Overview
Director of Sales & Marketing Jobs in Istanbul, Türkiye at Grand Hyatt
Main Duties:
Operational
- To develop, implement, maximise, monitor and evaluate the hotel’s Sales Strategy (goals, tactics and actions) to achieve and exceed forecasted revenue figures in Rooms, Food and Beverage, and all other revenue generating departments.
- To ensure Sales activities are aligned with the Corporate Marketing Strategy, and Hotel Actions have been implemented where appropriate.
- To represent the Sales function on the hotel's Leadership Committee.
- To oversee the preparation and update of the Departmental Operations Manuals.
- To conduct regular departmental communications meetings and ensure departmental briefings and meetings are effective and conducted as necessary.
- To review sales files and systems to ensure correct booking procedures, including group room and meeting programme history, contractual agreements, room block analysis, credit and payment documents, etc.
- To manage all the hotel sales brand contacts, to enforce and maintain the hotel’s brand positioning and concept, agreed upon in the hotel’s Annual Business Plan.
- To prepare, utilise and update an Annual Sales Plan, broken down as necessary by division and/or department.
- To manage all sales strategy, tactics, and action implementations, complying with the Smart Selling approach, in order to create a strong and disciplined sales team who achieve their sales goals.
- To implement the strategic marketing process, maximising the available sales data including hotel Cognos, Marketing Portal, Competitive Intelligence, and Delphi/Fidelio catering system in order to make sound decisions.
- To constantly monitor and evaluate local, national and international market trends, and the competitor hotels’ sales initiatives, in order to make sure the hotel’s marketing and sales remain competitive and cutting edge.
- To manage all key sales accounts and groups, to evaluate them based on sales account analysis prepared by Marketing Manager – Strategy / Marketing Analyst, and to develop strategies for pricing, inventory, and sales resource allocation.
- To actively participate in weekly yield meetings and monthly strategic meetings, developing and adjusting sales and pricing strategy.
- To be aware of community, business, political and social factors that may affect the hotel’s financial performance.
- To ensure the best use is made of technology including Delphi or other sales and catering systems, and the data is clean.
- To direct all sales activities for Sales Managers to ensure that they meet the goals of the Marketing Plan.
- To represent the Sales and Marketing functions and needs of the hotel in the development of the Company’s policy.
- To direct the development of special marketing plans to special accounts and unique Sales and Marketing situations.
- To corporate with the Marketing Communications Department, a hotel Marketing Communications Plan consistent with the Divisional Office’s guidance and the Corporate Marketing objectives.
- To have a through knowledge of competitive marketing, sales and advertising strategies, pricing and rate structures and further hotel developments planned for the city.
- To implement the marketing policies and procedures of Grand Hyatt Istanbul.
- To prepare and administer the marketing budget and maintain the expenditures within the prescribed limits as approved by General Manager.
- To maintain and update the Sales and Marketing organization chart, reassigning responsibilities as necessary, to meet the marketing objectives of Grand Hyatt Istanbul.
- To measure, interpret and evaluate the effectiveness of marketing activities to re-evaluate programs on an ongoing basis. To maintain the effectiveness of these programs in achieving the objectives of the Marketing plan, and to alter them, where necessary, to meet changing priorities and needs of the hotel.
- To define and target markets to be solicited and develop an appropriate sales solicitation strategy for both domestic and international.
- To be responsible for providing General Manager with all Sales information to assist in formulating the Annual Business Plan.
- To be responsible in planning and executing sales trips to major market areas and report to the General Manager on new potential market areas that should be covered.
- To pay regular visits to assigned corporate accounts and back up the activities of any member of the Sales team when required.
- To regularly entertain major clients and potential clients of the hotel.
- To attend major trade and travel functions, i.e. trade shows and local hotel and tourist associations meetings to promote sales of the hotel.
- To develop and supervise the implementation of programs to ensure proper execution of all group meeting and functions.
- To review sales files as they relate to correct group booking procedures.
- To ensure all contracts signed by or on behalf of the Marketing and Sales Department follow the established hotel policies and procedures.
- To increase occupancy, average rate and profits of the hotel through planning, guidance and training of hotel sales personnel.
- To define and develop an appropriate business development strategy for both domestic and international markets.
- To be aware of community, business, political and social factors that may affect the hotel’s financial performance.
- To oversee the sales account management system and ensure data accuracy and consistent updating.
- To ensure an appropriate job & accounts (existing/prospects) distribution amongst reporting personnel.
- To establish sales targets and highlight any variances with actual sales figures and recommend what action should be taken to remedy significant variances.
- To direct the development of special action plans to special accounts, trade shows participants and unique sales and marketing situations.
- To maintain personal contact with key customers and to back-up the activities of any member of the business development team when required.
- To develop in conjunction with the marketing committee the Hotel marketing plan consistent with the divisional office/area /regional marketing center’s guidance and in line with the corporate marketing objectives.
- To develop a quarterly Sales plan including sales accounts solicitation strategy and Business trips plan. The progress of these plans will be monitored on a monthly basis by the redaction of a Business Development activity report.
- To provide feedback and market information to General Manager/ Exco on changing market conditions and all business development activities through the mean of weekly communications meetings and monthly reports, including trends on the competition.
- To ensure room and banquet space inventories are reviewed weekly and strategies are formulated to fill low occupancy periods.
- To make sure all sales proposals, collateral, digital tools, and other sales communications are in line with the hotel’s brand standards, and up to date in terms of information
- To maintain a well organized filing system.
- To chair the daily Sales briefing.
- To ensure a high level of exposure for the hotel through direct sales solicitation, telephone contact and written communication.
- To work closely with other Leadership Committee members in a supportive and flexible manner, focusing on the overall success of the hotel and the satisfaction of hotel guests.
- To make sure Sales employees work in a supportive and flexible manner with other departments, in a spirit of “We work through Teams”.
Financial
- To maximise employee productivity through the use of multi-skilling, multi-tasking and flexible scheduling to meet the financial goals of the business as well as the expectations of the guests.
- To assist with the preparation of the Annual Business Plan.
- To strategically analyse business performance to facilitate accurate and meaningful forecasting, involving the respective Heads of Department as appropriate.
- To proactively manage all the sales resources and funds, and control departmental costs.
- To ensure that all hotel, company and local rules, policies and regulations relating to financial record keeping, money handling and licensing are adhered to, including the timely and accurate reporting of financial information
Personnel
- To oversee and assist in the recruitment and selection of all Sales employees. To follow hotel guidelines when recruiting and use a competency-based approach to selecting employees.
- To oversee the punctuality and appearance of all Sales employees, making sure they wear the correct uniform and name tags all the times and maintain a high standard of personal appearance and hygiene, according to the hotel and department’s grooming standards.
- To conduct annual Performance Development Discussions and to support employees in their professional development goals.
- To maximise the effectiveness of every Sales employee by developing each individuals’ skills and abilities through the appropriate training, coaching, and/or mentoring.
- To encourage employees to be creative and innovative, challenging and recognising them for their contribution to the success of the operation.
- To support the implementation of The People Philosophy, demonstrating and reinforcing Hyatt’s Values and Culture Characteristics.
- To ensure all employees have a complete understanding of and adhere to employee rules and regulations.
- To supervise the employees within the department, ensuring that the correct standards and methods of service are maintained as stated in the department’s reference manuals.
- To ensure employees follow all hotel, company and local rules, policies and regulations relating to fire and hazard safety, and security.
- To feedback the results of the Colleague Experience Survey and to ensure relevant changes are implemented.
- To oversee the implementation and ongoing monitoring of Personal Business Plans for all Sales employees.
Title: Director of Sales & Marketing
Company: Grand Hyatt
Location: Istanbul, Türkiye
Category:
