Director of Sales & Marketing
Coral Beach Hotel & Resort
Total years of experience :19 years, 1 Months
• • Reporting directly to the General Manager and assisting him to acquire new customers and retain the existing accounts to increase the share of potential accounts in the hotel
• Developed and managed promotional strategies, sales and marketing plans and existing accounts for the hotel
• Created and implemented programs to achieve greater profitability through increasing average rate overall occupancy and increased business volume during off-peak periods
• Worked into bringing new accounts from other hotels in Lebanon by applying creative marketing strategies, supporting the sales team to apply smart sales techniques and intensive follow up
• Executed action plan according to the needs of every month, used yield management techniques according to the market demand and in line with the annual budget
• Increased my corporate Lebanese and International portfolio by being the main contact of accounts from various segments especially of the United Nations, Associations, Pharmaceutical and GCC companies
• Focused into balancing the results of the monthly budget by monitoring the business mix of the property and focusing on increasing the share of the weakest part
• Challenged the sales department to maintain the existing accounts although the corporate rates had highly increased compared to 2009
• Conducted regular sales training to motivate the sales team to apply successful selling procedures and to professionally present the USP’s
• Reported directly to the General Manager and discussed ongoing challenges faced within the Lebanese market while prioritizing and planning ahead any expected situations faced on a daily and monthly basis
• Coordinated with the Food & Beverage and Banquet department to generate potential account to meet their budget while focusing mainly on the MICE and banquet accounts
• Improved the performance of each sales team member by monitoring their sales target plan according to the sales budget
• Contributed to raise the ADR and the occupancy more than the budgeted and targeted numbers during each month while in charge
• In charge of the marketing activities according to the hotel’s need and annual budget which helped for a successful promotion within the local market
• Lead the sales team to transform them into decision makers, maintain a high level of motivation and finally transform them into leaders
• Generated and maintained customers of corporate accounts for two properties
• Contributed during the opening of the Raouche Arjaan by Rotana by introducing the hotel to the Lebanese Corporate Market
• Worked on achieving a beneficial balance to sell two properties according to the Budget, ADR and Revpar of each hotel
• Conquered potential accounts within various segments focusing mostly on Foreign Embassies, Banks and Consulting and increased the awareness for both properties at the same time
• Developed a very strong portfolio within the Lebanese Corporate Market by applying professionalism, loyalty, attention to details and regular follow up with clients
• Achieved the monthly budget of each assigned segments by applying upselling strategies, extensive sales activities and successful negotiating skills
• Introduced the two hotels within the Jordanian Market during a sales trip to extend Rotana Hotels awareness in the abroad market
• Took charge of the Sales Department in the absence of the Director of Sales which provided me the opportunity to supervise the Sales Team member, work directly with the Tour Operators and Airlines as necessary
• Maintained loyalty of top accounts by applying different and creative approach during sales calls
• Shared new ideas involving sales and marketing techniques
• Developed positive attitude among the sales and marketing team by introducing training, creative approach to apply effective communications skills
• Built valuable and close relationship with clients of productive accounts in order to secure the hotel a wide share of loyal client
• Introduced a plan to improve sales performance in the sales department and secure additional corporate, MICE, FIT and leisure clients
• Established an Employee Development Plan according to the Sales & Marketing business revenue report and marketing plan
• Constantly updating team with market changes and business adaptation to changes in economy in order for the hotel to generate new leads constantly according to country’s new companies
• Gained loyalty of top accounts by providing guests with sincere and genuine sales approach while entertaining them constantly and following up with decision makers professionally
• Incorporated new correspondences strategy to follow up on booking inquiries
• Hotel Reached 100% Occupancy by purely corporate travelers through the Sales Effort Team while the main competitor’s occupancy did not reach 30%
• Handled the top 20 productive Accounts and reached a target of selling 2000 Room nights on a monthly basis while reaching budgeted ADR
• Organizing presentations and visits while participating in the meetings of political figures and media representatives visiting Al Jazeera Channel from all over the world
• Created a Forum Organizing Committee for various issues during preparatory period of Al Jazeera’s 3rd Annual Forum, i.e. arranging flight tickets and hotel accommodation for the conference speakers and participants, assisted on arranging press center at the Sheraton Hotel - conference venue, participated in preparing brochures and budgets for the conference;
• Responded to inquiries from conference speakers and participants before and during the conference;
• Assisting in the development of new initiatives for the channel including, but not limited to, the design, articulation, coordination, implementation and/or assessment of such initiatives.
• Responsibilities during the Al Jazeera’s 3rd Annual Forum
• In charge of planning, organizing, coordinating and following up major activities during the launching of the channel
• Monitor and identify needed changes to existing tactical and strategic plans for the department
• Work to build solid contractor/freelancers relationship with managers at each assigned division within the department
• Research and prepare recommendations regarding broadcast unions, new memberships, children’s channels, contractors and freelancers
• Collaborate in establishing the department’s internal forms, job descriptions, rules/ policies and training needs
