Assistant Director of Sales – Sales & Business Development jobs in Malta

Job Description

Meliá Hotels International in Malta is looking to recruit an Assistant Director of Sales to join their team on a full-time basis.

Responsibilities:

Mission;

Responsible for the definition and implementation of a sales strategy that maximizes the profitability of the hotels, guaranteeing alignment and dialogue between Specialists and the business, as well as prioritizing projects based on the premises defined for the sales area within the area. Responsible for the revenues and sales teams of hotels under their responsibility. This role reports to the Cluster Director of Sales. 

Strategy;

• Supervise and validate the definition of the strategy for the Luxury Sales, Corporate, MICE, and Sales Development segments.

• Planning of projects and definition of priorities together with the people responsible for the Luxury Sales, Corporate, MICE, and Sales Development segments.

• Responsible for implementing the strategy for all the segments of companies in the hotels under their responsibility. BUDGETSupervise and validate the definition of sales objectives for the Luxury Sales, Corporate, MICE, and Sales Development segments.

• Responsible for monitoring the sales objectives for the Luxury Sales, Corporate, MICE, and Sales Development business sources/segments and leading the action plans required to achieve objectives.

• Prepare and monitor the expense budget to support the achievement of objectives for each of the Premium Sales, Business Travel, Mice, and Sales Development business sources/segments.

Account Management;

• Manage the relationship with Key Accounts, lead the negotiation of agreements with them, and ensure their correct implementation in Global Sales Offices and hotels.

Hotel Business Plan;

• Participate in budget preparation for the MICE segment and the Annual Business Plan of hotels in the sales area.

• Achieve and/or exceed the annual budget approved in the Business Plan (MICE segment) for the Cluster hotels in terms of room sales and ARR through an increase in the number of accounts/events and in the sales of event rooms, banquets, audio services and other revenues related to MICE.

Group Management;

• Prepare and supervise price quotes for leads with more than 10 guestrooms and with or without event rooms for hotels in the area to maximize revenues from rooms, event rooms, F&B services, and other revenues related to the group.

• Analyze the requests received and the percentage conversion, and define new actions to attract more business based on the results and market analysis.

• Review and ensure that negotiations, customer contracts, and credit policies are implemented in compliance with MHI policies and procedures.

• Update manages and controls group business and the database to ensure that the available information in the FOCUS System is as up-to-date as possible, reporting any incident to the specific department.

• Responsible for the correct use of the group tool (FOCUS).

• Supervise and support the Sales Coordinators/Sales Executives team (Group Cluster and internal in decentralized hotels) in decision-making.

• Once the group or event is confirmed, draft the corresponding service contract and block the guestrooms and event rooms required and confirmed by the customer in the hotel.

PMS, Pricing & Trade Fairs;

• Work with Revenue Management to adapt and implement the pricing strategy, participate in offers, and contract new partners, providing a commercial vision with the aim of maximizing profit margins.

• Attend Tourism Trade Fairs, segment-specific events, and sales events.

Communication & Digitalization;

• Maintain fluid and appropriate communication with the Group Operations team in each hotel (Conference/Banqueting) and update them on issues related to their functions/responsibilities (site inspections, specific room set-ups, etc.)

• Ensure the most efficient transfer of group files to hotels once the group has been contracted.

• Ensures the correct and timely management of requests made through Cvent.

Site Inspection;

• Encourage site inspections for the groups they personally manage and those managed by their team to increase the possibility of confirmation. Coordinate with Operations in the hotels and follow up with the hotel on the result of inspections.

• Attend those site inspections that require their presence due to the value of the group or the customer profile. Report to the Area Director of Sales and inspections in which they should also take part and assess the appropriateness of attendance by the OC Director and/or Managing Director.

• Perform other duties as assigned; may also serve as the manager on duty.

Requirements:

• The ideal candidate must have three to four years of experience in MICE and Corporate Sales

• Preferably in a 5-star hospitality setting

• Must have strong selling and negotiating skills

• Must have a results-driven approach to achieving tasks and objectives.

• Be a team player and have good verbal and written communication skills in both English and Maltese.

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