Director of Sales

1 month ago

Nairobi, Kenya Fairmont Hotels and Resorts Full time

ABOUT THE COMPANY

Fairmont Hotels & Resorts is a celebrated collection of hotels that includes landmark locations like London’s The Savoy, New York’s The Plaza, and Shanghai’s Fairmont Peace Hotel. Our teams are guided by values of Respect, Integrity, Teamwork and Empowerment; we employ the highest ethical and quality standards, treating all colleagues with fairness and dignity. A community and environmental leader, Fairmont is also regarded for its responsible tourism practices and award-winning Green Partnership program. An exciting future awaits

JOB SUMMARY

Reporting to the General Manager, the Director of Sales will be responsible for developing and implementing a sales strategy that will drive revenue growth and increase market share. This role requires an individual with a strong background in sales, marketing, and hospitality management.The Director of Sales will be responsible for managing a sales team, developing and maintaining relationships with clients, and identifying new business opportunities. They will also be responsible for monitoring industry trends, forecasting sales, and developing pricing strategies to maximize revenue.In addition to these responsibilities, the Director of Sales will work closely with other departments within the hotel, such as marketing, reservation and revenue management, to ensure that all sales efforts are aligned and integrated into the overall business strategy.The ideal candidate for this position will have a proven track record of success in sales, as well as experience in the hospitality industry. They must also possess strong leadership skills and be able to motivate and manage a team of sales professionals.The Director of Sales should work closely with revenue management and marketing functions, to develop strategies to maximize REVPAR and grow market shareYour exceptional sales skills, deep understanding of the luxury brand market, and ability to provide and drive revenue will play a crucial role in enhancing the hotel's reputation.Qualifications and ExperienceMaster’s degree in hospitality management, focus on Sales and Business developmentProven track record of a minimum of five (5) years in luxury hotel sales, with a demonstrated ability to achieve and exceed management's expectations.Take on tasks in addition of the ones stated, with a positive can do mindsetBe a brand ambassador at all times, ensure brand integrity and clarity are maintainedModel the company's culture, vision, mission and core values at all timesMaintain positive relationships with all guests, vendors, colleagues and clients within travel networksAt all times, represent Fairmont in Kenya in a professional, courteous and efficient mannerExcellent communication, negotiation, and interpersonal skills to effectively engage with clients and build long-term relationships.Good presentation and proposal development skills to showcase the hotel's unique offerings and value proposition.Proficiency in using Opera and other sales tools to track leads, manage accounts, and generate reports.Ability to work independently, lead a team and drive results with a proactive mindsetStrong analytical and problem-solving skills, with the ability to create reports and identify sales opportunities.Flexibility to travel as required for client meetings, industry events, and hotel visits.

RESPONSIBILITIES

As part of your role you will be accountable for:Steer the achievement of the rooms and catering sales budgetSupport the leadership in the development of sales and marketing plan and budget presentationDevelop and implement effective sales strategies for all verticals MICE and Leisure including individuals, families, and groups, in alignment with the hotel's overall sales objectives.Support team to create and build and maintain strong relationships with key industry partners in travel and business for both luxury and corporate and the individual, family and group travelers.  Establish strategy to grow and generate business opportunities and increase market share with key industry partners.Carry out extensive market research to analyses the preferences and needs of the market and establish strategies to ensure the hotel reach is achieved in both local and international markets.Proactively engage with existing and prospective clients, including conducting site visits, participating in trade shows, and hosting familiarization trips, to showcase the hotel's unique offerings and amenities.Lead sales team to build an extensive network of contacts, building relationships to drive high yield business from all market segments into the hotel.Plan and attend trade exhibitions, collection reviews, road shows and sales trips to maximize the brand coverage Fairmont Mount Kenya Safari Club  optimizing the ROI of short, medium and long term business for the hotelWork in partnership with revenue team to drive distribution through local partners, responding to market trends and consumer demandWork with operations to ensure service delivery meets required standards across partnership agreementsSteer the formation of the annual department budget, monitor departmental performance and report rationale for all variances of actual revenues achieved versus budget and recommending and implementing appropriate actionsPrepare and present and coach sales team on how present persuasive sales proposals, contracts, and presentations to clients, addressing their specific requirements and promoting the hotel's value proposition.Coordinate with various departments within the hotel, such as reservations, operations, and events, to ensure seamless execution and exceptional guest experiences.Support strategic department planning and developmentCoach, mentor and develop sales team to ensure they are well supported and empowered to perform in their rolesAct as a brand ambassador, representing the hotel by maintaining constant contact with stakeholders, including clients, guests,  key industry partners, and steer the regional account management for luxury partnerships agreement: examples (AMEX, FHR, Virtuoso, Traveler Made etc.

REQUIRED SKILLS

Market research, intelligence, Budgeting, financial planning, Reporting, Brand management, Account management, Business development, Leadership skills, Sales strategy, Customer support, CRM systems

REQUIRED EDUCATION

Post-graduate education

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