Director of Sales

Job Title: Director of Sales
Contract Type: Permanent
Location: Sydney
Reference: JOB_000293[736]
Contact Name: Kathy Fatseas
Contact Email:
Job Published: July 26, 2017 12:39

Job Description

The Company

Our client is a leading international hotel group who currently have an opportunity for a Director of Sales to join their team.

The Role

Reporting to the Director of Sales and Marketing, Australia, this is an exceptional opportunity to improve the hotel's presence through pro-active sales and marketing strategies and actions.

The role would suite a senior Business Development Manager or existing Associate Director of Sales looking to step up into their next role.


•Assist in maximizing occupancy, average rate and yield potential for the hotel by developing new business opportunities and maintaining existing accounts.

•Work with the Director of Sales and Marketing Australia to develop and implement action plans, specific assignments and key performance indicators to maximize potential business opportunities for the hotel on a sustainable basis.

•Maintain an in-depth knowledge of industry trends, developments, competitor activity and other external factors that may impact hotel performance and report on these immediately.

•Develop and implement Key Account Management Plans in conjunction with the business plan, including direct sales, telesales, direct mail, promotions and familiarisations, across all segments including Corporate, MICE and Inbound.

•Work in partnership with the Director of Sales and Marketing Australia and General Managers to develop and implement a detailed business plan that reflects agreed outcomes from key market segments.

•Secure and manage key corporate, leisure, inbound and long-stay clients in identified markets for the hotel. Develop ongoing business relationships with key decision makers and influencers from these market segments.

•Devise and implement a sales call plan program with regular follow up on effectiveness and plan when appropriate to respond to market/business needs.

•Develop long term and short term strategies to address seasonality peaks and troughs that generate demand to maintain revenue objectives.

•Manage regular Sales and Revenue Team meetings to review property performance, implement

action plans and proactively drive results. Review current and future rate offerings, channel management strategies and communicate agreed actions.

•Explore and develop opportunities for joint venture promotions with industry partners that produce viable sales revenues.

•Attend sales calls, conferences, travel trade shows and other industry related events both locally and interstate as identified in the sales action plan as considered beneficial to the hotel.

•Manage relationships with key external partners including GDS representation, general Sales

Agent, third party websites, and travel management companies (TMC's).

•Actively promote and generate leads for other properties and work to deliver cross sell opportunities.

•Responsibility for trade displays at industry trade shows and promotions as required.

•Liaise with the Reservations Manager for lead generation and potential business opportunities.

•Ensure the CRM is updated with current client activity and sales contact information and that this is used to generate sales activities.

•Prepare and submit monthly sales report that reflect consolidated information from sales team activities, market intelligence and any necessary adjustments to the business & marketing plans.

The Person

•Previous experience within a hotel sales, tourism or leisure environment at minimum Senior BDM level

•Exposure to key markets including Corporate, Groups, Inbound, TMC and OTA's

•Understanding of Revenue Management, rate negotiations and contracts.

•Strong Knowledge of OTA's and GDS platforms.

•Experience and understanding of social media platforms.

•Proactive and dynamic sales and marketing approach.

•Excellent Oral and Written Communication Skills

•Strong organizational and work coordinating skills to handle multiple assignments and projects

•Can do attitude and a high level of energy

•Tertiary qualifications relevant to Hotel Management, Marketing or Sales would be an advantage