In short
It’s sales that make our hotels, resorts and residences prosper. As the Director of Sales, you will lead by example in developing and implementing the sales activities within your segment. You take pride in developing and deploying sales generation activities within your assigned market, and in guiding and supporting your colleagues as they deploy activities in their assigned markets. Your team depends on you, and your efforts are valued and important to the success of the business.
The structure
You’ll be managed and guided by the Director of Marketing and Commerce . The two of you will meet regularly to brainstorm, share updates and flag issues before they become problems. You will work closely with your sales colleagues, and you will support, and be supported, by your operations team.
Your responsibilities
You’ll conduct sales activities in your assigned market plus direct the activities of those that report to you.
It’s your job to ensure departmental sales goals are achieved. You will do this by:
- Building and strengthening relationships with existing and new clients with the objective of growing business, shifting market share, and increasing exposure for the property and the Mandarin Oriental Brand.
- Being the subject matter expert and thought leader on your assigned market/segment.
- Analyzing, evaluating and monitoring account production and implementing sales action plans aligned with the annual marketing plan to meet sales team goals.
- Planning, participating and coordinating sales calls, familiarization trips, site inspections and hosted entertainment functions.
- Creating and implementing short and long-term marketing strategies to meet sales team goals and maintain or grow property’s market share position.
- Demonstrating active listening to understand the client’s business objectives.
- Communicating your property’s benefits and features to meet the clients expressed and unexpressed needs.
- Representing the property at trade shows and industry events.
- Contributing to the development of the annual marketing plan.
- Monitoring correct data entry in all sales systems to ensure high degrees of data hygiene to aid accurate reporting abilities.
- Monitoring, advancing and directing lead status.
Effectively use social media and digital platforms to prospect for new clients and connect with existing clients.
- Creating interesting storytelling presentations to communicate your properties’ features and benefits.
- Ensuring all sales activities and data entry are logged and tracked per standard operating practices.
- Creating and implementing short and long-term marketing strategies to meet sales team goals.
You’ll provide exceptional service to your internal and external clients
You are expected to exemplify Mandarin Oriental’s reputation for service excellence by:
- Servicing clients’ requests in a timely and professional manner.
- Hiring, training and motivating your team to provide the highest level of customer service.
- Providing solutions to address clients expressed and unexpressed needs and concerns.
- Representing your department at property meetings to provide operations with the information that is necessary to meet and exceed the expectations of clients.
- Leading weekly sales meetings to keep your team informed and motivated.
- Working closely and enthusiastically with other hotel departments to ensure teamwork and a smooth and efficient operation of the hotel.
- Collaborating with your colleagues at other MO properties, sharing client needs and feedback.
You’ll lead with a sense of responsibility, showing genuine care and concern for others
You are trusted to be a dedicated leader, committed to creating a productive and enjoyable work environment by:
- Projecting a positive attitude and leading with humility.
- Supporting and encouraging to all stakeholders.
- Attending and participating in property wide team building initiatives that support colleague satisfaction.
- Lending support to operations departments as needed.
- Investing in the mentoring, training and development of your direct reports.
You’ll produce and deliver results
You are expected to demonstrate a strong business acumen through:
- Ensuring proposed rate negotiations meet the financial needs of the hotel.
- Demonstrating proficiency in the understanding and the communicating of contractual terms.
- Meeting and exceeding annual room night and revenue goals.
- Preparing and presenting accurate sales reports documenting sales pace and sales production.
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