Assistant Director of Sales

Company Description

Attana Hotels & Resorts is a Malaysian Hospitality Management Company that manages a portfolio of hotels, resorts, and golf clubs. It has three unique sub-brands: Perdana, Espira, and Villea. Attana aims to deliver crafted experiences to its guests while generating wealth for its shareholders.

Location

Espira Kinrara, Puchong

Report To

Hotel Manager

Role Description

The Assistant Director of Sales plays a crucial role in supporting the Hotel Manager to achieve business objectives, driving sales strategies, and increasing profitability. This role includes leading and managing the sales team to meet revenue targets, implementing training and development initiatives, and fostering a results-oriented team culture. With strong leadership, financial management, and business acumen, the Assistant Director of Sales actively contributes to the hotel’s growth through effective strategic planning and client relationship management.

Key Responsibilities

Leadership and Team Development:

• Lead, mentor, and manage the sales team, which includes both executives and non-executives, ensuring alignment with hotel and corporate goals.
• Provide consistent coaching, feedback, and development plans to help team members achieve peak performance and foster career growth.
• Conduct regular performance reviews and set achievable targets to maintain a high level of motivation and accountability.
• Build a collaborative, high-performing environment that supports team members in meeting and exceeding individual and departmental goals.

Support for Hotel Manager:

• Collaborate closely with the Hotel Manager on business development strategies, sales planning, and revenue generation to meet hotel objectives.
• Provide regular sales performance reports and updates, keeping the Hotel Manager informed on progress, achievements, and areas for improvement.
• Act as a liaison between the sales team and other hotel departments to facilitate smooth operations and ensure alignment with overall business strategies.
• Represent the hotel at trade shows, industry events, and client meetings when needed to support the Hotel Manager’s vision.

Sales Strategy and Business Development:

• Develop and execute comprehensive sales strategies to capture new business and expand market share, with a focus on key segments such as corporate, MICE (Meetings, Incentives, Conferences, and Events), and leisure.
• Identify potential revenue streams and business opportunities, working to convert leads into long-term partnerships.
• Maintain and grow relationships with key accounts, including corporate clients, event planners, and travel agents, to drive repeat business and brand loyalty.
• Regularly assess competitor activities, market conditions, and industry trends to adjust strategies and remain competitive.

Financial Management and Budgeting:

• Assist in preparing and managing the sales budget, controlling department costs, and achieving or exceeding revenue goals.
• Monitor financial metrics, including ADR (Average Daily Rate), occupancy rates, and RevPAR (Revenue per Available Room), to make data-driven decisions.
• Implement cost-control measures while maintaining the highest standards of service quality and operational efficiency.
• Collaborate with the finance and revenue management teams to develop accurate revenue forecasts, identify trends, and refine pricing strategies.

Training and Development:

• Develop training programs to enhance the team’s knowledge of hotel services, sales techniques, and customer relationship management.
• Conduct ongoing sales training and performance evaluations to sharpen skills and ensure the team is up-to-date on the latest sales best practices.
• Promote a culture of continuous improvement within the sales team, encouraging knowledge-sharing, skill development, and professional growth.
• Oversee adherence to brand standards and company policies, ensuring consistency in the guest experience.

Communication and Collaboration:

• Foster effective communication within the sales team and between departments, ensuring alignment on objectives, targets, and guest expectations.
• Work collaboratively with marketing, operations, and revenue management teams to maximize promotional efforts and achieve sales goals.
• Communicate key sales updates, initiatives, and performance metrics with senior management and stakeholders.
• Provide prompt and accurate information to clients and potential customers, maintaining the highest level of professionalism in all interactions.

Client Relations and Guest Satisfaction:

• Manage key client accounts, addressing any issues promptly and effectively to maintain positive relationships.
• Develop and implement initiatives to enhance guest satisfaction and improve the hotel’s reputation within the market.
• Work with the front office and guest services teams to provide personalized services that meet client preferences and exceed expectations.
• Gather and analyze guest feedback to improve service offerings and optimize the guest experience.

Compliance and Reporting:

• Ensure compliance with all hotel policies, brand standards, and industry regulations in sales activities.
• Maintain accurate records of all client interactions, contracts, and revenue figures in the hotel’s CRM and property management systems.
• Prepare regular reports on sales activities, financial performance, and client relationships, providing insight into challenges, achievements, and opportunities for improvement.

Qualifications

• Bachelor’s degree in Business, Hospitality Management, Marketing, or a related field.
• Minimum of 5-7 years of sales experience in the hotel industry, with a successful track record of achieving revenue goals and leading a sales team.
• Strong leadership, communication, and organizational skills with a demonstrated ability to develop and manage teams.
• Excellent financial management skills, including budgeting, cost control, and revenue analysis.
• High level of business acumen with a strategic understanding of sales and market trends.
• Proficient in CRM software, Microsoft Office, and property management systems (PMS).
• Strong understanding of digital marketing, online distribution channels, and social media in relation to sales strategies.
• Exceptional negotiation, communication, and relationship-building abilities.

Working Conditions

• Full-time position with flexibility to work evenings, weekends, and holidays as needed.
• A fast-paced, target-driven environment that requires adaptability, resilience, and the ability to meet ambitious sales goals.

Interested in this role, kindly click the “Apply” button or email [email protected].

Dateline: 22 November 2024.

*Preferrable Malaysian citizens and only shortlisted candidates will be notified.