Associate Director of Sales

Job Title: Associate Director of Sales
Contract Type: Permanent
Location: Sydney
Reference: JOB_000236[510]
Contact Name: Kathy Fatseas
Contact Email:
Job Published: May 13, 2017 18:12

Job Description

The Company

Our client is an international hotel brand with established hotel and property companies. They own and/or manage 40 hotels, resorts and serviced suites including those under development in Asia, Oceania, North America and Europe


The Role

Reporting to the Director of Sales, NSW the Associate Director of Sales assists in the day-to-day activities; plans, develops and communicates strategies and goals for the sales team. They are responsible for developing new accounts, maintaining existing accounts, and assisting the Director of Sales with implementing sales strategies for the various industry sectors under their care. The Associate Director of Sales works hand in hand with the Director of Sales, and Hotel General Manager to create and implement hotel-level tactical sales plans; analyse current/potential market and sales trends and coordinate all activities to maintain and increase revenue and market share through added business volume and increased rate.


Strategic Planning and Implementation

  • Assist the Director of Sales in the formulation and direction of the sales team strategy and targets and leading the sales team to achieve the overall targets within budget
  • Work together with the Director of Sales to support the development of the annual Business Plan, Hotel Budget for Corporate and MICE market segments in line with corporate goals and objectives
  • Follow hotel performance and short-term forecasts to find weak periods and identify customers for those periods

Business Development

  • Responsible for ensuring overall revenue goals from the Corporate & MICE market segments are achieved and/or exceeded by maximizing room and catering revenue through past and new business.
  • Participation in sales meetings, associate outings, recreational activities and in setting an outstanding personal example for other hotel associates to follow
  • Generate requests for proposals and manage efforts to secure group business in corporate for the various industry sectors
  • Conduct market research on competitors and latest industry news to identify business development opportunities
  • Continuously source new business and meet with key clients and assist the sales team with maintaining relationships, negotiations and closing deals
  • Prospecting and growing an account list, handling incoming leads and closing sales
  • Plan, execute and follow-up on sales calls
  • Attend tradeshows, travel functions, major business functions or as required/directed by the Director of Sales
  • Chair Sales Meetings and Marketing Meetings on behalf of the Director of Sales
  • Attend Revenue Strategy meetings on a weekly/monthly basis
  • Identification of familiarisation opportunities
  • Ensure Sales account system is up to date with correct and accurate data.
  • Assist in the preparation of the End of Month Reports
  • Complete and analyse the Sales reports monthly

The Person

  • Possess a minimum of 5 years’ experience within the hospitality, services or travel related industry
  • Minimum 1 year leading the corporate sales function within a hotel property
  • Experience selling across verticals e.g. Chemical, industrial, pharmaceuticals, FMCG, banking, IT, Technology, Telco etc
  • Proven track record in generating revenue within a corporate sales function
  • Has exposure to developing and formulating department or team revenue goals
  • Experience managing key customer relationships