Director of Sales

Company description

From high-octane lobby socializing to events, celebrations, and business conclaves, every venue pulses to the electric Mondrian beat. With food and nightlife venues spread across eight different locations on the property, there is nothing like Mondrian Doha in the entire region.

Job description

Job purpose:

Under the general guidance of the commercial director you are responsible for directing, coordinating, training and supervising the sales managers, revenue management team and the sales administrators in all sales-related activities, including direct sales efforts, follow-up and proper sales administration. He or she is also responsible for growing existing accounts and generating new business to ensure that room, food & beverage and catering revenues meet or exceed budget in order to maximize revenue and profits, and to improve the hotel’s performance in the marketplace. He or she is accountable to general managers for the hotel as well as additional reporting responsibilities to the senior vice president, sales and revenue management.

Duties & functions:

Direct and manage all group, transient, and sales activities to maximize revenue for the area hotels within their scope of responsibility

Prepare, implement and compile data for the strategic sales plan, monthly and annual SMART goals, annual goals, sales and marketing budget, forecasts and other reports as directed or required

Develop rates, group ceilings and deployment strategies through review of competitive data, demand analysis and mix management

Recruit, direct, manage, train and counsel sales employees

Oversee departmental matters including all aspects of the terms and conditions of employment as they relate to federal, state and local employment and civil rights laws

Lead, direct and participate in sales presentations and client meetings

Conduct and attend daily business review meetings, weekly strategic sales meetings, management meetings and other meetings as required or requested

Manage and direct all advertising, public relations and promotional activities with corporate marketing team

Represent the hotel in the community and industry organizations and events when applicable

Supervise, administer and ensure timely completion of all activities of the sales and revenue departments

Develop a full working knowledge of the operations of the hotel, including food and beverage, guest services, front office and housekeeping

Develop a complete knowledge of company sales policies and SOPs, and ensure knowledge of and adherence to those policies by the sales team

Develop and maintain market awareness to ensure ability to predict revenue opportunities and set proactive strategies

Meet or exceed established goals

Operate the sales department within established sales expense budget

Initiate and follow up on sales leads

Monitor production of all top accounts and evaluate trends within said market; ensure sales employee is held accountable for those accounts within their respective territories

Coordinate all non-group transient sales and catering solicitations to maximize market mix

Administer training in the sales and revenue departments

Assist in the preparation of required reports in a timely manner

Conduct weekly sales meetings and daily line ups

Conduct regular business review meetings with sales and catering, operations employees and general manager

Be familiar with all Mondrian Doha sales policies and selling techniques with an emphasis on maximizing occupancy, average daily rate (ADR) and food & beverage revenue

Conduct all sales team performance reviews

Motivate, coach, counsel and discipline all sales and catering department personnel aligned with Mondrian Doha policies and code of conduct

Review meeting planner evaluations as received to ensure that any problems are rectified

Conduct a professional, thorough site inspection of the hotel with clients, exhibiting key features and benefits of the property, and ensure that all sales managers conduct thorough site inspections

Develop strategies to increase and maximize market share from competitors