Head of Sales & Marketing at Fairmont Hotels & Resorts

Job Description

Main Duties:

• To coordinate an effective and efficient Payroll management / Resource allocation through establishing a flexible work force throughout the division, based on the principles of Multi Skilling and multi-Tasking.
• To establish annual budget, marketing plan and actions plans, with measurable objectives so as to achieve revenue and profit goals outlined in the annual business plan.
• To maintain complete and supported records of all sales agreements, contract and quotes for the hotel as per Sofitel Luxury hotels Policies and Procedures.
• To have a good understanding of contribution margins of each product results and work with respective heads of departments to maximize Operating results.
• To direct, and coordinate sales and inspired meeting team’s activities in order to secure new and repeat business in order to achieve and exceed budget.
• To track, measure and analyze the productivity of the sales and inspired meeting team so as to achieve and exceed goals.
• To maintain a perpetual analysis of key accounts in the Nairobi city market and group movements in the region.
• To have a thorough knowledge of the comp set activities in terms of sales and actions plans.
• To publish an accurate 90 day forecast of hotel room revenues in order to help operations department with staffing.
• To obtain and maintain an awareness of community, business, political and social factors which may affect hotel’s financial objectives.
• To ensure that rooms and banquet space inventories are reviewed bi-monthly and strategies are formulated to fill low occupancy periods.
• To ensure that utilization of various technology and software is maximized and that clean data are maintained at all times.
• To attend major trade shows and corporate functions to network and promote the hotel.
• To entertain and ensure sales and inspired meeting teams entertain potential and actual clients.
• To actively participate in daily and weekly revenue meetings in order to help hotel reach and exceed room revenue budget.
• To ensure that all sales contracts follow the established Hotel Policies & Procedures and are based and sound commercial judgment.
• To define and target key accounts and develop effective solicitation with the sales and inspired meeting team.
• To review all blocked rooms and meeting space on a weekly basis to ensure that all business is traced for confirmation.
• To ensure a high level of exposure for the hotel through direct sales solicitation.
• To research and explore new markets and potential accounts for sales and inspired meeting team to follow-up.
• To review sales files to ensure correct booking procedures, including history, contract, and room block
• To ensure that sales and inspired meeting team project a warm, professional and welcoming image.
• To be demanding and critical when it comes to departmental standards.
• To ensure that all Departmental operations Manuals are prepared and updated annually.
• To ensure that an efficient and accurate filing system, both manual as well as electronically is maintained at all times.
• To conduct weekly meetings with the responsible of each section.
• To ensure that up to date records on system for all corporate and group accounts.
• To ensure that all meetings are well planned, efficient and results oriented.
• To keep and so safeguard all contracts and financial documents.
• To identify training needs and plan training programs for the team.
• To interview, hire and select sales team members who are able to work within the Sofitel brand standards, and agree to multi-tasking
• To ensure that the departmental employees are Multi Skilled and have the necessary skills to perform their duties and maximum efficiency, through consistent training in accordance with the annual Training plan.
• To assist in the training of subordinates as part of the effort to build an efficient team and to be able to take an active interest in their individual development and welfare.
• To supervise the ambassadors within the department, ensuring that the correct standards and methods of service are maintained as stated in the Department Operations Manual.
• To conduct ambassador yearly performance appraisal.

Other Duties:            

• To assist in the building of an efficient team by taking an active interest in their welfare, safety and development.
• To encourage the team to maintain good relationships with their colleagues and all other departments.
• To ensure that all ambassadors report for duty punctually wearing the correct uniform/attire and nametag at all times.
• To ensure they maintain a high standard of personal appearance and hygiene and adhere to the hotel and department appearance standards.
• To ensure that the team provide a friendly, courteous and professional service at all times.
• To ensure that all the ambassadors read and understand the hotel's Ambassador Handbook and adhere to the hotel's rules and regulations and in particular, the policies and procedures relating to Fire, Hygiene, Health and Safety.
• To comply with local legislation and be conversant and act in accordance with any such matters relating to your department.
• To respond to any changes in the department as dictated by the needs of the industry, brand or hotel.
• To be flexible and to carry out any other reasonable duties and responsibilities within the job capability as assigned, including redeployment to alternative departments/areas if required, to meet business demands and guest service needs.
• To attend trainings and meetings as and when required.
• To conduct and/or contribute to regular Departmental Communication Meetings.
• To provide updated information to the Management and other departments.
• To assess situations and to be able to react accordingly through analysis and perspective.
• To ensure rosters are posted and timesheets are submitted on time.
• To ensure that all ambassadors are treated fairly and consistently as outlined in their terms and conditions of employment, local legislation, and company / hotel policies and procedures.

Qualifications

• Senior hospitality sales experience preferred.
• Experience with a competitive outside and inside sales environment.
• College degree preferred but not required.
• Outgoing, personable, competitive, organized, and self-motivated leader.
• Must have a valid driver’s license.
• English fluency preferred. 
• Does not take “no” as an answer and is not afraid of rejection. 
• Professional in speech and dress and has a passion for serving seniors.
• Proficient with CRM systems and metrics.