Director Of Sales And Marketing
Cosmopolitan Hotels
Total des années d'expérience :14 years, 11 Mois
• Cluster role with responsibilities for 2 hotels’ (345 keys) sales, marketing & reservations
team comprising of 9.
• Prepare hotel annual budget and marketing plan outlining key strategies and market
overview.
• Achieve hotel occupancy, ADR and room revenue as per set budget and forecast.
Set individual team members objectives for room revenue / room nights in line with
budget. Ensure achievement of objectives on a monthly, quarterly and yearly basis.
• Personally manage a portfolio of key accounts/segments of the hotel to maximize
production.
• Actively encourage and participate in sales and marketing initiatives of the hotel.
• Review proposal, contracts and quotations on a timely manner to ensure accuracy of the
communications.
• Attend and represent the hotel in industry exhibitions, conduct sales visits to key source
markets.
• Constantly monitor the market and competitors and initiate relevant actions to develop
hotels’ market share.
Director of Sales - Pre-Opening June 2017 - Current Pearl Rotana Abu Dhabi
• Successful opening of Pearl Rotana Capital Centre, by overachieving revenue and growth expectation with first 6 months. In 2019 Hotel is well positioned with 16% ahead of rooms and 15% Food & beverages revenues YTD. Hotel team was awarded best opening of the year for all Rotana branded hotels.
• Manage and monitor hotels sales efforts, ensure such efforts are focused and beneficial to business. • Identify sales opportunities to ensure all market segments (Corporate Transient, Leisure, Permanent Long Term and Groups & Catering) are covered • Build and maintain positive relationships with all internal and external partners • Monitor the corporate, groups, leisure and events teams’ delivery of their Account Development Plans to support the achievement of the sales targets. • Ensure all systems, policies & procedures are in place for each segment to enable effective selling as per company standards • Develop sales team members by leadership and by example, monitor and coach for current and future sales development. • Actively participate and complete Hotel Sales Plan, execute implementation of sales plan and monitor the market and comp set to suggest for any changes in strategy. • Work closely with Rotana National and Global Sales offices to identify and target potential opportunities in all managed segments. • Ensure accurate preparation and submission of monthly and annual reports. • Attend and represent the Hotel at relevant Trade/Marketing shows, conduct sales visits to key feeder markets.
Deputy Director of Sales May 2016 - Current
Aloft Abu Dhabi
• Reporting to DOSM, responsible for Business Travel, Leisure and MICE functions.
• Manage and monitor direct reports daily activities, ensure efforts are focused and beneficial.
• Assist in prepating internal reports GM monthly, Budget and Marketing Plans annually.
• Identify sales opportunities to ensure all market segments (Corporate Transient, Leisure, Permanent Long Term and Groups & Catering) are covered
• Build and maintain positive relationships with all partners, to determine strategic goals are met
• Monitor the corporate, groups, leisure and events teams’ delivery of their Account Development Plans to ensure the achievement of the sales targets.
• Ensure all systems, policies & procedures are in place for each segment to enable effective selling
• Conduct regular sales meetings, briefing and monthly reviews with sales members.
• Maintain effective communication within all areas of the company- locally and internationally
• Represent the hotel at road shows, trade fairs and other events to maximize sales opportunities and enhance reputation of the hotel
• Prospect, and help team members prospect new business sources.
• Recruit, train and motivate sales team members to support individual development plans are realized.
• Deliver and facilitate the team to use entrepreneurial selling and to deliver Brand message to customers.
• Manage a portfolio of Top Accounts
• Research local & regional trends for all business opportunities
• Execute strategic changes as required to ensure revenues are met.
• Cluster role responsible for corporate segment for 5 Hotels with inventory of 1300+ rooms.
• Leading & mentoring the team of 5 corporate sales managers and sales executives.
• Identify sales opportunities to ensure all market segments (Corporate Transient, Long Term and Groups) are covered.
• Build and maintain positive relationships with all partners, to determine strategic goals are met
• Monitor the corporate teams’ delivery of their Monthly and Annual Account Development Plans/Targets to ensure the achievement of the revenue results.
• Ensure all systems, policies & procedures are in place for each segment to enable effective selling
• Maintain effective communication within all areas of the company- locally and internationally
• Represent the hotel at road shows, trade fairs and other events to maximise sales opportunities and enhance reputation of the hotel
• Prospect, and help team members prospect new business sources.
• Deliver and facilitate the team to use entrepreneurial selling and to deliver Brand message to customers.
• Create strong customer relationships for revenue optimization
• Conducted performance reviews and appraisals for direct reports, as well as managed training plans.
• Managed a portfolio of Top Accounts
• Research local & regional trends for all business opportunities
• Execute strategic changes as required to ensure revenues are met.
• Part of Pre-Opening team with effective implementation of Pre-opening Plan
Grosvenor House Dubai, A Luxury Collection Hotel
Le Royal Meridien Beach Resort & Spa, Dubai
■ Responsible for revenue generation for Grosvenor House & Le Royal Meridien hotels in Dubai, totalling over 1, 244 luxury rooms, suites & apartments.
■ Sales Leader providing coaching, guidance and support to the sales Team
■ Manage and achieve greater business share of multinational and local corporations and companies.
■ Responsible for cluster sales of the hotel rooms & suites, as well as lease of hotels luxury serviced apartments.
■ Responsible for transient and group business from assigned accounts and managing/developing potential new accounts from assigned areas/industries.
■ Maximize profits of the hotel by upselling, offering hotel food & beverages outlets and hands on experience selling conference space.
■ Attend various trade shows, industry events and exhibitions as and when required.
■ Monitor and report market trends/updates and competition info to ADOS, DOSM and sales team.
Grosvenor House Dubai, A Luxury Collection Hotel
Le Royal Meridien Beach Resort & Spa, Dubai
■ Responsible for accomplishing sales targets within assigned geographical areas.
■ Responsible for cluster sales of the hotel rooms & suites, as well as lease of hotels luxury serviced apartments.
■ Responsible for transient and group business from assigned accounts and managing/developing potential new accounts from assigned areas/industries.
■ Maximize profits of the hotel by upselling, offering hotel food & beverages outlets and hands on experience selling conference space.
■ Attend various trade shows, events and exhibitions as and when required.
■ Monitor and report market trends/updates and competition info to ADOS, DOSM and sales team.
Senior Group Sales Executive May (2010)-May (2011)
Group Sales Executive May (2008)-May (2010)
Grosvenor House Dubai, A Luxury Collection Hotel
Le Royal Meridien Beach Resort & Spa, Dubai
■ Responsible for all aspects of Group Sales, by planning and executing sales activities based on strategies and financial targets.
■ Responsible for responding to all RFP’s from global sales offices, DMC/Travel agents, and Corporate event companies.
■ Managed a portfolio of accounts, for which was responsible for their production, conversion of group bookings and overall product knowledge about the account.
■ Achieved an increase of 24% on group room revenue annually (2009-2010).
■ Contributed to formulating group sales strategies to meet monthly, quarterly and yearly revenue and profit targets.
Shift in charge, ensuring the basic standards are followed and met by front desk receptionists,
Reporting to Front Office Manager, was involved in training of new associates, as well as carrying out monthly training requirements,
Work as a part front office team to provide highest level of customer service and experience.
Meeting and greeting customers, handle telephone calls, and administrative tasks including: filing, restaurant reservations, travel arrangements, correspondence handling.
Register guests into the computer, verifying registration, address, and credit information.
Quickly and effectively solve customer challenges.
In charge of assisting in coordination of daily front office operations, reporting to hotel manager.
Respond to customer inquiries, ensuring service standards are met by all associates and staff.
Maintain quality control/satisfaction records, constantly seeking new ways to improve customer service.
Bachelor of Business Administration in Marketing. Relevant courses: International Marketing, Strategic Marketing, Marketing Research, Financial Management, Corporate Finance, Business Management, Team Work, Customer Behavior. Minor: Finance. 05.2003–09.2003 Union Space Asia JV Tashkent, Uzbekistan Intern Market Analyst/Research Assistant Researched the internet and other sources for secondary information; Participated in analysis and presentation of collected primary data; Prepared questionnaires and forms for conducting consumer research surveys; Jointly conducted consumer surveys; Translated and interpreted articles from English to Uzbek and Russian, and vice versa;
Faculty of International Economical Relations