Cluster Director of Commercial and Marketing

The posting

OBJECTIVE:

Every Sofitel team member is an Ambassador. An Ambassador represents Sofitel’s brand and its values, at all times. The Sofitel Ambassador will establish relationships and foremost, the Sofitel Ambassador will deliver an exceptional guest experience and promote French excellence.

SUMMARY OF ROLE:

The Director of Commercial and Marketing is responsible for leading commercial business initiatives, for Sofitel Singapore Sentosa as well as Raffles Sentosa, to grow in the areas of business policy and processes designed to enhance efficiency and standardize practices. Work streams include but are not limited to sales planning and enablement, sales intelligence, and sales reporting. Primary areas of oversight and responsibility will include management of CRM, Business Analytics, Field Communications and Key Account/Channel Sales Initiatives. In addition, this position serves as the Project Lead for a variety of strategic organizational, process and selling initiatives with an objective of achieving/exceeding the Hotel’s annual revenue, growth, and profitability.

MAIN DUTIES:

Position Requirements

Sales

· Work with the Cluster General Manager in implementing the relevant sales strategies and actions plan to achieve the revenue and sales objectives from time to time

· Assist the Cluster General Manager in identifying organizational, tactical, and strategic initiatives to improve the efficiency of the sales team

· Manage Proactive, Reactive, Events and Wedding teams in meeting and exceeding the sales budget of both Rooms and Banquet as well as overall GOP

· Proactively hunt and solicit for new business by exploring into different market segments and industries particularly MICE

· Prepare weekly forecast reports of both MICE & Banquet including Weddings/Social Events

• Work with cross-functional departments to ensure messaging alignment, operational coordination and evangelisation of sales & partnerships strategy

· Work closely with Accor Corporate office and ISO to generate more leads and increase the conversion rates

· Collaborate with marketing on demand generation, including inbound and outbound programs to drive high conversion rates and efficient customer acquisition

· Define sales goals & strategies to deliver targets across new business and renewals

• Enable high-growth by building, managing & organizing a highly efficient and productive sales team, leveraging the optimal combination of inside sales, field sales and partners to best serve prospects & customers
• Continually assess, clarify and validate sales strategy and process. Track, measure and report on sales effectiveness and adjust programs and strategies as necessary.

· Create a predictable sales model and drive accurate forecasting on a monthly and quarterly basis

· Ensure that the hotel achieves maximum potential in yield management &sales revenue, profits and market share in the target markets

· Attend local and overseas trade shows, exhibitions, conferences and updates on the marketing trends and promote the Hotel locally and internationally

· Monitor sales production and adjust sales activities, account coverage and sales priorities to achieve sales goals and objectives

· To identify sources of group business to the hotel and establish solicitation programs to maximize sales and yield

· To establish account qualifications criteria and use market research to identify priority markets and accounts, assign sales to ensure coverage of all major accounts

· To conduct periodic reviews, with each sales team members i.e. quarterly and half-yearly to review sales/product mix, expenditure & profit performances and recommend to management for implementation of corrective actions and revenue enhancements

• Recruit, on-board, develop, motivate and retain high-performing and committed sales managers, account executives, business development representatives and partner managers.

· Provide guidance and coaching to the sales teams so as to ensure that the teams are well trained

· Responsible for providing supervision, leadership and direction to ensure the effectiveness of sales department and the sales team.

· Plan for the yearly sales & marketing plan and budget

Other Responsibilities

· Be well versed in hotel fire & life safety/emergency procedures

· Attends all briefings, meetings and trainings as assigned by management

· Perform other reasonable duties assigned by the Management of the Hotel

GENERAL DUTIES:

Health and Safety

· Ensure that all potential and real Hazards are reported immediately and rectified

· Be fully conversant with all departmental Fire, Emergency and Bomb procedures

· Ensure that all emergency procedures are rehearsed, implemented and enforced to provide for the security and safety of guests and employees

· Ensure the safety of the persons and the property of all within the premises by fairly applying Hotel Regulations by strict adherence to existing laws, statutes etc.

· Ensure all staff within the department work in a manner which is safe and unlikely to give risk of harm or injury to selves or others

· Use safe manual handling techniques and practise safe work habits following Accor Health, Safety and Environment policies, maintain procedures to minimise our impact on the environment and prevent pollution.

Confidentiality

· Ensure confidentiality and secure storage of all intellectual property and data bases, both hard copy and electronic. Adhere to Accor Internet and Email policy

· Ensure Hotel, Customer and Staff information or transactions are kept confidential during or after employment with the company.

To be fully conversant with:

· Hotel fire procedures

· Hotel security procedures

· Hotel Health and Safety policy and procedures

· Hotel Facilities and attractions

· Hotel standards of operation and departmental procedures

· Sofitel Keys of Luxury and Appearance guidelines

· Sofitel “BE Magnifique” vision and its corresponding strategies

· Methods of accepted payment of the company

· Short and long term company marketing promotions