Sales_Director of Sales_ENG

Role Overview

Director of Sales at Radisson Hotel Group. This role leads the sales function across a portfolio of hotels, driving performance and revenue generation within the hotel group's distinctive brands and service ethos.

Company Overview

Radisson Hotel Group is one of the world's largest hotel groups with ten distinctive hotel brands and 1,400+ hotels in operation and under development in 95+ countries. The Group's overarching brand promise is Every Moment Matters with a signature Yes I Can! service ethos. The organization is built on the belief that people are at the core of success, fostering an inclusive and supportive culture.

Role Purpose

As Director of Sales, you will drive sales performance, lead and inspire a high-energy sales team, and advance sales efforts across a hotel portfolio. You will develop sales strategies aligned with business objectives, build and maintain key client relationships, manage the sales department's operations, and ensure revenue targets and business goals are consistently achieved.

Key Responsibilities

Strategy & Business Planning

• Participate in the development and preparation of the hotel business plan with specific focus on sales objectives and revenue generation.
• Develop and execute sales strategies to increase hotel room nights, revenue and overall business production.
• Identify new business opportunities and market gaps to drive growth.
• Conduct regular market and competitor analysis, including competitor rates, occupancy, promotions, business strategies and market positioning.
• Prepare the annual sales budget and manpower forecast for the department in coordination with the General Manager and relevant management team.

Sales Performance & Revenue Management

• Assess, evaluate and ensure that short-term and long-term sales goals are achieved in line with the hotel's business strategy.
• Follow sales results, including room night production, revenue, account production and business conversion, and propose corrective actions when required.
• Monitor sales performance against budget and targets and implement action plans to maximize revenue and business opportunities.
• Set and negotiate corporate rates for local and international companies, travel trade accounts and other commercial accounts in line with the hotel's revenue strategy.

Sales Systems & Account Management

• Maintain and maximize the utilization of all automated sales and reservations systems related to individual and group business.
• Supervise the customer database system (SAP Cloud) to ensure all sales calls, activities, account information and follow-ups are accurately recorded and regularly updated.
• Maintain permanent and updated files for all corporate, group, government, travel trade and other key accounts with strong room night and revenue potential.
• Ensure fair and effective account distribution among sales team members and monitor their account management, visits, follow-ups and business production.

Client Relationship Management

• Develop and maintain strong relationships with local and international clients through regular sales calls, visits, meetings and business follow-ups.
• Supervise and handle group and individual sales enquiries and reservation requests when necessary, ensuring timely follow-up and conversion of potential business.
• Follow up on confirmed and tentative business to maximize conversion and ensure business materializes as planned.
• Keep customers updated on the latest hotel developments, facilities, services and commercial offers, and communicate relevant changes in customer profiles to hotel management.

Business Development

• Plan and coordinate participation in trade shows, exhibitions, workshops, road shows, sales blitzes and other business development activities to generate new business opportunities.

Cross-Functional Collaboration

• Work closely with all relevant departments to ensure smooth handling of groups, corporate accounts and business requirements and to maintain high levels of customer satisfaction.

Team Leadership & Development

• Maximize employee productivity and morale within the department and consistently maintain discipline in accordance with hotel guidelines and local regulations.
• Schedule employees according to business levels to maximize productivity and control payroll costs.
• Select and recruit suitable employees for the Sales department in accordance with prescribed policies and procedures.
• Provide appropriate sales skills training and coaching to team members to improve performance and achieve sales targets.
• Identify employees with potential for promotion or transfer and prepare appropriate development plans in coordination with the Director of People Engagement.
• Conduct monthly departmental meetings to review sales achievements, targets, account production, challenges and areas for improvement.
• Establish and maintain effective internal communication, including daily sales briefings, to ensure strong teamwork, follow-up and productivity.

Qualifications & Experience

• Proven experience in a leadership role within hotel sales with a strong track record of driving performance.
• Demonstrated success in a fast-paced hotel or hospitality environment.

Skills & Competencies

• Commercial acumen and strong business awareness.
• Highly organized with attention to detail.
• Results-oriented and ambitious mindset focused on increasing productivity and sales volume.
• Excellent communicator and negotiator with ability to build lasting partnerships.
• Clear thinker capable of developing and executing sales strategies effectively.
• Proficiency with SAP Cloud customer database system.
• Ability to manage automated sales and reservations systems.
• Passion for creating positive impact and enhancing the hotel's reputation within the community.

Additional Information

Radisson Hotel Group is committed to equal opportunities and an inclusive work environment. Applications from people with severe disabilities or equivalent status are expressly encouraged. The organization welcomes candidates regardless of age, gender, ethnic background, religion or belief, disability, sexual orientation, or identity.