Assistant Director of Sales at Accor

Job Description

The Assistant Director of Sales supports the Director of Sales & Marketing in driving revenue growth through the strategic management of the hotel's sales activities. This role focuses on developing and maintaining key client relationships, identifying new business opportunities, and leading the sales team to achieve targets across all market segments, including corporate, MICE, leisure sectors etc. The position involves close collaboration with marketing, revenue management, and operations to ensure alignment with the hotel's overall business objectives. The Assistant Director of Sales also plays a key role in market analysis, budgeting, and reporting to support data-driven decision-making.

• Maximize sales and revenue through the development and implementation of strategic action plans, forecasts, and strategies to drive measurable, incremental sales revenue and achieve budgeted revenues
• Assist to develop and implement sales plans targeting corporate clients, leisure travellers, and MICE business to maximize room occupancy, MICE space utilization, and revenue
• Assist in leading the sales team in managing the account base to maximize performance across all revenue streams, including Corporate, Leisure & Groups, and MICE business
• Constantly evaluate business potential and opportunities in new geographical markets and across new market segments, providing customer intelligence to adapt sales strategies to meet or exceed customer expectations in a dynamic market
• Monitor sales performance metrics, forecast revenue, ensure hotel’s rates and promotions are competitive and correctly updated across all distribution channels
• Analyze market trends, competition, and customer needs to adapt strategies and ensure business growth
• Assist in recruitment, performance management, and professional development of the sales team
• Actively participate in sales presentations, site inspections, and high-level customer meetings
• Engage with community and professional organizations to maintain visibility and promote a positive brand image
• Monitor and evaluate the effectiveness of sales programs, developing new strategies as needed
• Collaborate with other departments to ensure alignment with overall business objectives and guest satisfaction
• Prepare detailed reports on sales activities, revenue performance, and market insights for the DOSM and hotel management. 
• Provide strategic recommendations for improving sales strategies to meet and exceed business objectives. 
• Stay informed of industry trends and best practices to maintain a competitive edge in the market

Qualifications

• Bachelor’s degree in Hospitality Management, Business Administration or a related field. 
• A minimum of 8 years of experience in sales within the hospitality industry. At least 2 years in a leadership Sales role
• Strong knowledge of Nairobi’s corporate, MICE, government and leisure markets.
• Proven track record of achieving or exceeding sales targets and revenue goals.
• Excellent leadership, team management, and motivational skills.
• Strong networking and client relationship management abilities.
• Strategic thinking with strong analytical and forecasting skills.
• Excellent communication, negotiation, and presentation skills.