Director of Sales – Groups & Events

Job Description

Director of Sales – Groups & Events

Key Responsibilities
Responsible for revenue generation from received leads in the Event and group field.
Develop an Event & Group forecast in coordination with the Director of Revenue Management/ Revenue Manager.
Responsible for the Development (or improvement) & active conversion of an effective Event and group Sales Strategy.
Recognize need periods and actively find possible solutions in coordination with the Director of Sales and marketing, the Director of Sales, and the Field Sales Team.
Reach (and possibly surpass) the monthly and yearly revenue goals.
Set and regularly review goals for the Groups & Events Sales team and its team members.
Leadership, training, development, encouragement, and support of the Groups & Events Sales Team.
Responsible for the training and incorporation of new team members (and trainees).
Performance Control for the subordinate team members.
Analysis and utilization of the Mystery Shopper program.
Supervise regular Competition Checks.
Encourage cross-selling to other hotels within the Kempinski Group (and GHA).
Implementation of regular departmental meetings to ensure inter-departmental communication.
Secure proper communication of all Event and group details to the Event Managers and Groups and events Coordinators.
Monitor the Opera S&C System and ensure the system is set up properly to guarantee internal efficiency, and customer satisfaction, hence maximizing revenue performances.
Review F&B menus, meeting services, etc., and the appropriate pricing structure for the Event area in conjunction with the F&B Manager & the Executive Chef.
Direct receipt, qualification and coordination of event & group requests (incl. leads, RFPs, etc.) defined by the Director of Sales & Marketing. Handle requests according to the relevant standards within a maximum of 8 (business) hours of receipt.
Apply sales techniques to ensure the business, realizes and takes up sales possibilities. Ensure the ideal and most effective utilization of the function rooms.
Carry out site inspections with potential MICE clients in coordination with the Field Sales department.
Realize upsell possibilities to meet and surpass Group and event budget goals.
Thoroughly input, supervise, and maintain the requests in the Opera S&C System according to the data input standards.
Creation of activities to ensure ongoing maintenance of bookings.
Generate proper proposals and contracts.
Follow up on sent-out proposals within 24 hours (1 working day) to ensure the client has received the information and to clarify possible questions and issues.
Handle the inquiries until conversion to definite bookings including negotiation, contracting, and site inspection before handing them over to the Event Manager (or to the Group & Event Coordinator).
Ensure a proper handover of the converted business to the Event Manager / Group and event Coordinator with all relevant information forwarded.
Introduction of the Groups & Events Manager / Groups & Events Coordinator to the client.
Carry out Exit Interviews with the customer after their event – asking for future business.
Review monthly results and forecasts to recommend and execute activities required to ensure the hotel increases its market share and maximizes its revenue.
Proper maintenance of LOS/CAN and UNC business.
Further administrative tasks and other possible assigned duties.
Performs any other duties as assigned to him/her by management.

Additional responsibilities and tasks can be added at any time according to the needs of the business and of the hotel.
Job Requirements
A minimum of five (5) years experience in the hotel industry and in the Groups & Events Sales area.
Excellent engloral and written skills
Additional language – beneficial
Strong leadership and analytical skills
Ability to quickly adapt to a constantly changing market with a revenue positive effect
Be proactive in achieving Groups & Events revenue goals
Relevant experience in Groups & Events management
Analytical approach to problem-solving and demonstrated ability to “think outside of the box”
Strong computer skills, including Microsoft Office, (Excel/PowerPoint/Word)
Ability to analyze financial statements and market data
Team player with strong interpersonal skills
Requires excellent communication skills, both verbal and written
Effective ability to supervise, motivate, and develop their team
Ability to develop and deliver effective presentations
Demonstrate self-confidence, energy, and enthusiasm