Assistant Director of Sales Cascais

Assistant Director of Sales
Lisboa
Cascais, Lisboa, Portugal

JOB SUMMARY

Assists in leading the property’s segmented sales effort (e. g. , group, transient, corporate, consortia 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 activities related to the sales function with a focus on building
- term,
- based customer relationships that enable achievement of property sales objectives. Achieves personal booking goals.

CANDIDATE PROFILE

Education and Experience

Required:

• 2-year degree from an accredited university in Business Administration, Marketing, Hotel and Restaurant Management, or related major; 4 years experience in the sales and marketing or related professional area.

OR

• 4-year bachelor's degree in Business Administration, Marketing, Hotel and Restaurant Management, or related major; 2 years experience in the sales and marketing or related professional area.

CORE WORK ACTIVITIES

Developing & Executing Sales Strategies

• Report directly to the Resort’s General Manager, ensuring the commercial vision is properly implemented focusing on the achievement of the predefined revenue and GOP goals.

• Works with Regional Director of 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

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

Maximizing Revenue

• Provides positive and aggressive leadership to ensure maximum revenue potential (e. g. , sets example with personal booking goals).

• Recommends booking goals for sales team members.

Managing Sales Activities

• Approves space release for catering to maximize revenue (RDOS, 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 (e. g. , 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
- and
- convention meetings to obtain feedback on quality of product (e. g. , 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
- property sales channels (UHM 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.

MANAGEMENT COMPETENCIES

Leadership

• Adaptability – Develops strategies and identifies resources to implement and manage change; models flexibility in adjusting priorities; and communicates the need for change in a positive way that encourages commitment.
• Communication - Actively listens and uses appropriate communication styles to deliver complex information in a clear concise way and influences others to accept a point of view, gain consensus, or take action.
• Problem Solving and Decision Making - Models and sets expectations for solving complex problems, collecting and comparing information to evaluate alternatives, considering their potential impact before making decisions, involving others to gain agreement and support, and guiding others to implement solutions.
• Professional Demeanor - Exhibits behavioral styles that convey confidence and command respect from others; makes a good first impression and represents the company in alignment with its values.

Managing Execution

• Building and Contributing to Teams - Leads and participates as a member of a team to move the team toward the completion of common goals while fostering cohesion and collaboration among team members.
• Driving for Results - Focuses and guides others in accomplishing work objectives.
• Planning and Organizing - Gathers information and resources required to set a plan of action for self and/or others; prioritizes and arranges work requirements self and/or others to accomplish goals and ensure work is completed.

Building Relationships

• Coworker Relationships - Develops and uses collaborative relationships to facilitate the accomplishment of work goals.
• Customer Relationships - Develops and sustains relationships based on an understanding of customer needs and actions consistent with the company’s service standards.
• Global Mindset - Supports employees and business partners with diverse styles, abilities, motivations, and/or cultural perspectives; utilizes differences to drive innovation, engagement and enhance business results; and ensures employees are given the opportunity to contribute to their full potential.

Generating Talent and Organizational Capability

• Organizational Capability - Evaluates and adapts the structure of organizational units, jobs, and work processes to best fit the needs and/or support the goals of an organizational unit.
• Talent Management - Provides guidance and feedback to help individuals develop and strengthen skills and abilities needed to accomplish work objectives.

Learning and Applying Professional Expertise

• Applied Learning
• Business Acumen
• Technical Acumen
• Devising Sales Strategies and Solutions
• Sales Disposition
• Sales Opportunity Analysis
• Revenue Management
• Management of Financial Resources
• Basic Competencies
• Basic Computer Skills
• Mathematical Reasoning
• Oral Comprehension
• Reading Comprehension
• Writing