Director of Sales & Marketing

Your day to day SALES • Lead the Sales Team by providing clear direction on individual and team action plans with an emphasis on results based activities. • Maintain a detailed knowledge of industry trends, developments, competitor activity and other external factors that have a direct bearing on voco® Doha West Bay Suites. • Develop and execute an annual business plan in accordance with IHG market segmentation and reporting standards. • Set and review sales revenue targets by market segment and develop strategies to achieve identified outcomes for short stay transient and extended stay business. • Manage key corporate, extended stay, leisure and MICE clients. • Maintain effective business relationships with key decision makers and influencers. • Conduct regular sales team meetings to review month-to-date and year-to-date performance against forecast. • Conduct regular revenue meetings to forecast demand and set appropriate rate strategies. • Set and direct channel management strategies, both on line and via the GDS. • Represent voco® Doha West Bay Suites in all sales activities including travel trade shows, site inspections, client sales calls, and product training. • Implement strategies to create effective lead generation internally as well as externally. • Identify opportunities to foster partnerships with complementary businesses that deliver mutual benefit. • Maintain contacts with relevant industry associations deemed beneficial to voco® Doha West Bay Suites. • Manage relationships with key business partners including GDS representation, General Sales Agents, third party websites, and travel management companies (TMC’s). • Prepare and submit a monthly sales report on time that reflects consolidated information from sales team activities, market intelligence and any necessary adjustments to the business and marketing plans. MARKETING • Implement effective promotional activities that support business plan objectives using social, print, on line, consumer direct and B2B channels. • Direct public relations strategies that deliver positive media coverage, generate editorial content, brand profiling, industry awards other associated activities beneficial to voco® Doha West Bay Suites. • Position the property in all sales and marketing collateral, advertising, editorial content, sales contacts and direct marketing activities as a ‘Deluxe’ classification serviced residence (5 star hotel equivalent) in the GCC market, and ‘Gold Standard’ serviced apartment in accordance with IHG brand guidelines. • Ensure all marketing communications, collateral production and branded promotional items comply with the IHG brand guidelines. • Consult with and direct designers, printers, photographers, cinematographers and other external creative providers to develop marketing and collateral concepts that support the brand positioning in accordance with the business plan. • Liaise with regional sales on all sales and marketing initiatives deemed beneficial to voco® Doha West Bay Suites • Take a leadership role in developing customer service initiatives and recognition programs that strengthen client relationships. What we need from you RESPONSIBLE BUSINESS • In consultation with the General Manager, prepare the annual business plan, revenue and financial budget. • Ensure expenses for sales activities, promotions and functions are managed within budgeted guidelines and in accordance with stated policies and procedures. • Actively manage and optimize revenues across all income streams of the property. • Submit expense claims on a regular or monthly basis, or as soon as possible after returning from sales trips in the required format. • Facilitate the smooth running of the department through adequate supply of materials and equipment. • Observe and comply with the company’s requisition and purchase order system. PEOPLE • Engage with the sales team and all direct reports to assist them to align individual and department goals and targets with those of the hotel. • Conduct ongoing performance appraisal reviews in line with company guidelines for all direct reports. • Develop the sales team to become motivated by goal setting and achievement, and be results oriented. • Ensure the completion of timesheets and requests for personal leave for all direct reports are managed in accordance with company policies and procedures. • Identify appropriate training and development needs for the sales team. • Demonstrate leadership by setting a positive and professional example. • Be prepared to give and receive feedback on all matters pertaining to the performance and the conduct of the team, individuals and self. • Manage the welfare of the sales team with a view to developing a positive and harmonious work place. • Actively observe all workplace OHS requirements and report any issues to the relevant department manager without delay. GENERAL • Communicate effectively with all other operating departments of the property. • Attend daily operations and sales briefings, weekly sales meetings, revenue/yield meetings, department head meetings, workplace safety meetings, monthly financial meetings and any other required meeting. • Attend and deliver presentations to the owner, owner’s appointed representative and/or senior IHG executives as required. • Actively contribute to and manage the Balanced Scorecard relative to the sales department function. • Identify opportunities to innovate service delivery and product offerings to meet and exceed client expectations. • Attend sales conferences and be available to travel on pre-arranged assignments. • Develop a tactical marketing plan that successfully targets identified market segments. • Set and review sales team performance. Ensure appropriate sales targets established with accountability for achieving all required activities to achieve goals. • Effective implementation of the business plan. Review and update as and when required. • Achieve budgeted revenue targets across all revenue streams eg: rooms, banquets and events. • Manage and control department expenses in accordance with the budget guidelines. • Achieve budgeted RevPAR. • Achieve above fair market share within voco® Doha West Bay Suites identified competitor set. Aim for No. 1 rank. • Effectively promote and position voco® Doha West Bay Suites to its target market. • Establish team sales goal and ensure the sales team meets individual and collective KRA’s. • Manage key corporate, leisure (wholesale, DMC) and MICE Clients. • Innovate and identify opportunities to enhance the customer experience. • Implement effective and accurate demand forecasting using BI tools to set appropriate rate strategies to optimize revenues. • Co-ordinate close frequent and open communications between Regional Director of Sales & Marketing (Corporate Sales) and the property. • Lead, manage and motivate an effective team of sales professionals to drive the department to achieve individual and collective goals. SKILLS, KNOWLEDGE AND EXPERIENCE • Prior experience in Qatar hotel/serviced residence market (Upper upscale segment) at Director of Sales and Marketing level. Minimum 3 years in role of DOSM in an internationally branded property with a track record of progression and achievement. • Formal qualifications at tertiary level in sales and marketing or a related hospitality field • Revenue focused. Emphasis on quality and high value outcomes. High achiever. • Able to take appropriate action with minimal guidance • Ability to conceptualize and execute strategies for self and team, clarify and assign tasks and seek commitment of others. • Focus on achieving successful outcomes by engaging others in the process. • High degree of proficiency in English language (written and spoken), able to deliver effective presentations to small-medium sized groups, principled negotiator, able to share ideas and enlist the support of others. • Effective leadership and coaching skills, hands on, leads by example, supports others. • Able to adapt to rapidly changing environment, responsive to the needs of the business and stakeholders • Seeks to learn and adopt new technologies and techniques, open to suggestion, inquiring mind • Inspired thinker with a keen understanding of design and lifestyle, travel and tourism, new media and with an eye to the future. • Customer first outlook. Engaging and human. Genuine. • Executive presence. Standard bearer. Ability to coach and enhance skillset of others. Operate to high standards in all dealings for self and others.