Associate Director of Sales (Mumbai based)

Assists in leading the property s segmented sales effort (eg, group, transient, association, corporate, etc) and assists in the implementation of the segment sales strategy and achieving segment revenue goals, property revenue goals and guest and employee satisfaction

Conducts all day-to-day activities related to the sales function with a focus on building long-term, value-based customer relationships that enable achievement of property sales objectives

Achieves personal booking goals

CANDIDATE PROFILE

Education and Experience

2-year degree from an accredited university in Business Administration, Marketing, Hotel and Restaurant Management, or related major; 3 years experience in the sales and marketing or related professional area

OR

4-year bachelors degree in Business Administration, Marketing, Hotel and Restaurant Management, or related major; 1 year experience in the sales and marketing or related professional area

CORE WORK ACTIVITIES

Developing & Executing Sales Strategies

Works with sales leader to ensure understanding of sales strategy and effective implementation of this strategy for the segment

Assists in the development, implementation and sustaining of aggressive solicitation program focused on increasing business

Works with management team to create and implement a sales plan addressing revenue, customers and the market for the segment led by the DOS

Assists with the development and implementation of promotions, both internal and external

Maximizing Revenue

Provides positive and aggressive leadership to ensure maximum revenue potential (eg, sets example with personal booking goals)

Recommends booking goals for sales team members

Managing Sales Activities

Approves space release for catering to maximize revenue (DOS, Group) in the absence of a Business Evaluation Manager

Participates in sales calls with members of sales team to acquire new business and/or close on business

Executes and supports the operational aspects of business booked (eg, generating proposal, writing contract, customer correspondence)

Analyzing & Reporting on Sales and Financial Data

Analyzes market information by using sales systems and implements strategy to achieve property s financial room and catering goals

Assists Revenue Management with completing accurate six period projections

Reviews sales and catering guest satisfaction results to identify areas of improvement

Ensuring Exceptional Customer Service

Displays leadership in guest hospitality, exemplifies customer service and creates a positive example for guest relations

Interacts with guests to obtain feedback on product quality and service levels

Meets with guests during pre- and post-convention meetings to obtain feedback on quality of product (eg, rooms, meeting facilities and equipment, food and beverage), service levels, execution against contract and overall satisfaction

Empowers employees to provide excellent customer service

Observes service behaviors of employees and provides feedback to individuals and/or managers

Incorporates guest satisfaction as a component of department meetings with a focus on continuous improvement

Ensures that a customer recognition program is in effect throughout Sales

Executes and supports the company s Customer Service Standards and property s Brand Standards

Participates in and practices daily service basics of the brand

Executes exemplary customer service to drive customer satisfaction and loyalty by assisting the customer and ensuring their satisfaction before and during their program/event

Serves the customer by understanding their needs and recommending the appropriate features and services that best meet their needs and exceed their expectations, while building a relationship and loyalty to the company

Gains understanding of the property s primary target customer and service expectations; serves the customer by understanding their business, business issues and concerns, to offer better business solution both prior to, and during the program/event

Building Successful Relationships

Develops and manages relationships with key stakeholders, both internal and external

Works collaboratively with off-property sales channels (eg, Event Booking Center, Market Sales, GSO) to ensure the property needs are being achieved and the sales efforts are complementary, not duplicative

Works with Human Resources, Engineering and Loss Prevention to ensure compliance with local, state and federal regulations and/or union requirements

Attends customer events, trade shows and sales missions to maintain, build or develop key relationships with GSO Managers and customers