What are the responsibilities and job description for the Regional Director of Sales - Raffles & Fairmont, Asia position at Accor Hotels?
Why work for Fairmont?
Fairmont Hotels & Resorts is a leading hospitality company dedicated to providing exceptional experiences to our customers. We pride ourselves on delivering outstanding service and creating memorable moments for our guests.
Job Description
Reporting to the Vice President of Sales – Fairmont & Raffles AEMEA you will be responsible for leading and executing strategic sales initiatives to drive revenue growth, enhance market presence, and increase Fairmont market share. Your exceptional leadership skills, deep industry knowledge, and proven track record in sales management will be instrumental in achieving our sales objectives. This role requires a dynamic and results-oriented professional who can effectively collaborate with cross-functional teams and inspire a high-performing sales force.
Key Responsibilities :
Sales Strategy and Planning :
Develop and implement comprehensive sales strategies aligned with Fairmont's & Raffles' overall goals and objectives.
Analyse market trends, competitive landscape, and customer needs to identify new business opportunities.
Set ambitious sales targets, establish performance metrics, and monitor progress towards achieving revenue goals.
Team Leadership and Development :
Provide strong leadership and guidance to the hotel sales teams, fostering a culture of excellence, accountability, and continuous improvement.
Assist hotels with :
The recruitment, development & motivation of high-performing sales professionals,
Ensuring optimal staffing levels
Sales skill development
Implement strategies to enhance individual and team performance.
Business Development :
Cultivate and maintain strong relationships with key clients, industry influencers, and partners to generate new business leads and strategic partnerships.
Lead negotiations for major Fairmont opportunities, working closely with legal and finance teams to ensure favourable terms and conditions.
Stay informed about industry trends, market conditions, and customer preferences to proactively identify business development opportunities.
Sales Operations Management :
Oversee the development and implementation of effective sales processes, tools, and systems to streamline operations and maximize sales productivity.
Monitor hotel contracted segment (sales) performance, analyse data, and generate executive summaries for senior management to update on sales effectiveness and identify areas for improvement.
Collaborate with marketing and revenue management teams to align sales efforts with promotional activities, pricing strategies, and revenue optimization initiatives.
Cross-functional Collaboration :
Collaborate with other departments, including marketing, operations leadership, finance, and revenue management, to ensure alignment of sales strategies with broader organizational goals.
Provide input and participate in the development of campaigns, pricing strategies, and product / service enhancements to drive revenue growth.
Qualifications
Preferred : Bachelor's degree in business administration, hospitality management, or a related field
Proven track record of success in sales leadership roles within the hotel industry, with a focus on revenue growth and market expansion.
Demonstrated ability to develop and execute effective sales strategies, drive results, and exceed targets.
Strong leadership skills with the ability to motivate and inspire a sales team.
Excellent interpersonal and communication skills, with the ability to build and maintain relationships with key clients and stakeholders.
Sound business acumen and strategic thinking, with the ability to analyze market trends, identify opportunities, and make informed decisions.
Proficiency in sales management software, CRM systems and distribution technology.
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