Cluster Manager, Destination Sales, China Market

JOB SUMMARY

This role is a key contributor to the Destination Sales team.

The Sales Manager Destination Sales is responsible to support a Destination Sales team to acquire new account and manage the relationship of assigned key accounts located in a defined designation in addition to administration duties. The primary intent is to drive sales proactively for the hotels participating in the Destination Sales structure across key business segments including MICE and Leisure and facilitate Catering revenue opportunities. He/she has to collaborate with different stakeholders to implement the destination strategy and provide guidance to his/her team on the same.

Every Year a Balance Scorecard will be issued covering the Associate priorities and setting a clear direction to follow.

CANDIDATE PROFILE

Education and Experience

• Experience
  Minimum 6 years proactive sales experience
  Experience on selling multiple hotels is a plus
• Education or Certification
  High School Diploma or equivalent required; Bachelors Degree in Hospitality Management preferred

CORE WORK ACTIVITIES

• Destination Strategy
  Destination selling in Travel Trade show sales missions
  Collaborate with Field Marketing / MDS team for any destination related activities
  Support pre-opening hotels
  Developing and executing destination selling strategy for the identified source markets
• Source Market Customer Management
  Understand account needs and opportunities
  Customer engagement and entertainment
  New accounts development
  Executes sales strategy to achieve goals for all participating hotels.
• Revenue Generation
  Focus on generating MICE Leisure room and catering revenue
  Capitalize on market opportunities to support cluster hotels
• Value Creation
  Provide market intelligence (competition economic trends seasonality supply and demand etc) to key stakeholders (Hotel leaders Area Director of Sales & Distributions)
  Assess customer needs and feedback to enhance customer experience
• Leadership
  Ensure open communication within the team provide guidance / training to team members from time to time
  Maintain the engagement level of the team

MANAGEMENT COMPETENCIES Leadership

• Administration ensure cluster office administration effectiveness
• Adaptability - Maintains performance level under pressure or when experiencing changes or challenges in the workplace.
• Communication - Conveys information and ideas to others in a convincing and engaging manner through a variety of methods.
• Problem Solving and Decision Making - Identifies and understands issues problems and opportunities; obtains and compares information from different sources to draw conclusions develops and evaluates alternatives and solutions solves problems and chooses a course of action.
• Professional Demeanor - Exhibits behavioral styles that convey confidence and command respect from others; makes a good first impression and represents the company in alignment with its values.
• Managing Execution
  • Building and Contributing to Teams - Participates as a member of a team to move toward the completion of common goals while fostering cohesion and collaboration among team members.
  • Driving for Results - Sets high standards of performance for self and/or others; assumes responsibility for work objectives; initiates focuses and monitors the efforts of self and/or others toward the accomplishment goals; proactively takes action and goes beyond what is required.
  • Planning and Organizing - Gathers information and resources required to set a plan of action for self and/or others; prioritizes and arranges work requirements to accomplish goals and ensure work is completed.
• Building Relationships
  • Coworker Relationships - Interacts with others in a way that builds openness trust and confidence in the pursuit of organizational goals and lasting relationships.
  • Customer Relationships - Develops and sustains relationships based on an understanding of customer/stakeholder needs and actions consistent with the companys service standards.
  • Global Mindset - Supports employees and business partners with diverse styles abilities motivations and/or cultural perspectives; utilizes differences to drive innovation engagement and enhance business results; and ensures employees are given the opportunity to contribute to their full potential.
• Generating Talent and Organizational Capability
  • Organizational Capability - Evaluates and adapts the structure of assignments and work processes to best fit the needs and/or support the goals of an organizational unit.
• Learning and Applying Professional Expertise
  • Applied Learning - Seeks and makes the most of learning opportunities to improve performance.
  • Business Acumen - Understands and utilizes business information to manage everyday operations and generate innovative solutions to approach business and administrative challenges
  • Technical Acumen - Understands and utilizes professional skills and knowledge in a specific functional area to conduct and manage everyday business operations and generate innovative solutions to approach function-specific work challenges.
    • Excellent selling skills and understanding of sales processes; can effectively up-sell products and services; can bring a sale to closure
    • Strong customer development and relationship management skills
    • Strong leaderships skills
    • Strong problem-solving skills
    • Effective decision making skills
    • Effective conflict management skills
  • Basic Competencies - Fundamental competencies required for accomplishing basic work activities.
    • Basic Computer Skills - Uses basic computer hardware and software (e.g. personal computers word processing software Internet browsers etc.).
    • Mathematical Reasoning - Adds subtracts multiplies or divides quickly correctly and in a way that allows one to solve work-related issues.
    • Oral Comprehension - Listens to and understands information and ideas presented through spoken words and sentences.
    • Reading Comprehension - Understands written sentences and paragraphs in work related documents.
    • Writing - Communicates effectively in writing as appropriate for the needs of the audience.