Cluster Director of Sales at Accor

Job Description

Cluster Director of Sales

• Your leadership as Cluster Director of Sales will ensure sales resources are deployed effectively to drive revenue through all market segments; in line with approved sales & marketing budgeted revenue. The Cluster Director of Sales will manage their own account portfolio, whilst supporting and providing leadership to the rooms' sales team, ensuring sales plans are implemented in accordance with best practice.

What is in it for you:

• Employee benefit card offering discounted rates in Accor worldwide
• Learning programs through our Academies and the opportunity to earn qualifications while you work
• Opportunity to develop your talent and grow within your property and across the world!
• Ability to make a difference in the local community through our Corporate Social Responsibility activities, like Planet 21

What you will be doing:

Reporting to the Cluster General Manager, responsibilities and essential job functions include but are not limited to the following: 

• Responsible for achieving rooms and catering sales budgets.
• Support leadership in the development of the sales plan and budget presentation.
• Responsible for the preparation of the administration duties, including but not exhaustive.
• Competitor Information on GCC, Ministry, Corporate and Wholesale rate positioning.
• Task the team to build local building/corporate lists.
• Create comprehensive induction plans for onboarding new team members.
• Act as a brand ambassador, representing the hotel by maintaining constant contact with stakeholders, including clients, guests, GSO's and partners.
• Assist in the planning and development of sales strategies.
• Monitor and evaluates current sales initiatives and trends within market, sharing market intelligence with commercial team to develop strategic plans across business segments.
• Plan and attend trade exhibitions, collection reviews, road shows and sales trips to maximize the brand coverage of Fairmont in Kenya, optimizing the ROI of short, medium and long term business for the three hotels.
• Lead sales team to build an extensive network of contacts, building relationships to drive high yield business from all market segments into the three Fairmont properties. Switching key accounts from direct competitor sets and positioning both hotels as #1 in primary comp sets.
• Ensure sales team activities are logged in Sales Force accurately, reviewing weekly activity report with Cluster General Manager.
• Assist in setting up systems to monitor achievement of departmental goals and objectives
• Support strategic department planning and development.
• Analyse sales and marketing data from sources including Hoteligence, STR, Rate360, CVENT and consortia partners, modifying sales and marketing strategies together with our Cluster Director of marketing, Digital & Communications to ensure Fairmont Kenya secures fair market share within both primary and secondary comp sets
• Oversee team onboarding, orientation and induction plans
• Assist in the development of new products and services, such as packages and offers to drive sales
• Attend weekly sales and revenue meetings, contributing to the commercial sales strategy
• Attend all compulsory training courses as directed by T&C division
• Manage department’s performance and personal development, in line with job description, role and responsibilities, conducting probation, annual and on-going performance review
• Manage relationships across all market segments, developing brand sentiment with key stakeholders for Fairmont in Kenya
• GCC Regional Account Manager for luxury partnership agreements; ex. AMEX FHR, Virtuoso, Traveler Made, etc
• Work in partnership with DOR to drive distribution through local partners, reacting to market trends and consumer demand
• Work with operations to ensure service delivery meets required standards across partnership agreements
• Contribute to 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 action
• Maintain accurate departmental records with respect to associate training development
• Obtain first-hand guest information and use it for improvements in products and services
• Act with guests in mind; establish and maintain effective relationships with guests, gaining their trust and respect
• Maintain effective communication within the department ensuring the CDOS/EDC are kept well informed of business activity and/or any issues/queries that have arisen
• Work with other departments to ensure good cross-department communication
• Attend to guest comments brought to attention either directly or through the Front Office Managers, or other Executive Committee Member or Head of Department and manage these courteously

Qualifications

Your experience and skills include:

• Working experience in a similar role with strong knowledge of the Kenyan Hospitality market.
• Excellent communication and negotiation skills.
• Ability to build and maintain relationships with clients.
• Strong organizational and planning skills.
• Knowledge of RFP process and ability to complete RFPs within specified time scales.
• Familiarity with the hospitality industry, including accommodation, banqueting, meeting, and food & beverage.
• Ability to achieve targeted penetration index and guest satisfaction levels.
• Ability to work closely with the Digital, Marketing, and Communications department to identify opportunities and leverage networks within the media.
• Ability to promote Fairmont Hotels-Kenya within Accor both nationally and internationally.
• Bachelor's degree in Business Administration, Hospitality Management, or related field (preferred).
• Fluency in English, both written and spoken.
• Valid driver's license.