Director of Commercial

Kempinski Hotels; Daerah Khusus Ibukota Jakarta; On-site; IDR 400.000.000 - 450.000.000; Full time

Job summary

A leading luxury hotel chain is seeking a Director of Commercial to oversee sales and marketing strategies. This role involves supervising the development of the Sales & Marketing Plan and managing the team to achieve budgeted revenues. The ideal candidate should have a strong background in hospitality sales and excellent leadership skills. Responsibilities include managing marketing activities, recruiting talent, and analyzing competitors. Join a dynamic team and make a substantial impact on the hotel's success in Jakarta.

Qualifications

• Experience in sales and marketing management in the hospitality sector.
• Strong leadership skills and ability to develop talent within the team.
• Proven track record in achieving sales targets and objectives.

Responsibilities

• Supervise preparations of the Sales & Marketing Plan.
• Determine marketing and sales strategies for pricing to meet objectives.
• Monitor sales results and propose corrective actions si if needed.

Job description

Director of Commercial

Department: Sales & Marketing

Employment Type: Fixed Term - Full Time

Location: Indonesia - Jakarta

Executive in charge of reaching the targeted goals as defined in the Sales & Marketing Plan. Responsible for orienting and following up to materialise the budgeted revenues of respective segments through existing clientele and key prospects. This position focuses on hotel’s national and international key accounts / key prospects base

Key Responsibilities

• Supervise preparations and definition of the Sales & Marketing Plan and manual for the department and participate in setting up the sales & marketing policies, procedures and objectives.
• Determine the corporate/travel trade marketing and sales strategy related to pricing and promoting to meet the objectives outlined in the Sales & Marketing Plan.
• Clearly understand and communicate the Corporate and Regional Strategic Sales Objectives to the Sales & Marketing team.
• Handle budgets for miscellaneous sales activities and promotions.
• Actively involved in the recruitment of all members of the Sales & Marketing Team in conjunction with People Services.
• Identify, retain and develop Talent within the team.
• Ensure that regular and appropriate communication is carried out with the Global Sales Offices that assist the Hotel Sales & Marketing team in achieving their goals.
• Carry out on-boarding for all Sales & Marketing colleagues.
• Follow the sales and marketing results (accounts’ room night productivity, revenue, etc.) and propose corrective actions if needed.
• Maintain and maximize the utilization of all automated sales and reservations systems involved with group business.
• Supervise the existence of an efficient follow-up on all leads to maintain a good relationship and generate group/individual leads for the hotel.
• Maintain permanent files for all corporate, group and travel trade account with strong room/night potential.
• Maintain and improve the efficiency of reservation centers, to ensure that information in reservation system’s database is updated. Coordinate such insertions to be realized correctly with the Reservations Manager.
• Keep close follow up on developments of the competitor hotels (occupancy, structural alterations, renovation, special campaigns, rate promotions, marketing efforts, theme events etc.). Also explore and compare corporate traffic amongst the competition.
• Propose ideas for promotional materials to be distributed during sales calls, international trade shows and for other promotional activities.
• Set up the corporate rates for local/international companies / travel trade accounts as well as other commercial accounts.
• Supervise the existence of an efficient customer database system (SFA), which will be capable of identifying to report sales calls and other sales activities and maintain a vigorous updating exercise in certain periods of time.
• Maintain a fair account distribution amongst the sales employees who will be responsible to manage (visit, handling complaints, update information and follow up) their own account group.
• Propose and coordinate the promotional activities undertaken by sales department and / or Food & Beverage.
• Project and prepare the participation procedure for domestic or international trade shows, fairs, exhibitions, workshops, road-shows, sales blitzes etc. and participate in such professional business related events.