Director of Sales & Marketing

About us: -

At Crowne Plaza®, we want our guests to feel able to do their best, achieve their goals and be recognized for their success. We’re Making Business Travel Work by Bringing Humanity to Business Travel. We challenge the old world of business that’s overly formal, rigid and where guests feel like a room number not a person. We embrace the new world of business with caring and flexibility – through hotel colleagues who Dare to Connect!

Dare to Connect is how we describe the Service Style at Crowne Plaza hotels. It shows we’re thinking and acting differently. We’re connecting with guests – and each other – in a more personal way. We’re showing our personalities (and sharing a little of ourselves) and learning more about the other person… as a person, not as a room number or a co-worker. When we Dare to Connect, it means we:

Dare to Make the First Move… we are proactive and positive… we are the first to greet and say hello, and the first to take action and help our guests.

Adapt to the Moment… we might not be mind readers, but we can read our guest’s moods and needs and then change our pace, tone and take action so we can help a guest when they need it.

Relate to Business Needs… we know that Modern Business Travelers need to be productive, so we make sure we prioritize the right things that help our guests do what’s important.

Enable Quality Downtime… we know our guests want more from their trip than just business, so we make an effort to get to know them and give them recommendations that help them make the most out of their free time.

YOUR DAY TO DAY: -

To develop and set revenue strategies for the hotel, ensure business plans are created and implemented, monitor results from sales goals and targets and drive revenues by selling the facilities the hotel has to offer to day to day client contact. Lead the wider sales team to achieve measurable business outcomes and ensure direction is taken from the GM / Delegate.

Key Accountabilities:

• In conjunction with the GM and Commercial Team create and implement a sales plan that drives measurable outcomes including ( but not Key Metrics Organisational Parameters

• exclusively) the following metrics, Topline Revenues , GOP, TGOP, RGI, RevPar, ADR, M&E & F&B Revenues and average spends.

• Set sales team goals in order to maximize profitability across the sales department.

• Supports the General Manager to prepare the hotels annual budget and financial plans over 1/3/5 years

• Produce monthly reports and forecasts in order to demonstrate current and potential market trends

• Co-ordinate and Lead Sales and Marketing activates to increase revenue and market share

• Engage with the IHG RFP program in order to maximize the hotel market share from the corporate segment.

• Ensure the Sales team maintain and develop relationships with hotel key accounts and identify new potential accounts by setting up the appropriate sales activities.

• Support the GM by ensuring the sales team are engaging a portfolio of key accounts while maintaining the relationship with the IHG KAD’s through regular contact and interaction.

• To drive a sales culture across the entire hotel by ensuring the entire hotel team are proactively create and convert revenue opportunities in all areas and outlets of the hotel by planning and executing sales activities based on strategies and financial targets ( e.g. hotel revenue, room night goals) outlined in the hotel’s annual Integrated Business Plan (IBP).

• Ensure all databases, client profiles and promotions are updated and accurate at all times ensuring GDPR compliance

• With decision making around sales opportunities to benefit the total revenue of the hotel.

Key Collaboration Network:

Key Shared Accountabilities – Total Revenue and Key Financial performance metrics, Guest Lover, GOP

Key Interface – Marketing Team, Reservation Team, M&E team, Front Office Team, Finance Team

What WE NEED FROM YOU:-

Educational Attainment:

• Bachelor’s degree or equivalent International degree in Marketing, Business or Commerce

• Multiple Language capabilities, local language preferred (Arabic)

Critical Expertise & Experience:

• 3-5 years of experience in hospitality or hotel sales and marketing with direct line management / supervisory experience over a sales team

• Previous progressive experience in the following areas Sales, Channel Management, Distribution, Revenue Management, Hotel Management and Marketing

• Experience of effective use of sale management and reporting platforms which can demonstrate delivery of results

• Demonstrated experience working with multiple cultures and managing hotels/vendors/owners across different countries within hospitality or related industry

• Established network of clients and business contacts

• Experience in engaging and navigating a global sales organisation

• Strong influencing/consensus building and decision making skills

• Strong leadership, team building, interpersonal and communication skills

Key Metrics:

• Achieve annual revenue targets set for sales team

• Colleague Heartbeat (Sales Department )

• Develop 3 / 5 year strategic sales plans

• Development and sustainment of LNR accounts

• Implementing standard Operating Procedures (SOP)

• Commercial - Sales & Revenue Audits

Other Metrics:

• Hotel Winning metrics performance

• Contribute to Hotel GOP, Guest Love & Quality metrics

• Proactive account targeting activities

• Competitor Evaluations and mystery visits

• Sales talent mapping

• RevPAR / RGI

• GOP

Decision Rights

Owns:

Complies with the IHG way of Sales principles

Sales reporting and administration

IRFP including but not exclusively; wish want walk grids and business cases and submissions

Reviews tentative / prospect and turned down business

Influences:

Budgets and forecasts

Market and client intelligence

Sales Management of on property teams

Displacement Decisions

Integrated Business Planning (IBP)

How do I deliver this?

We genuinely care about people and we show this through living out our promise of True Hospitality each and every day. It’s what connects every colleague in all IHG® hotels.

Each IHG® hotel brand delivers True Hospitality in their own way, and at the heart of it all are specific, core service skills.

True Attitude: being caring, wanting to make a positive difference, and building genuine connections with guests

True Confidence: having the knowledge and skills to perform your role, and giving guests the confidence that they can trust you, to help and support them during their stay

True Listening: focusing on what your guest is saying, picking up on body language that is often overlooked, and understanding what the guest wants and needs

True Responsiveness: is about providing guests with what they need, and doing so in a timely and caring manner

There’s so much more to the job than we can capture here. It’s simply about creating great experiences, doing the right thing and understanding people.

What we offer:-

Join us and you’ll become part of the global IHG family – and like all families, all our individual team members share some winning characteristics. As a team, we work better together – we trust and support each other, we do the right thing and we welcome different perspectives. You need to show us you care: that you notice the little things that make a difference to guests as well as always looking for ways to improve - visit www.http://careers.ihg.com to find out more about us

At IHG Hotels & Resorts, we are proud to be an equal opportunity employer. IHG Hotels & Resorts provides equal employment opportunities to applicants and employees without regard to an individual's, race, color, ethnicity, national origin, religion, sex, sexual orientation, gender identity or expression, age, disability, marital or familial status, veteran status or any other characteristic protected by law.