Supports the Director of Sales in driving the overall sales strategy and revenue growth for the hotel. This role focuses on managing day-to-day sales activities, developing key client relationships, and assisting in the formulation and execution of sales plans. The Assistant Director of Sales plays a pivotal role in meeting departmental sales targets and ensuring alignment with the hotel’s broader business goals.
JOB RESPONSIBILITIES
Sales Strategy Implementation
- Assist the Director of Sales in developing and implementing effective sales strategies across all market segments, including corporate, leisure, and MICE (Meetings, Incentives, Conferences, and Exhibitions).
- Contribute to identifying new business opportunities and help expand the hotel’s market share.
- Ensure sales strategies are aligned with the hotel's objectives and are responsive to market trends.
Client Relationship Management
- Build and maintain relationships with existing and potential clients to ensure a strong pipeline of business opportunities.
- Conduct site inspections, client meetings, and presentations to showcase the hotel’s offerings and secure business.
- Negotiate contracts with clients to maximize revenue and ensure long-term partnerships.
Sales Team Support
- Assist in leading and mentoring the sales team, providing guidance to ensure individual and team sales targets are met.
- Act as the second-in-command to the Director of Sales, managing the team in their absence and ensuring seamless daily operations.
- Support team members in developing sales proposals and presentations for key accounts and potential clients.
Revenue Management Collaboration
- Work closely with the revenue management team to ensure sales efforts are aligned with optimal pricing strategies.
- Analyze sales data and trends to recommend pricing adjustments and sales tactics to maximize room revenue and occupancy rates.
- Monitor and evaluate the effectiveness of sales efforts through reports and key performance indicators (KPIs).
Market Research & Analysis
- Conduct market research to stay informed of industry trends, competitor activities, and emerging opportunities.
- Provide the Director of Sales with regular insights and recommendations based on analysis of market data.
- Help adjust sales strategies and tactics based on changing market conditions or feedback from clients.
Collaboration with Marketing
- Collaborate with the marketing team to develop promotional materials, digital campaigns, and special offers.
- Ensure alignment between sales and marketing initiatives, particularly in driving brand awareness and targeted campaigns.
- Participate in marketing events, trade shows, and client engagement activities to promote the hotel and generate business leads.
Reporting & Analysis
- Prepare and present regular sales reports to the Director of Sales, detailing performance against sales goals, key achievements, and areas for improvement.
- Monitor sales metrics such as room nights, revenue, and client satisfaction, and provide actionable insights for improvement.
- Assist in the preparation and management of the sales budget, ensuring all initiatives are cost-effective and yield positive returns.
Sales Events & Partnerships
- Help organize and execute sales events, including familiarization trips, roadshows, and client appreciation events.
- Build and maintain relationships with travel agents, corporate accounts, and event planners to ensure long-term business.
- Represent the hotel at industry trade shows, sales missions, and other external events to strengthen the hotel's market position.
Special Projects
- Participate in special projects and initiatives as required by the Director of Sales or management.
- Provide support in financial planning and other strategic activities.
- Ensure successful execution and completion of assigned projects.
REQUIREMENT
- Bachelor’s degree in business, Marketing, Hospitality Management, or a related field.
- Minimum of 5-7 years of experience in hotel sales, with at least 2 years in a leadership or assistant director role.
- Proven track record of achieving sales targets and building client relationships.
- Knowledge of the Malaysian hospitality and tourism market, including key segments and competitors.
- Fluency in English and Malay (additional languages are an advantage).