Splendid Family - Group Director of Sales (1793)

Group Director of Sales

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  • Department:
    Sales, Marketing and Reservations
  • Position Commitment:
    Full Time
  • Location/Hotel - click here for more information on the property:
    Various
  • Vacancy Reference:
    1793
  • Salary:
    .

Group Director of Sales

Job Summary

As Group Director of Sales you will be responsible for delivering all aspects of the IHG & Accor divisional sales performance.

This new senior role will be a key part of the Operations Board, reporting directly into the CEO and indirectly into the two hotel Division Managing Directors.

As a new role to our business, you will be required to define and embed the ways of working, including the recruitment of key members of the sales management team while ensuring the department is fit for purpose for delivering Splendid Hospitality Groups sales to deliver current budget and also be strategically aligned to the longer term envision future.

A key attitude required from this individual is the skill set to be able to balance personal workload both on the business and in the business to deliver consistent and predictable topline revenues.  Pipeline volume and velocity

Essential Duties and Responsibilities (Key Activities of the role)

  • Develop and implement best in class sales strategies and processes for developing business and achieving the company’s sales goals
  • Create a highly insightful reporting suite, allowing SHG to execute strategies ahead of the curve, generating market outperformance.
  • Put in place infrastructure and systems to support the success of the sales function
  • Manage key customer relationships and participate in closing strategic opportunities
  • To maintain strong links with the wider commercial function (Revenue, Marketing and PR) providing insight into customer, market and competitor activity that drives commercial activity, to maximise top line delivery. 
  • Conduct audits to ensure successful sales practices are in place to optimise revenues.
  • Proactively identify Sales management talent and work with the GM’s to assess and develop.
  • Represent Splendid Hospitality Group at brand commercial events, putting across SHG’s views and expectations for brand lead activity.
  • Build network of fellow senior Sales Management leaders in other large brand franchise partners.
  • Responsible for the annual budget/profit/sales or other financial accountability, delivery of all aspects of the hotels sales budget (corporate, leisure, MICE) for both IHG and Accor Hotel Divisions - providing detailed and accurate sales forecasting across the portfolio 
  • Induct, onboard and performance manage team members to continuously deliver departmental objectives - create a best in class team that the top 10% of industry sales people want to join.
  • Coach and develop to oversee talent progression working with key stakeholders within the HR & People function. Reports include; Head of Field Sales, Groups Desk, Leisure Sales Manager, MICE Account Manager, Channel Account Manager, KNR/RFP Manager & Senior Sales Researcher
  • Define and oversee sales staff compensation and incentive programs that motivate the sales team to achieve their sales target

Person Specification

  • Multi-property experience – previous senior sales leadership role
  • Proven direct experience of sales management leadership, ideally incorporating a variety of markets and hotel sizes
  • Previous group Director of Sales/VP role or equivalent
  • Educated to degree level or similar on the job experience
  • Ability to demonstrate understanding of core Sales Management Concepts
  • Highly numerate
  • Good written and verbal English

Desirable

  • Project Management experience
  • Strong excel skills
  • Knowledge of key sales systems and tools, e.g. Salesforce

 
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