Sales Activities
Participate in sales activities by conducting sales
calls and meeting with in house customers to strengthen relationship with
customers, obtain market information and customers feedback.
Oversee the planning of all sales activities to make
sure that there is appropriate sales coverage and effective customer
service at all times.
Ensure all enquires received at
sales office are handled promptly and efficiently.
To make certain that the sales team is constantly
soliciting new business opportunities and obtaining sales leads through various
sources such as newspaper, internet, TV etc.
To monitor the quantity of sales activities to make
sure that all sales associates are conducting sales activities according
the set guidelines in number of sales activities per day and call volume
etc.
Account Management
To ensure that all information related to all accounts
are recorded in Fidelio S&C and filed accordingly, and the accuracy
of information in the systems is maintained at all times.
Assist in the set up on strategies and tactics for
each account and ensure that all Marriott resources are appropriately
used.
Conduct account review and account audit to check on
the information obtained for each of the accounts.
Review Call Reports to ensure that all accounts are
properly managed.
Ensure that sales call plan is set up by all sales
associates and the plan is efficiently used.
To ensure that sales targets are set up for all sales
associates.
Sales Strategy Planning
Conduct weekly Sales Strategy Meeting to ensure all
participants are sharing information on competitors’ activities, customer
feedback and other market intelligence.
To lead the Sales Strategy team in setting up pricing and
positioning for all market segments and the pricing and positioning for
catering.
Regularly review the effectiveness of the Sales
Strategy and make recommendations for changes if required.
Train and develop all sales associates
Coach and counsel all associates to ensure timely
rectification of performance. To
make sure of disciplinary actions if required aim to assist associates in
improving their performance.
To make sure that there is a SMART development plan
for each associate to fortify strengths and overcome weaknesses. (SMART =
Specific, Measurable, Achievable, Realistic and Timely)
To ensure that there are guidelines and expectation set
up for each associate and follow up on the progress
Ensure that Director of Sales and Sales Manager conduct
on the job training to all associates by arranging joint calls with sales
associates and review with them their performance regularly.
To monitor the sales activities
and make certain that all sales associates are conducting business
according to the Marriott set guidelines.
Conduct regular performance review for all managers
and keep written record for future follow up.
To review and update all LSOPs related to Sales and
Marketing whenever necessary.
Fully utilize all Marriott Resources
Ensure all sales associates cross sell sister
properties when the hotel product does not fit into customers’ requirements
or when customers have potential for other properties.
Constant communication with
market sales, alliance account team and GSOs
to discuss on needs of the hotel and to ensure
full coverage of all accounts.
Make good use of Marriott Rewards as a key sales tool.
Work closely with the other sales teams in the cluster
to share marketing information, discuss on account servicing issues and
cooperation.
Prepare periodic reports
Prepare periodic reports for record of sales activities
and market analysis.
Prepare monthly reports and ad hoc reports as required
by General Manager and Regional Office.
Revenue Management
Ensure that the Reservations Office is properly
managed with all phone calls handled efficiently and courteously, all
input in Marsha and Fidelio are done accordingly to standards set up.
Review reports prepared by Revenue Manager to analysis
market situation and make recommendations on sales strategies and
tactics.
To make certain that all revenue management tools are
properly used aim to maximize the hotel revenue at all times.
Regular check on the rate control procedures to avoid
any abuse of discount.
Ensure that all commission payment is handled
accurately and efficiently.
Assist in conducting periodical rate audit in Fidelio
& Marsha.
Public Relations
Oversee the Public Relations operation and be sure
that the day-to-day operation is managed efficiently.
Assist PR Manager in planning and executing all hotel
promotions, advertising, database management, hotel collaterals
production.
Ensure that exposure of the hotel is maximized at all
times through working closely with media and making good use of all
Marriott Resources.
Conduct media calls to build relationship with the
editors and reporters.
To monitor the preparation and distribution of all
press release.
Ensure all promotional materials and advertising are
done according to the corporate guidelines.
To plan and participate in Charity Activities to serve
the community and to obtain press coverage.
Business / Marketing Plan
Preparation of Business / Marketing Plan and to ensure
that all strategies are backed up with appropriate tactics.
Produce periodic action plan based on the Business
Plan and ensure that the sales team is conducting business according to
the set objectives.
Office Etiquette & Business Ethics
Ensure that all sales associates
are properly dressed in uniform or business attire and the general
appearance are according to the hotel standard.
Make certain that all sales associates are conducting business
accordingly to the Marriott guidelines and local law.
In charge of the overall conduct
of the sales team such as telephone handling, punctuality, compliance to
the hotel rules, regulations and LSOPs.
Coordination with other departments and session
To ensure a smooth liaison between Sales and Marketing
with all other departments.
To take the initiative to act on any conflict or
problems in a constructive manner.
Minimum 8 years work experience in the sales & marketing from a sizeable international organization with at least 3 years at Director of Sales position or above.
Capable in managing several teams and to drive results through effective supervision and motivation.
· Ability to set up sales strategies and tactics and make adjustment according to different business situations.· Good interpersonal skills and listening skills.· Ability to handle and manage different business situations and act on problems according to the set guidelines.· Ability to communicate effectively with various level of management and associates· Ability to provide direction and training to associates and evaluate their performance.Able to develop associates and maximize the performance of the team.
