DIRECTOR OF SALES - LEISURE IHC

Italian Hospitality Collection is a portfolio of hotels, resorts, and spas handpicked for their beauty, history, and enchanting surroundings. JOB AIMS The Director of Sales Leisure directs and oversees leisure pro-active sales activities working in full synergy with sales on properties, sales representative teams, marketing, reservations, and revenue teams. His/her main objective will be maximizing room nights, ADR, and total revenue in all properties through consolidation of the existing markets, penetrating the new ones, and constant seeking for new business opportunities. He/She should be extremely organized, able to set high standards, incredibly motivated to overachieve performance, and to lead and inspire his/her team. Very well structured, results-oriented with excellent analytical and computer skills. Excellent knowledge and outstanding track record of incremental success related to luxury leisure trade sales; candidates with experience in the entertainment segment are also welcome to apply. Must have at least 5 years of experience with an international hospitality brand, minimum 8 years of proactive leisure. Must have a minimum of 3 years in management of sales team within the hospitality industry. This position will be based in Milan, Italy. Direct reporting hierarchically to Group Director of Sales & Marketing. KEY RESPONSIBILITIES Build a positive environment among the assigned sales team and colleagues. Conduct performance evaluations within the assigned team. Coach, train, and guide the team in the performance of their duties as to specific position responsibilities, sales techniques, reporting procedures, etc. Recruit new sales members or sales reps where needed. Develop and implement the Annual Sales Plan for the assigned segment including key account plans soliciting and servicing selected accounts. Participate in designated trade service and community associations and clubs. Represent IHC and sister properties on sales calls, workshops, and trade shows in the assigned markets. Monitor, identify, and report current and future business trends to ensure profitable sales in periods of low and high demand. Provide immediate sales assistance for all critical situations of key accounts to maintain an active account load and to act as the sales leader of the assigned segment. Monitor competitive hotels to ensure continual market share improvement. Analyze and report sales results. Proactively plan (for him/herself and the team) and execute weekly sales appointments, sales promotion, and follow-ups to achieve and exceed the revenue targets. Constantly and timely update CRM software with sales calls, account information, tasks, projects, etc. Accurately identify the level of influence and decision-making power of contacts in the customer organization and use these to secure business. Support the reservation department with the conversion of new and repeat inquiries while making sure this is executed within all assigned sales team. Review customer base to determine new opportunities for account penetration. Contribute ideas to improve the products and services offered. Capitalize and leverage upon brand's sales and marketing programs, resources, and international sales offices to maximize the impact of the brand's system. Strategically plan for the seasonality factor by targeting a wide scope of market segments suitable in providing a steady revenue stream during shoulder and low season periods with the overall aim of maximizing business demand. Internal Communication: Maintain a cooperative working relationship with other departments, particularly those with mutual guest contact. Ensure that the Brand standards are met at all levels and adjust where needed. Participate in meetings when required, sharing key information on sales activities, special bookings, business forecasts, competition, etc. Prepare reports as required by the Group DOSM. PERSONAL COMPETENCIES Plans, organizes, and uses a systematic approach to get things done. Manages time and resources effectively. Prioritizes actions and manages tasks through to completion. Actively seeks opportunities to develop and learn from experience. Communicates openly and clearly both verbally and in writing. Pitches information at the appropriate level. Listens to the needs of others before contributing. Develops positive working relationships at all levels. Manages conflict effectively. Motivates and inspires others to perform. Collects and analyzes relevant information about a problem. Continually seeks innovative solutions. Makes conscious decisions to take action. Not afraid to commit mistakes and learn from them. Accepts personal responsibility to make things happen. Constantly reviews to improve. Self-reliant, working with minimal control and direction. Acts on own initiative when appropriate. Takes calculated risks to achieve results. Thinks ahead, developing contingency plans where necessary. Has a drive and determination to succeed. Contributes and is effective when team working with peers. Presents powerful arguments which persuade others. Expresses confidence in own ideas and networks with others. Gains commitment to action from a range of people. Adapts quickly and positively to new situations. Continues to be productive in changing circumstances. Excellent business hunter. A passion for sales and target-based performance. Languages: fluent Italian and English is mandatory. Fluent knowledge of French or German would be beneficial. Computer Skills: proficiency in the use and operation of computer systems with the ability to navigate efficiently through Word, Excel, Outlook, Internet, and Intranet. KPI KEY PERFORMANCE INDICATOR Total Revenue for the assigned markets. Number of New Qualified Accounts (personal and the team) updated in CRM. Market Share Goal. Travels: business trips to meet property sales manager, clients, or to participate at trade shows. #J-18808-Ljbffr