Director of Sales at Fairmont Hotels & Resorts

The Director of Sales, Leisure will be responsible for recapturing the glory of old while also leveraging the dynamic aspects of the Hotels and the market that will result in re-establishing our status as leading luxury hotels. With a strong focus on Luxury combined with strong sales expertise, you will lead a large team of sales experts in maximizing performance for the Hotels.  This includes overseeing the generation of all revenues consistent with hotels and company objectives and the implementation of sales performance management systems.

What’s in it for you:

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

What you will be doing: 

• Responsible for the KEY Leisure and Wholesale Accounts for the Kenya Fairmont Hotels in the leisure and wholesale markets.
• Synergize client relationships and activities to optimize revenues.
• Develop and execute plan of sales activities to achieve all objectives outlined in the annual plan to exceed personal sales goals, monthly, quarterly, and annually
• Building and maintaining relationship with key travel agency partners (Virtuoso, Amex Fine Hotels & Resorts, Signature Travel, etc.) as assigned
• Building and maintaining relationship with key Wholesale partners as assigned.
• Responsible for the development of new business for Fairmont hotels.
• Proactively develop relationships with local partners and establish a reputation for the hotel within the community.
• Develop lead sources and rapport with key personnel, ACCOR Global Sales Office sellers, on property sellers, and assigned client base.
• Ensure rate negotiations are within the established parameters.
• Prepare weekly, monthly, quarterly and annual reports as required.
• Develop and implement quarterly action plans utilizing strategies and long term goals based on market and competitive intelligence.
• Organize and participate in appropriate sites, FAM’s, and industry trade shows.
• Coordinate and financially manage effective sales trips and appointments within assigned markets, including timely follow up and trip reports.
• Maintain active membership in industry related organizations and associations pertaining to market.
• Be an active member of the Revenue Management team to determine strategies to optimize revenue opportunities, and implement initiatives to drive revenue.
• Utilize computer software applications to effectively track, solicit, book and follow up on accounts in a proactive manner.
• Work closely with hotels General Managers and operational departments to ensure exceptional service delivery.
• Support and encourage positive team approach.
• Implement directives as outlined from the Cluster Director of Sales 
• Uphold the highest standard of internal and external customer service at all times.
• Perform any and all other tasks as assigned

Your experience and skills include:

• Proven experience in sales, preferably in the hospitality industry, with a strong focus on the leisure & wholesale market in a luxury hotel brand
• At least 5 years working experience in a similar role with strong knowledge of the Kenyan Hospitality market.
• Excellent negotiation skills.
• Ability to build and maintain relationships with clients.
• Strong organizational and planning skills.
• Experience in City, Resort and remote destination sales
• Experience working in the International market is an asset
• Bachelors Degree and/or Hotel Management Degree is an asset
• Ability to develop relationships with all levels of clientele, and interact with people from different cultures and backgrounds
• Astute attention to detail
• Excellent communication skills, both written and verbal 
• Valid driver's license.

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The Director of Sales, Corporate & Government will be responsible for recapturing the glory of old while also leveraging the dynamic aspects of the Hotels and the market that will result in re-establishing our status as leading luxury hotels. With a strong focus on Luxury combined with strong sales expertise, you will lead a large team of sales experts in maximizing performance for the Hotels.  This includes overseeing the generation of all revenues consistent with hotels and company objectives and the implementation of sales performance management systems.

What’s in it for you:

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

What you will be doing: 

• Directly overseeing the following segments; Corporate Sales, Group Sales, Government Sales, Incentives, Conventions and Meeting Sales
• Directing relevant sales initiatives for the hotels, coordinating with the F&B marketing team.
• Participating in Revenue Management to ensure that maximum revenues/yields are achieved.
• Play a valuable role in the development of the Strategic Plan and the education of all members of the team to this direction.
• Develops, energizes and leads a motivated, competent and cohesive team consistent with the Hotel, Regional and Corporate needs through implementation of approved Talent and Culture and Sales Programs.
• Maintain open communication with property General Managers, Global Sales Offices, Corporate Sales Office and Regional Office teams.
• Entertain existing and potential clients with regularity.
• Provide guidance and direction in the development of segment action plans to achieve all goals (total revenue, RevPar Index, Colleague engagement and others).
• Has the responsibility for setting individual Room Revenue/Night Goals (Quota’s).
• Identify market trends and new opportunities and implement strategies to address them
• Provide guidance and direction in the development of segment action plans
• Responsible for quarterly management of the Sales Incentive Program (if applicable)
• Ensures the integrity of key account/key prospect database and monitors staff input for accuracy, thoroughness and coverage of local area.
• Prepare weekly, monthly, quarterly and annual reports as required.
• Provides on-going direction and development support to all direct reports by ensuring appropriate sales training programs are in line with individual career objectives and by providing guidance and direction in the development of segment action plans.
• Perform any and all other tasks as assigned

Your experience and skills include:

• Proven experience in sales, preferably in the hospitality industry.
• Experience with key market segments – Corporate Sales, Group Sales, Government Sales, Incentives, Conventions and Meeting Sales 
• At least 5 years working experience in a similar role with strong knowledge of the Kenyan Hospitality market.
• Highly energetic with demonstrated exceptional organizational and communication skills.
• Ability to build and maintain relationships with clients.
• Strong organizational and planning skills.
• Experience in City, Resort and remote destination sales
• Experience working in the International market is an asset
• Bachelors Degree and/or Hotel Management Degree is an asset
• Ability to develop relationships with all levels of clientele, and interact with people from different cultures and backgrounds
• Astute attention to detail
• Excellent communication skills, both written and verbal 
• Valid driver's license.