JOB DESCRIPTION
JOB TITLE: Director of Sales DEPARTMENT: Sales Sofitel London St James SUPERVISOR/MANAGER: Director of Sales & Marketing
OVERALL JOB PURPOSE The Director of Sales is responsible for leading and managing the performance of the Room & Event Sales Team in order to deliver the budgeted Rooms & Events revenue for the Sofitel London St James. Key areas include coordinating the hotel sales plans by guiding growth efforts, monitoring progress, and ensuring that the hotel is correctly positioned within the London Luxury market, while optimising cross-selling opportunities with the Sofitel Legend The Grand Amsterdam, our sister hotel property, and the wider Accor network.
ORGANISATION CHART
Accountable Duties
• Responsible for working closely with the Director of Sales & Marketing to drive incremental revenue and expand existing business base through promotional efforts and sales channels from key feeder markets for the hotel, while identifying cross-selling opportunities for the Sofitel Legend The Grand Amsterdam.
• Responsible for building business synergies between the two hotels in MICE, Groups & Event Sales & Corporate segments
• Develop a high-performing sales team through leadership, leading by example at all times. • Sales development - participate in the hiring of team members, inductions, Personal-Development-
Plans, Training, Objectives, Targets and supporting with their future success. • Manage hotel sales and plans to ensure they accurately interpret and support the objectives of the
business and use these plans to focus the sales efforts for all market segments. • Set targets for the team and him/herself and support in achieving these goals including necessary
reporting.
Director of Sales &
Marketing
Director of Sales
• Working with the sales hotel team and DOSM of the Sofitel Legend Amsterdam on sales influenced segments including Corporate, Luxury Consortia, high-end Leisure, Middle East, Entertainment, MICE and Groups & Event Sales.
• Develop an understanding of the hotel full commercial strategy to ensure goals are set appropriately for the sales team.
• Develop relationships with Accor Global/Luxury Sales organization in order to sell our property effectively in the concerned segments.
• Understand current market conditions to ensure the hotel remains competitive in the city (including fair market share through STR).
• Monitor demand, identify business risks/opportunities and introduce sales activities to maximize opportunities and mitigate risks to the business.
• Work closely with Reservation Manager and PR & Marketing Manager to animate and reinforce relationship with ALL members.
• Gather intelligence. Research customer attitudes and concerns shifting that may affect future revenue for both hotels in the concerned segment.
• Be the expert in the local market in all segments • Be the expert in TOP 5 key feeder market for Corporate, Luxury Consortia, high-end Leisure and
Group. • Understand and be able to target the International MICE market • Understand and be able to target vertical markets. • Set research projects for the team, to discover new and emerging markets • Prepare and participate in domestic and international trade shows, familiarization trips and
exhibitions as well as trade related organizations in coordination with the Sofitel Legend The Grand Amsterdam.
• Produce accurate and timely reports that meet the needs of the hotel and the management/owning company.
• Work closely with the Director of Sales & Marketing and Revenue Director in preparing monthly forecasts, departmental budget, and function space yield maximization.
• Work closely with the Marketing & Communications Manager to align strategies towards target customer groups and segmentation.
• Ensure all customer facing communications & content follow a clear journey, standards are established, and convey a clear on-brand message for the Sofitel London St James.
• Responsible for developing the annual business plan with Marketing & Communications Manager and Director of Revenue for the concerned segments, in conjunction with the Director of Sales & Marketing.
• Ensure clear process management disciplines are in place for the team and enforce the integrity of Delphi.fdc at all times.
• Management of P&L (budget to forecast and accruals) • Attend Cluster Sales and marketing leadership, Revenue/Yield meetings, monthly profit and loss
reviews and other meetings as required.
Qualifications
• 5 years’ experience in a Sales position with experience as a Department Head.
• Relevant degree in sales, business development or other relevant business field from an academic institution.
• Understand revenue maximization tools. • Assertive, professional and positive with a proven ability to develop and lead in a team environment. • Proficient with Microsoft Word, Excel and PowerPoint and Working knowledge of Delphi.fdc • Must be able to work independently and maintain a positive attitude within a very busy environment
with a proven ability to innovate.
• Excellent presentation skills. • Commitment to deliver a high level of customer service. • Strong leadership skills whereas it is evident that you can effectively manage and motivate a team to
perform beyond expectations. • Strong analytical skills to understand key business indicators and competitive trends and develop
solutions to these challenges. • Excellent selling capabilities and the ability and desire to coach selling techniques to Team Members. • Excellent organizational and planning skills. • Excellent grooming standards. • Flexibility to respond to a range of different work situations • Ability to work well under time pressure • A passion for sales and target-based performance. • Flexibility to travel in Europe, long haul where needed and host evening FAM trips