Director of Sales

3 settimane fa

Domus De Maria, Italia Italian Hospitality Collection A tempo pieno

Italian Hospitality Collection | Full time

Director of Sales

Chia Laguna Resort (“CLR”) with 424 rooms is a world-class resort that provides rich, authentic experiences for avid travelers who seek to feel loved, cherished and indulged in a genuine Italian lifestyle, among gold sands and crystal water.

The resort is located in the southern part of Sardinia, and it is one of the most sought-after holiday destinations in Europe. Chia Laguna includes 3 different properties, part of the same resort: the luxury property Conrad Chia Laguna Sardinia, 107 keys; Baia di Chia Resort by Curio Collection, 77 keys; and Hotel Village, 240 keys, with a conference center with 8 meeting rooms for up to 900 delegates.

The resort is part of Italian Hospitality Collection (“IHC”) – a portfolio of hotels, resorts and spas, hand-picked for their beauty, history and enchanting surroundings.

Requisiti

The Director of Sales in Chia Laguna Resort directs and oversees leisure pro-active and re-active sales activities leading the sales and C&E teams on property. There will be also required a full working synergy with sales representative teams, as well as Corporate IHC sales, marketing, and revenue teams. His/her main objective will be maximizing room nights, ADR and total revenue in all properties, through consolidation of the existing markets, penetrating the new ones and constant seeking for new business opportunities.

He/She should be extremely organized, able to set high standards, incredibly motivated to overachieve performance and to lead and inspire his/her team. Very well structured, results oriented with excellent analytical and computer skills.

Excellent knowledge and outstanding track record of incremental success related to luxury leisure trade and MICE sales; candidates with experience in the entertainment segment are also welcome to apply.

KEY RESPONSIBILITIES

  1. Build a positive environment among the assigned sales team and colleagues.
  2. Conduct performance evaluation, assessments within assigned team.
  3. Coach, train, guide the team in the performance of their duties as to specific position responsibilities, sales techniques, reporting procedures etc.
  4. Recruit new team members, where needed.
  5. Develop and implement the Annual Sales Budget for the property, including key account plans, soliciting and servicing selected accounts.
  6. Participate in designated trade, service and community associations and clubs.
  7. Represent CLR on sales calls, workshops and trade shows on the assigned segments and markets. A representation of IHC and sister properties will be also required, where appropriate.
  8. Monitor, identify and report current and future business trends to ensure profitable sales in periods of low and high demand.
  9. Provide immediate sales assistance for all critical situations of key accounts, to maintain an active account load and to act as the sales leader of the assigned segment.
  10. Monitor competitive hotels to ensure continual market share improvement.
  11. Analyze and report sales results.
  12. Pro-actively plan (for him/herself and the team) and execute weekly sales appointments, trips, sales promotion, and follow ups, BBOBs to achieve and exceed the revenue targets.
  13. Constantly and timely update CRM software with sales calls, account information, tasks, projects etc.
  14. Accurately identify the level of influence and decision-making power of contacts in the customer organization and use these to secure business.
  15. Support the reservation department with the conversion of new and repeat enquiries, while making sure this is executed within all assigned commercial team.
  16. Review customer base to determine new opportunities for account penetration.
  17. Contribute ideas to improve the products and services offered.
  18. Capitalize and leverage upon brand’s sales and marketing programs, resources and international sales offices to maximize impact of the brand’s system.
  19. Strategically plan for the seasonality factor, by targeting a wide scope of market segments suitable in providing a steady revenue stream during shoulder and low season periods, with the overall aim of maximizing business demand.

Internal Communication

  1. Maintain a cooperative working relationship with other departments particularly those with mutual guest contact.
  2. Make sure that the Brand standards are met at all levels and adjust where needed.
  3. Participate in meetings when required sharing key information on sales activities, special bookings, business forecasts, competition, etc.
  4. Prepare reports as required by the GM & Group DOSM.

Must have at least 5 years of experience with an international hospitality brand, minimum 8 years of pro-active leisure and/or MICE. Must have a minimum of 3 years in management of sales team within the hospitality industry.

This position will be based at Chia Laguna Resort, Sardinia, Italy. Direct reporting hierarchically to the GM and functionally to Group Director of Sales & Marketing.

PERSONAL COMPETENCIES

  1. Plans, organizes, and uses a systematic approach to get things done.
  2. Manages time and resources effectively. Prioritizes actions and manages tasks through to completion. Actively seeks opportunities to develop and learn from experience.
  3. Communicates openly and clearly both verbally and in writing. Pitches information at the appropriate level. Listens to the needs of others before contributing.
  4. Develops positive working relationships at all levels. Manages conflict effectively. Motivates and inspires others to perform. Collects and analyses relevant information about a problem.
  5. Continually seeks innovative solutions. Makes conscious decision to go for action.
  6. Not afraid to commit mistakes and learn from them. Accepts personal responsibility to make things happen. Constantly reviews in order to improve.
  7. Self-reliant, working with minimal control and direction. Acts on own initiative when appropriate. Takes calculated risks to achieve results.
  8. Thinks ahead, developing contingency plans where necessary. Has a drive and determination to succeed.
  9. Contributes and is effective when team working with peers.
  10. Presents powerful arguments which persuade others. Expresses confidence in own ideas and networks with others.
  11. Gains commitment to action from a range of people.
  12. Adapts quickly and positively to new situations. Continues to be productive in changing circumstances.
  13. A passion for sales and target-based performance.

Languages: fluent Italian and English is mandatory. Fluent knowledge of French or German would be beneficial.

Computer skills: proficiency in the use and operation of computer systems with the ability to navigate efficiently through Word, Excel, Outlook, Internet and Intranet.

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