EAM Sales & Marketing

Job Title: EAM Sales & Marketing
Contract Type: Permanent
Location: South East Asia
Reference: JOB_000530[764]
Contact Name: Leon Nonis
Contact Email:
Job Published: October 10, 2018 10:16

Job Description

The Company

Our client is a leading upscale resort owner, developer and operator of a number of highly acclaimed and multiple award-winning resorts and spas throughout the region.

The Role

To achieved the given top-line budget of the designated hotel consistently

To Manage forecasting accuracy to within +/-5% of actual

Early Planning (up to 1 quarter prior) of key strategies for forward quarter promotions. This would include proper documentation of actions, execution flow and result achieved to meaningfully track the success of each promotion.

To grow current market share by a min. of 5-10% in revenue and/or establish new suitable markets, in comparison with previous year.

To complete planned training for the sales force.

The incumbent herein invests an average of 50% of time on leadership:
  • Motivates the sales force effectively though performance-based recognition, and counsel productively to reserve deficiencies.
  • Implement good account management and servicing practices in accordance to principles.
  • Coaches the sales force by way of “coaching calls”.

Invests an average of 20% of time on the selling process:
  • Grows an active database of accounts with comprehensive profiles in coordination with the hotels, sales force, and the BTHR Customer Relationship Management (CRM) team.
  • Develops working relationships with Regional Sales Offices and General Sales Agencies to solicit business opportunities.
  • Ensures seamless conferences and events from acquisition to delivery through the sales force and events teams.
  • Conducts familiarization trips and site-inspections proficiently.
  • Cross-sells all BTHR brands globally where possible.
  • Attends tradeshows in related markets and overseas sales trips.
  • Provides professional advisory to the Director of Sales

Invests an average of 10% of time on researching designated markets by:
  • Directs the coordination of ongoing research of the travel industry local, regional, and international markets to General Manager Director, Sales & Marketing
  • Detect market trends and uncertainties, and related information for development of new marketing strategies.
  • Providing professional advisory to the General Manager and Field Sales Leader.

Invests an average of 20% of time on revenue and strategy with the head of revenue management of the designated are of sales:
  • Understand the dynamics of competing hotels, assigned or otherwise, to optimize positive and reverse negative impact on our business strategies.
  • Understand the total revenue impact of accounts on the hotels for better negotiation and yielding opportunities and review business activities and its result to ensure goals are on pace.
  • Co-produces, articulates, and implements competitive pricing and selling strategies and tactics successfully in coordination with revenue management, marketing communications, and the sales force.
  • Reviews selling, convention, and city event calendars to keep abreast of all demand generators. Ensuring that each property under the purview of the incumbent utilizes all necessary demand information when planning strategies.
  • On a quarterly basis, completes the sales and marketing audit.

The Person
  • Min 8 years in hospitality industry of similar sales and marketing capacity.
  • A Levels/Diploma/Higher Diploma/University Education
  • You must have prior luxury resort experience in South East Asia
  • Possesses hotel sales, marketing, and/or revenue management experience.
  • Possesses Leadership experience of a department.
  • Possesses a track record of active commercial or leisure accounts that may be relevant to the hotel’s key feeder market/market segments.
  • Possesses intermediate analytical skills and the ability to articulate the business and plans.
  • Possesses visible strong drive in result orientation and competency in soliciting business to capitalize sales/revenue opportunities.
  • Possesses visible leadership skills and strong focus on team work / management.
  • Possesses high proficiency in MS Office.
  • Possesses professional grooming.
  • Possesses character traits that exude co-operation and trust.
  • Possesses character traits that exude the ability to inspire others to excel.
  • Possesses character traits that develop the potential of others through coaching and development opportunities.
  • Possesses work ethics that exude the ability to meet deadlines and commitments.
  • Possesses work ethics that exude the ability to establish action plans and schedules for meeting departmental priorities.
  • Possesses work ethics that exude the setting of high performance standards and pursues aggressive goals.
  • Possesses work ethics that strives for constant improvements, takes responsibility for achieving business results, and perseveres despite obstacles.
  • Possesses work ethics that exude the persuasive promotion of ideas, shaping the opinions of others and overcomes resistance.
  • Possesses work ethics that exude the building and maintenance of relationships with internal and external customers.
  • Possesses work ethics that exude a high level of understanding of working with colleagues from different viewpoints, cultures and countries.
  • High / Must be able to work without supervision
  • Excellent communication skills. Interacts with colleagues
  • Excellent interpersonal skills. Required to interact with international profile of guests
  • Excellent interpersonal skills. Required to interact with international profile of guests