1. Assist in the development of year Business Plan for the hotel and then cascade this into a specific and measurable plan by segment and work with the DOSM to implement for the Sales team to execute.
2. Organize regular sales trips to develop potential markets and to maintain key customer relationships.
3. Manage and drive business for the key account base of the hotel, maximizing revenue opportunities and exceeding the set targets.
4. Collaborate closely with the sales team to ensure they are effectively managing their accounts and maximising opportunities. Focus on new business opportunities whilst maintaining the existing accounts.
5. Plan and execute a series of familiarization tours to profile the Hotel and engage with customers for corporate companies' decision makers, travel agents, airline associate, tour operators, convention organizers, meeting planners, incentive operators and other industry personnel.
6. Develop and refine a comprehensive mailing list/database for clients and in conjunction with the
Marketing Communications Manager maintain a regular communication to this database on the hotel offers to encourage new and repeat business.
7. Assist in maintaining a strong team performance, by regularly reviewing KPI's and goals against performance and realigning strategies according to results.
8. Maintain regular contact with the Marriott Internal Global Sales (GSO) offices and ensure they are copied on new business leads to assist in closing.
9. Develop and supervise all sales activities.
10. Ensure sales team associates is well trained with Business Prospecting and know how to develop a prequalified, prioritized prospect list for new business.
11. Dedicated Supervision to Groups Sales team.
12. Prepare monthly outlook / forecast for related expenses and discuss with DOSM as scheduled
13. Prepare department performance reports and submit to DOSM on weekly basis.
14. Forecast, analyze and report Sales Performance results.
15. In conjunction with the DOSM, effectively recruit, train and develop, certify and evaluate performance of associates. Ensure turnover reduction and optimization of productivity through efficient work practices.
16. Demonstrate working knowledge of all tasks within your area of responsibility.
17. Regularly review departmental KPI's (SMP & CEI & IFH-MICE) with individuals and team, ensure performance is measured and tracked appropriately. Change strategies if goals are not being met.
18. Regularly review departmental KPI's and ensure all team associates are fully versed on all aspects of
MI/SW Programs including SPG, SPG Pro, SPG Pro Promotion offer (MVP), Team HOT/Lead Referrals, ISAC, ISAC BD tool, IFH-MICE. Individual and performance is measured and tracked appropriately. Chang strategies if goals are not being met.
19. Implement opportunities for quality team building.
20. Arrange regular sales meetings to keep associates and management informed and to foster a two-way communication. Involve associates in all aspects of decision making. Encourage creativity, initiative and innovation.
21. Co-operate with all departments within the hotel.
22. Anticipate guest's needs through observation and offer prompt, efficient service either personally or through effective communication with other associates.
23. Align working practices and conduct with Hotel's Vision; consistently strive to meet and exceed the expectations of both internal and external guests.
24. Uphold the Starwood Cares culture by demonstrating the Star Service Standards at all times to guests and fellow associates.
25. Co-ordination of all aspects of the departments operation to ensure that the services of the Department are delivered to guests or internal customers with the aim of exceeding guest expectations and in accordance with Hotel's standards.
26. Train associates to notify any equipment or lighting failure immediately to expedite repairs / replacement.
27. Develop a communication plan to advise and seek support with operations teams on important site inspections and customer familiarization.
28. Oversee the site inspections of team members to ensure use of brand and wow elements to ensure the Hotel's key unique propositions are presented.
29. Develop an awareness of, and appreciation for, the richness of the cultural diversity of your clients, associate and location.
30. Identify opportunities for value added services to increase sales profitability and anticipate client needs.
31. Demonstrate effective verbal and non-verbal communication skill.
32. Ensure associates use Guest-Voice (Including of Guest Satisfaction Survey (GSS), Event Satisfaction Survey (ESS) and social media survey) in a constructive manner to implement changes and reward performance where appropriate.
33. Negotiate contracts only with approved suppliers as per corporate management policy and procedures.
34. Act on potential client complaints and report to appropriate personnel.
35. Verify timesheets. Compile daily, weekly and monthly reports as required. Analyze reports and make recommendations.
36. Ensure files, correspondence and other relevant business documentation are maintained within the sales & catering systems as designated.
37. Develop and implement strategies to minimize absenteeism and to manage occupational health & safety issues.
38. In conjunction with the DOSM, prepare working schedules and annual leave schedules within budget, business expectations and guidelines of the Labor Code.
39. Conduct development and performance reviews, identifying key personnel for further development and structured career pathing.
40. Align management style, working practices and conduct with Hotel's Vision, Corporate Values and policies. To comply with Hotel's Code of Conduct at all times.
41. Completely understand, implement and ensure adherence to Local Labor Laws and Hotel policies.
42. Ensure all correspondence is written in the brand voice
43. Maintain a new business plan per segment which identifies future business opportunities in your market.
44. Be well versed and knowledgeable of Hotel Fire and Evacuation procedures as well as health and safety requirements in the Workplace. Ensure associates are aware of their duty of care as determined by legislation and that they maintain complete familiarity.
45. Undertake additional duties as requested by the
Department Manager and Hotel Management.
46. Involve in Departmental training on all
Sales and Marketing related issues. Schedule sales associates to attend the relevant Starwood Sales training and Forum sales courses.
47. Ensure all sales associates have conducted the Starwood Online Sales Orientation tool, accessible on the development center on Starwood One.
48. Ensure all associates adhere to the Hotel credit policy and procedures.
49. Ensure that all associates comply with the grooming and uniform standards.
50. Comply with all Corporate and Hotel Standards and Procedures and lead by example.
51. Promote by example the principles of "The Power of Service".
52. Actively promote a work environment which cares for guests and associates alike.
53. Be knowledgeable of procedures for security and emergency incidents and is familiar with location of fire alarms and fire extinguishers.
54. At every opportunity demonstrate effective selling techniques in promoting Sheraton/Marriott products and services.
55. Log security incidents and accidents in accordance with hotel requirements.
56. Maintain personal presentation to hotel and Marriott standards.
To summarise, it is not the intention of this Job Description to limit the scope or responsibilities of the above mentioned, but to highlight the most important aspects of your position. It is essential that all associates are committed to their jobs and the success of the enterprise, and maintain a willingness to accept total flexibility of jobs and duties throughout the hotel.
