Director of Sales – Events

ESSENTIAL DUTIES & RESPONSIBILITIES

• Develop & execute catering sales strategies to maximise the contributions from key PCO/DMCs, Wholesalers, Corporate accounts and Weddings to achieve / exceed the overall targets in the Catering segments for both hotels managed. This is to be carried out through marketplace penetration to increase inquiries from existing accounts as well as securing forward event business in order to fill the ballroom and function spaces.
• Drive and lead the overall strategic management of the Events team section by establishing effective working relationships with colleagues, in particular DOSM, ADOSM, DOSs, Reservations Manager, Finance Team, Executive Chef, Banquet Operations Manager and Audio-Visual Manager.
• Maintain an effective working relationship with regional sales team and revenue management functions to add value to the hotel’s commercial performance.
• Convert the entire Events revenue into collected cash within the shortest, agreed time scale through managing the credit control in a diligent and professional way.
• Provide direction and follow up on the activities of the team, through a daily/weekly/monthly review of all sales call reports, re-cap sheets and lobby board surveys.
• To ensure the team respond to enquiries for functions (by telephone, walk-in guest, result of sales calls/clients visit/sales blitz in a timely manner.
• Supervise the work of the event’s team who prepares and distributes instructions and other correspondence.
• Supervise the preparation of arrangements of the concerned function to ensure event runs smoothly and that client’s requirements are met.
• Control expenses relating to the function to ensure maximum net profit.
• Prepare monthly cancellations report and weekly or monthly forecast report.
• Conduct, the banquet coordination meeting with all Events team members, Executive Chef, Chief Steward, Food & Beverage Managers and Banquet Operations Manager to communicate the specific information of the requirements of all forthcoming functions and events.
• All requests of the clients are carried out taking into account the regard for the hotel’s profitability.
• Maintain accuracy of all reservations and other data in Account Management System (Delphi).
• Ensure that all bookings have a file and all correspondence has been filed accordingly, with correct and updated information recorded.
• Provide constructive feedback to all departments.
• Be a leader and a role model to all team members. Most tasks are performed in a team environment with the team members acting as a team leader.

PERFORMANCE EVALUATION CRITERIA

1. To display a commercial awareness of the market place which an individual works. Ability to continuously prioritize one’s actions; as to deliver the best sales and profit outcomes for the business. An ability to drive the team to achieve the set financial targets; working toward a common result; committing to excel in attaining all key business objectives
2. Ability to priorities and manage own personal and team’s time efficiently within tight schedules. Plan ahead and conduct forecasts concerning market trend to set demanding but realistic targets
3. Possess ability to do more than is required or expected in the job to improve results, find new opportunities, exceed in achievement of business objectives and avoid problems through proactively anticipating them
4. Possess a compassionate nature for others both in verbal and non-verbal approach
5. Ability to network, build and maintain friendly contacts with people who can impact on business positively and help achieve work related goals
6. Deliver high level customer service; focusing on customers’ needs and exceed their expectations
7. Ability to persuade; convinces and influence others. Ability to CLOSE the sale. To have patience and take setbacks positively. Able to present information logically and confidently verbally and in written form
8. Possess confidence in oneself and in one’s powers, abilities, qualities and judgment.