Job description
The Company
Our client is one of the most exciting new openings in Singapore and is their first venture into Asia. They bring a fresh approach to luxury hoteling with their unique branding, service standards and designer decadence.
The Role
The Director of Sales [DOS] is responsible to direct revenue and deliver the financial outcomes of this brand new to market hotel, providing their team members with coaching, development, and training to maximise performance.
The DOS is responsible for developing and driving the sales strategy in line with the company's strategic pillars while collaborating with the General Manager.
The DOS applies a strong client focused approach, using influential and compelling communication. Maintaining a strong awareness of the broader environment the DOS continuously looks for ways to enhance and improve the client experience.
- Develop, execute, and oversee a business strategy that prioritises growth in market share and supports commercial outcomes, ensuring that all activity undertaken is recorded in the CRM.
- Ensure that all activity undertaken is recorded in the CRM.
- Keep staff informed about goals and strategies, providing regular updates on financial results, team performance, and celebrating successes.
- Provide guidance and direction to staff by identifying developmental needs, coaching and mentoring.
- Manage the hotel’s tactical sales strategy, understanding business peaks and troughs to grow revenue streams ahead of the market with a strong focus on core levers, rate and occupancy.
- Confidently convey ideas, influence opinions, and gain buy-in from team members, clients, and key stakeholders by using persuasive and compelling communication techniques.
- Handle complaints, settle disputes, and resolve conflict, by negotiating and gaining agreement from others to achieve desired outcomes.
- Partner with the Revenue Management team to include, but not limited to, determining sales pricing strategies, developing rates, establishing group thresholds, determining space utilization policy, deploying competitive data strategies, conducting demand analysis and managing market mix.
- Partner with F&B Department to formulate F&B promotions, generate marketing materials and to manage F&B events.
- Collaborate with the group Marketing, Sales, Loyalty and Digital team to identify new revenue opportunities across all segments, including outlet activations and packages.
- Continuously improve through feedback, challenging processes, monitoring the hotel sales delivery against targets, encouraging innovation, and driving necessary change.
- Drive EVT’s vertical selling solutions to increase market share of existing accounts, to ensure the greater EVT portfolio is promoted and cross-sold.
The Person
- You must come from a reputable sales foundation with a proven and measurable track record of excellent results
- Luxury / 5 Star experience is essential
- Strong and well versed in all market segments
- Independent and able to strategise and implement sales plans
- 8+ years of relevant sales experience in the hospitality industry
- Experience with the sales cycle and process
- Strong communication and stakeholder management skills
Critical Experience
The Director of Sales will have experience in these critical operational tasks or projects:
• Has lead a team of high performing, target driven sales professionals
• Has been accountable for sales accounts (clients) to the value of $1m or above
• Demonstrated ability in strategic planning, driving and achieving goals
• Good command of written and spoken in English language.
Behavioural Capabilities
These are the ESSENTIAL or ‘must have’ behaviours for this role:
Leadership: Leads groups and delegates work based on skills and potential; empowers others and motivates high performance; sets clear expectations and standards for performance; monitors work and coaches others to develop their full potential.
Delivering Results: Focuses on understanding and addressing customer needs; sets high standards for work quality and quantity; delivers high productivity in a focused and timely manner; structures and prioritises work activities; shows commitment to the organisation.
Planning & Organising: Sets objectives that align with team and organisational goals; develops plans, commits to timelines and uses time effectively; anticipates, allocates and monitors resources to deliver work requirements; documents job information.
Commercial Thinking: Considers revenue, cost, and risk factors that drive organisational performance; identifies and secures new business; optimises resources to deliver more with less; manages and mitigates risks; maintains awareness of external factors impacting the business.
Communication: Understands spoken information; speaks clearly and understandably; presents with confidence; gauges audience reaction, interest and understanding, and adjusts communication style or content accordingly.
Strategic Thinking: Thinks broadly and considers important issues that impact success today and in the future; develops strategies to achieve critical outcomes; proactively seeks opportunities to introduce change.
