Assistant Director of Sales (HCM)

Company Description

Nestled on white sandy beach of Cam Ranh, featuring premier beachfront view and family-friendly activities.

For further details about Mövenpick Resort Cam Ranh, please view our link as https://www.linkedin.com/company/movenpickresortcamranh

Job Description

Planning & Organizing:

1. Establishes and maintains files of major accounts and assists the Director of Sales in maintaining the accounts management system.
2. Maintain an up to date account and contact database and details in property management system.
3. Actively participates in achieving hotel’s budgets especially rooms budget.
4. Responsible for achieving personal and departmental sales targets.
5. Plays a major role in motivating and training the corporate Sales Team to ensure their best performance.
6. Establishes good working relationships within the department and with other departments.
7. Assist in setting up detailed orientation plans for new team members and ensure that comprehensive company, market and portfolio knowledge is acquired.
8. Ensure MH&R Sales Policies and Standard Operational Procedures are adhered to at all times. 
9. To promote efficiency, confidence, courtesy and an extremely high standard of social skills.
10. To generally promote and ensure good inter-departmental relations
11. To display a pleasant manner and positive attitude at all times and to promote a good company image to guests and colleagues.
12. Maintains the highest standards of professionalism, ethics and attitude towards all hotel guests, clients, staff and employees.
13. Maintains professional business confidentiality
14. Good knowledge of Sales & Catering, Microsoft Office & Microsoft outlook. Uses technology available for reports, communication and client correspondence. 
15. Flexible to adapt to sudden increase in working hours as per business needs.
16. Assist in the preparation of the annual Sales budget and business plan taking into consideration Market Mix, occupancy levels, Average Room Rate & Rev. Par, yield management and revenue streams throughout both rooms and food & beverage.
17. Gives feedback on developing, implementing and managing rate structures and strategies through market data review and demand analysis.
18. Highly involved in developing, implementing and managing the process of developing sales leads and qualifying the same across all business units within the hotel, ensuring all key employees are familiar with and understand this process. 

Operations:

1. Generates and maintains major accounts and assigned segments through various sales activities (face to face sales calls, telephone calls, entertainment, FAM trip, sight inspections).
2. Ensures thorough and complete coverage of sales team for a comprehensive client servicing, achieving targets and maximum productivity.
3. Assist in setting up all sales objectives, action plans and team’s targets under the guidance of Director of Sales.
4. Assist and closely monitors accounts’ revenue and business production from corporate market and attend the monthly review meetings with Revenue Manager and Sales Managers.
5. Ensures that selling strategies are adhered to during negotiations and maximizes up selling opportunities of sales team
6. Reviews direct competition and ensures complete awareness by all sales team of competitor’s activities at all times.
7. Review, analyse market and competition changes and implement proactive action plans to meet these changes in cooperation with Director of Sales.
8. Consolidate month end Sales reports applicable information for the review of Director of Sales.
9. Chairs sales team morning briefing in the absence of Director of Sales.
10. Attends departmental, Communication & Revenue meeting.
11. Minimum two accounts entertainment per week.
12. Organizes and attends major sales/PR related functions within the hotel.
13. Review the daily business levels, anticipate critical situations and plan effective solutions in conjunction with the department head, to best expedite these situations.
14. Establishes and maintains histories on every account with his/her market segments.
15. Attends the daily Departmental Sales briefing.
16. Conducts weekly reviews, including sales activity reports from his/her subordinates.
17. Conduct Management Development and Performance Review for all sales managers.
18. Submit weekly sales activity report to the Director of Sales
19. Joins in the weekly Yield meeting with the Reservation Manager to review high and low demand period for the hotel and adjust the selling strategies accordingly.
20. Sells and promotes Hotel and facilities at every opportunity.
21. Monitors new accounts and monthly productivities and report back.
22. Develops Prospects Accounts, and implement a Sales Action Plan for each account.
23. Present at the start of functions related to accounts handled.
24. Seeks intelligence information from accounts and competition.
25. Interacts and liaises closely with Front Office, Reservations and Food & Beverage Departments.
26. Conducts two Sales Blitz, every month in the local market.
27. Performs related duties and special projects as assigned.
28. Assist with Departmental Training Program.
29. Conduct Site Inspections.
30. Schedule and conduct a minimum of 5-7 personal sales calls and 10 telephone sales calls per day, ensuring the outcome of all sales calls are monitored measuring the success of each call and ensuring the appropriate management and follow up is carried out through daily morning and afternoon departmental briefings.
31. Identify, source & develop business opportunities and negotiate contracts with potential partners from across all market segments and business feeders.
32. Assist to maintain a consistent focus on improving the overall flow of sales operations, seeking ways to maximize and improve the operation through productivity management and energy savings programs.
33. Ensure departments employees, including yourself possess a complete understanding of and to adhere to Mövenpick Hotels & Resorts policy relating to Fire, Hygiene, Health and Safety.
34. Ensure a consistently high standard of grooming aligned to the hotels grooming policy is followed and by yourself and the team.
35. Actively review guest and business partner’s comments and feedback, communicate this with the team members and implement procedures to enhance satisfaction.
36. Possess a detailed knowledge of all products and services provided by the property and other’s within the local area.
37. Actively participate in business partner and guest events when requested.
38. Adhere to company credit policies to ensure all expected revenues are secured.
39. Attend major corporate functions to network and promote the hotel.
40. Obtain and maintain an awareness of community, business, political and social market driven factors which may affect the hotel’s financial performance and operating objectives.
41. Ensure that the room and conference inventories are reviewed weekly, monthly and bi-monthly where strategies are formulated to address low occupancy need periods at least 2 months ahead.

Administration:

1. Answer all incoming correspondence (leads, inquiries, requests, offers, confirmations, etc.) are replied to within 24 hours.
2. Prepare weekly sales call report and provide details to the DOSM.
3. Establish and maintain a monthly report to include the summary of the past activities, prospects and trends, and analysis of competitor’s sales and promotion efforts, forecast for all sales activities & production/conversion figures.
4. Manage and maintain complete and supported records of all sales agreements, contract and quotes for the hotel.
5. Ensure the Sales team and you are familiar with and all sales related company documentation, particularly the relevant MH&R Operational Standards Manual (OSM)
6. Take lead involvement in establishing and driving the price policy together with the hotel’s management.
7. Ensure that the GDS’s and other Electronic Distribution Systems are up-dated on regular basis.
8. Ensure that an efficient and accurate filing system, both manual as well as electronically is maintained at all times.
9. Review the employee schedule and annual leave plan to ensure the correct allocation of resources to foster employee productivity, satisfaction and adequate manning.

Qualifications

Core Behaviours

Core behaviours are our actions: what we say, what we do, and how we interact with one another. Our behaviours come from what we believe in, what we value. At Mövenpick Hotels & Resorts, we call these value-based behaviours. The following statements provide indicators of the types of behaviours we expect employees in our company to display.

Trust: Operates with fairness and integrity, fostering an environment of transparency and sincerity through open and honest communication and by honouring commitments.

Relationships: We build and maintain strong connections with colleagues and guests, valuing diversity in people and perspectives whilst overcoming potential obstacles to increase cooperation and collaboration.

Drive: We are action-oriented, setting direction for self and others, clarifying goals and objectives and overcoming barriers and challenges to produce results.

Entrepreneurship: We fully understand the business and market context, identifying and seizing opportunities for continuous improvement and supporting change.

Additional Information

• Proven experience in Sales, preferably in the hospitality industry
• Strong leadership skills with the ability to coach, motivate, and lead a sales team
• Excellent communication, negotiation, and client relationship management skills
• Proficient in sales planning, market analysis, and revenue strategy execution
• Ability to manage key accounts, analyze competitor activity, and drive business results
• Familiarity with hotel systems 
• High standards of professionalism, ethics, and confidentiality
• Flexible, result-oriented, and capable of working under pressure in a dynamic environment
• Strong organizational and reporting skills; able to handle multiple priorities