Under the general guidance and supervision of the General Manager and Field Sales Leader of the territories and adhering to policies and procedures as meted out by the designated hotels and company, the incumbent herein oversees and directs all aspects of sales activities with the objectives of bringing the hotel to market speedily and achieving RevPAR-oriented goals consistently. Such activities including but not limited to sales and marketing planning, promotional strategies and tactics, and overall accountability for the day-to-day effectiveness of the sales force.

1.       The incumbent herein invests an average of 50% of time on leadership:

2.       Motivates the sales force effectively through performance-based recognition, and counsel productively to reverse deficiencies.

3.       Implement good account management and servicing practices in accordance to BTHR principles.

4.       Coaches the sales force by way of “coaching calls”.

5.       Articulates and evaluates business objectives on a daily basis through departmental briefings and during weekly sales meetings.

6.       Provides oversight for the Catering Sales Strategies in coordination with the head of catering sales.

7.       Invests an average of 20% of time on the selling process:

8.       Grows an active database of accounts with comprehensive profiles in coordination with the hotels, sales force, and the BTHR Customer Relationship Management (CRM) team.

9.       Develops working relationships with Regional Sales Offices and General Sales Agencies to solicit business opportunities.

10.    Implements an active selling program to improve system contribution via Central Reservations, branded and non-branded web channels and the Global Distribution System.

11.    Ensures seamless conferences and events from acquisition to delivery through the sales force and events teams.

12.    Conducts familiarization trips and site-inspections proficiently.

13.    Cross-sells all BTHR brands globally where possible.

14.    Attends tradeshows in related markets and overseas sales trips.

15.    Provides professional advisory to the Director of Sales.

16.    Invests an average of 10% of time on researching designated markets by:

17.    Directs the coordination of ongoing research of the travel industry local, regional, and international markets to detect market trends and uncertainties, and related information for development of new marketing strategies.

18.    Providing professional advisory to the General Manager and Field Sales Leader.

19.    Invests an average of 20% of time on revenue with the head of revenue management of the designated area of sales:

20.    Understands the dynamics of competing hotels, assigned or otherwise, to optimize positive and reverse negative impacts on our business strategies.

21.    Understands the total revenue impact of accounts on the hotels for better negotiation and yielding opportunities, and reviews business activities and its results to ensure goals are on pace.

22.    Produces, articulates, and implements the hotels’ sales and marketing plans effectively.

23.    Produces, articulates, and implements competitive pricing and selling strategies and tactics successfully in coordination with revenue management, marketing communications, and the sales force.

24.    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.

25.    Directs the preparation of reports pertaining to the operation of the Sales and Marketing Department to include, but not limited to the annual and monthly Forecast, Marketing Budget, Lead Management, Booking Pace, Opera Reports, Sales Meetings and Marketing Meeting Minutes.

26.    On a quarterly basis, completes the sales and marketing audit

27.    Contributes to the morale and team spirit within the hotel by building and maintaining supportive and effective relationships with managers and associates alike, instilling confidence and demonstrating “chemistry” with key constituents.

28.    Ensures total quality of guest services and hospitality within his/her departments.

29.    Provides leadership, motivation and training for managers and associates.

30.    Is fully conversant with all health and safety, fire and emergency procedures.

31.    Is polite and professional in any situation where the image and reputation of the hotel are represented.

32.    Attends meetings and training as required by the General Manager.

33.    Performs other ad-hoc assignments as dictated by the needs of the property and/or as directed by his/her superiors.

34.    Ensures that all activities are carried out honestly, ethically, and always within the parameters of the local laws and regulations.

KEY RESULT AREAS

 PERFORMANCE EVALUATION CRITERIA