Director of Sales

Elite Hotels; Forest Row; On-site; GBP 90,000 - 120,000; Full time

Job summary

Elite Hotels in Ashdown Park Hotel, RH18 5JR, is seeking a senior sales leader to develop and execute the group’s sales strategy. This role focuses on MICE, corporate travel and group business to deliver profitable revenue growth and a superior guest experience.

Based at Ashdown Park with visits to The Grand Hotel, Eastbourne and Tylney Hall, Hampshire, the role requires strong leadership of Sales & Revenue teams, strategic budgeting, pricing, and proactive partnership development across the UK

Qualifications

• Senior sales leadership role within upmarket hotel sector.
• Experience with Meetings & Events, F&B and spa/wellness facilities.
• Strong communication and organisational skills in hospitality.

Responsibilities

• Lead, inspire, manage and mentor Sales and Revenue teams with clear goals.
• Set and control the annual Sales Budget and revenue plans.
• Develop and execute strategic Sales & Revenue plans for all areas.
• Drive pricing, yield, distribution and partnerships to grow revenue.
• Represent the group at events and build key corporate accounts and agents.

Skills

Senior sales leadership

Strong communicator

Highly organised

Hospitality industry knowledge

Group and MICE experience

Revenue management awareness

Job description

Description

Reporting directly to the CEO, the successful candidate will develop and lead execution of the

company’s sales strategy to deliver profitable revenue growth across all key market sectors with

a particular focus on MICE, corporate travel and group business. Effective account

management of key clients, agents and partners, will be essential in recognising and developing

revenue opportunities as will an ability to drive residential leisure, food & beverage & health &

wellness revenue. Strong people management and communication skills will be required to

support the development of a high performance & proactive sales culture across the company

that in turn will provide for a superlative guest experience. Experience of working in the hotel

sector will be essential.

Core Responsibilities:

• Lead, inspire, manage and mentor the Sales and Revenue teams for the group, ensuring a proactive sales culture with clear goals and targets.
• Support the Directors and property General Managers in delivering commercial success.
• Set and control the annual Sales Budget.
• Develop and oversee implementation of strategic Sales & Revenue business plans for all areas of the business. Ensure that they are designed to deliver the company’s short-, medium- and long-term commercial objectives achieve budgeted revenue targets with the required commercial returns.
• Provide input & insight into the annual Revenue & Market Mix Budgets to ensure that they are designed to deliver achievable year on year growth.
• Drive strategic sales initiatives, business development and partnership management to grow revenue across market segments, enhance the guest experience and enhance profitability of the group. Identify new business opportunities through market intelligence and partnerships across key segments.
• Ensure effective training focused on negotiation and conversion strategies designed to maximise contracted business and develop client, agent and booker loyalty.
• Develop proactive relationships with key partnerships and clients, including but not limited to Key corporate accounts, MICE Agents, Small Luxury Hotels of the World (SLH), MIA & AIEA.
• Oversee the effective management of the company’s database.
• In conjunciton with the marketing team ensure that the company website, third party sites and collateral are designed to maximise revenue generation including taking advantage of technology advances.
• Determine appropriate Pricing, Yield and Rate strategies for all market segments to support the individual hotel‘s specific needs, exploit their strengths, maximise revenues and deliver required profit margins thus driving commercial success for the business.
• Analyse market trends, competitor activity and commercial insights to ensure a competitive and innovative approach. Drive direct bookings and effective distribution strategies.
• Investigate & evaluate opportunities to expand and grow the existing business.
• Identify & evaluate sales events, roadshows & exhibitions both in the UK & overseas that will deliver tangible returns by engaging key bookers & agents.
• Represent the company by attending and supporting site visits, presentations, networking and industry events, to aid generation of new business & support customer retention.
• Closely monitor market trends, competitors and market research, utilising findings to inform strategy, improve the company’s performance and react to market trends.
• Provide effective reporting of all Sales activity to ensure clear measurement of outcome and return on Investment.
• Oversee the recruitment of key Sales related personnel across the group.
• Identify training and development needs within the Sales team, providing requisite support, mentoring, direction, motivation and measuring of performance.

Place of Work:

Based at Ashdown Park Hotel, RH18 5JR, with regular visits to the two other group hotels, The Grand Hotel, Eastbourne & Tylney Hall, Hampshire. UK travel for sales appointments & events will also be required as will attendance at relevant overseas events.

Key Skills & Experience

• Senior sales leadership role within the upmarket Hotel sector within properties with significant Meetings & Events spaces, Food & Beverage and Spa & Wellness facilities
• A strong communicator, highly organised with a clear understanding of the hospitality industry including the luxury market
• Appreciation of working for an independently owned company
• Experience of working in a group position with an awareness of the competing demands involved
• Clear understanding of the customer journey and need to deliver a consistently positive experience
• Able to develop a deliverable and measurable Sales plan for all sectors of the business