Director of Sales

Job description

A Little Taste of Your Day-to-Day Every day is different, but you’ll mostly be: Sales Leadership & Team Management • Manage daily sales activities and ensure effective market coverage. • Lead, coach and develop the Sales team to achieve their full potential. • Set individual and team sales goals. • Monitor sales activity, productivity and conversion. • Conduct regular sales meetings and performance reviews. • Develop individual action plans for team members. • Provide coaching and constructive feedback. • Build a motivated, accountable and results-oriented sales culture. • Support career development and succession planning. Sales Strategy & Business Development • Create and implement sales plans that drive measurable incremental occupancy. • Develop strategies to increase average rates and room revenue. • Drive volume business across corporate, leisure, group and MICE segments. • Develop strategies to increase Food & Beverage and banquet sales. • Identify new business opportunities and untapped market segments. • Develop local and feeder market business. • Monitor market trends and competitor activity. • Continuously identify new ways to raise the hotel's commercial performance. Revenue & Profitability • Achieve personal and team sales goals to maximise hotel profitability. • Work closely with Revenue Management to optimise occupancy, ADR and RevPAR. • Drive business that delivers profitable revenue. • Monitor pace, pickup and booking trends. • Identify opportunities to increase room nights and average rate. • Support strategies for need periods and low-demand dates. • Balance volume and rate to maximise overall hotel revenue. • Monitor business mix and account profitability. Corporate & Key Account Management • Develop and maintain strong relationships with key clients and outside contacts. • Identify and acquire new corporate accounts. • Maintain regular contact with key decision-makers. • Conduct client visits, sales calls and hotel presentations. • Negotiate corporate agreements within approved guidelines. • Monitor production from key accounts. • Conduct regular account reviews. • Identify opportunities for additional room nights, meetings and F&B business. • Develop long-term relationships with corporate clients. Local Market & Business Development • Maintain strong knowledge of local businesses and business trends. • Map the Morjim, North Goa and wider Goa market for potential business. • Identify major corporate, tourism, events and institutional opportunities. • Develop relationships with local businesses and commercial partners. • Monitor competitor hotels, rates, promotions and market activity. • Identify changes in market demand and adjust sales strategies accordingly. MICE, Meetings & Banquets • Drive business for meeting rooms, events and banquet facilities. • Develop relationships with corporate event planners, MICE agencies and DMCs. • Generate group and event enquiries. • Convert enquiries into confirmed business. • Work closely with F&B and Operations to ensure successful event delivery. • Develop repeat business from conference and banquet clients. • Maximise revenue opportunities from meetings, events and F&B. Leisure & Travel Trade • Develop relationships with travel agencies, tour operators and DMCs. • Drive leisure, FIT and group business. • Develop partnerships with relevant tourism stakeholders. • Participate in sales missions, roadshows and travel trade events. • Monitor production from travel partners. • Identify opportunities to increase leisure room nights and revenue. F&B & Banquet Sales • Support the F&B team in generating incremental revenue. • Promote banquet, meeting and event opportunities. • Identify corporate and social event opportunities. • Drive business for restaurants and other F&B facilities. • Develop packages and promotional opportunities with relevant teams. • Track F&B and banquet sales generated through the Sales function. Monthly Reporting & Performance Review • Produce and review monthly Sales reports. • Monitor performance against budget and targets. • Review revenue production by segment and account. • Track sales calls, appointments, leads and conversions. • Monitor pipeline and future business opportunities. • Analyse market trends and competitor performance. • Present key findings and action plans to the General Manager. • Develop corrective actions where performance is below target. Client Relationships & Guest Experience • Maintain strong relationships with key clients and business partners. • Conduct regular client meetings and hotel inspections. • Personally manage important accounts and high-value opportunities. • Ensure client requirements are communicated to the hotel team. • Support VIP and key account guest requirements. • Collect client feedback and identify opportunities for improvement. • Ensure excellent service throughout the client relationship. Responsibilities For the opening of Holiday Inn Express Goa Morjim , the Director of Sales will lead: • Development of the Sales & Marketing strategy. • Market mapping and competitor analysis. • Development of local business and key account database. • Corporate account acquisition. • Travel trade and DMC engagement. • MICE and group business development. • Local market penetration. • Sales calls and client visits. • Development of the sales pipeline. • Preparation of sales targets and action plans. • Account contracting and negotiations. • Sales team recruitment and training. • Hotel site inspections for potential clients. • Development of room-night and revenue targets. • Meetings and banquet business development. • Building hotel awareness before opening. • Soft-opening and launch sales activities. • Establishing a strong base business for the first 12 months. Budget & Financial Management • Assist in preparing the Sales & Marketing budget. • Monitor departmenta