• Ensuring strategic market influx.

Personnel Management:

• Works within the company’s Human Resource Framework to ensure the departmental performance of staff is productive. Duties include:
  • Planning for future staffing needs
  • Recruiting in line with company guidelines
  • Preparing detailed induction programmes for new staff
  • Maintaining a comprehensive, current and guest focused set of departmental standards and procedures and oversees their implementation
  • Ensuring training needs analysis of Sales staff is carried out and training programmes are designed and implemented to meet needs
  • Conducting probation and formal performance appraisal in line with company guidelines
  • Maintaining up to date staff records and approving leave requests etc
  • Coaching, counseling and disciplining staff, providing constructive feedback to enhance performance
  • Regularly communicating with staff to maintains good relations
  • Producing efficient work schedules

Financial Management:

• Works with Director of Finance in the preparation and management of the department’s budget. Duties include:
  • Prepare and mange a cost effective budget with measurable targets for department within the financial parameters set down by the hotel budget
  • Effectively monitor and analyse variations from the budget
  • Develop systems that measure the cost effectiveness of the department
  • Prepare financial reports
  • Plan bonus, commission and incentive schemes for sales staff in accordance with the marketing budget and hotel standards
  • Maintain remuneration scales in accordance with financial and marketing objectives
  • Develop procedures that track, report on, and control the running costs of the department

Others:

• Demonstrate Awareness of OH&S policies and procedures and ensure all procedures are conducted safely and within OH&S guidelines and ensure your direct reports do the same
• Be aware of duty of care and adhere to occupational, health and safety legislation, policies and procedures
• Be familiar with property safety, first aid and fire and emergency procedures and enforce these in your areas
• Initiate action to correct a hazardous situation and notify supervisors of potential dangers

Ensure security incidents and accidents are logged, investigated and rectified to prevent future catastrophes