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  • Posted: Feb 15, 2019
    Deadline: Not specified
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    Director of Sales & Marketing

    SALES

    •  Lead the Sales Team by providing clear direction on individual and team action plans with an emphasis on results-based activities.
    • Maintain a detailed knowledge of industry trends, developments, competitor activity and other external factors that have a direct bearing on Fraser Suites Abuja.
    • Develop and execute an annual business plan in accordance with Frasers Hospitality market segmentation and reporting standards.
    • Set and review sales revenue targets by market segment and develop strategies to achieve identified outcomes for short stay transient and extended stay business.
    • Manage key corporate, extended stay, leisure and MICE clients.
    • Maintain effective business relationships with key decision makers and influencers.
    • Conduct regular sales team meetings to review month-to-date and year-to-date performance against forecast.
    • Conduct regular revenue meetings to forecast demand and set appropriate rate strategies.
    • Set and direct channel management strategies, both online and via the GDS.
    • Represent Fraser Suites Abuja in all sales activities including travel trade shows, site inspections, client sales calls, and product training.
    • Manage the Frasers CRM in accordance with group standards.
    • Implement strategies to create effective lead generation internally as well as externally.
    • Identify opportunities to foster partnerships with complementary businesses that deliver mutual benefit.
    • Maintain contacts with relevant industry associations deemed beneficial to Fraser Suites Abuja.
    • Manage relationships with key business partners including GDS representation, General Sales Agents, third party websites, and travel management companies (TMC’s).
    • Actively promote and generate leads for other Fraser properties.
    • Prepare and submit a monthly sales report on time that reflects consolidated information from sales team activities, market intelligence and any necessary adjustments to the business and marketing plans.

    MARKETING

    • Implement effective promotional activities that support business plan objectives using social, print, online, consumer direct and B2B channels.
    • Direct public relations strategies that deliver positive media coverage, generate editorial content, brand profiling, industry awards other associated activities beneficial to Fraser Suites Abuja.
    • Position the property in all sales and marketing collateral, advertising, editorial content, sales contacts and direct marketing activities as a ‘Deluxe’ classification serviced residence (5-star hotel equivalent) in the GCC market, and ‘Gold Standard’ serviced apartment in accordance with Frasers Hospitality brand guidelines.
    • Ensure all marketing communications, collateral production and branded promotional items comply with the Frasers Hospitality brand guidelines.
    • Consult with and direct designers, printers, photographers, cinematographers and other external creative providers to develop marketing and collateral concepts that support the brand positioning in accordance with the business plan.
    • Liaise with regional sales on all sales and marketing initiatives deemed beneficial to Fraser Suites Abuja.
    • Take a leadership role in developing customer service initiatives and recognition programs that strengthen client relationships.

    FINANCIAL

    • In consultation with the General Manager and Finance Manager, prepare the annual business plan, revenue and financial budget.
    • Ensure expenses for sales activities, promotions and functions are managed within budgeted guidelines and in accordance with stated policies and procedures.
    • Actively manage and optimize revenues across all income streams of the property.
    • Submit expense claims on a regular or monthly basis, or as soon as possible after returning from sales trips in the required format.
    • Facilitate the smooth running of the department through an adequate supply of materials and equipment.
    • Observe and comply with the company’s requisition and purchase order system.

    HUMAN CAPITAL

    • Engage with the sales team and all direct reports to assist them to align individual and department goals and targets with those of the hotel.
    • Conduct ongoing performance appraisal reviews in line with company guidelines for all direct reports.
    • Develop the sales team to become motivated by goal setting and achievement, and be results-oriented.
    • Ensure the completion of timesheets and requests for personal leave for all direct reports are managed in accordance with company policies and procedures.
    • Identify appropriate training and development needs for the sales team.
    • Demonstrate leadership by setting a positive and professional example.
    • Be prepared to give and receive feedback on all matters pertaining to the performance and the conduct of the team, individuals and self.
    • Manage the welfare of the sales team with a view to developing a positive and harmonious workplace.
    • Actively observe all workplace OHS requirements and report any issues to the relevant department manager without delay.
    • Actively promote core values within the team and across all departments.

    General

    • Communicate effectively with all other operating departments of the property.
    • Attend daily operations and sales briefings, weekly sales meetings, revenue/yield meetings, department head meetings, workplace safety meetings, monthly financial meetings and any other required meeting.
    • Attend and deliver presentations to the owner, owner’s appointed representative and/or senior Frasers Hospitality executives as required.
    • Actively contribute to and manage the Balanced Scorecard relative to the sales department function.
    • Identify opportunities to innovate service delivery and product offerings to meet and exceed client expectations.
    • Participate in Frasers Hospitality group initiatives that may involve special projects, marketing activities and new developments.
    • Attend sales conferences and be available to travel on pre-arranged assignments.

    SKILLS, KNOWLEDGE AND EXPERIENCE

    • Prior experience in the hotel/serviced residence market (Upper upscale segment) at Director of Sales and Marketing level. Minimum 3 years in the role of DOSM in an internationally branded property with a track record of progression and achievement.
    • Formal qualifications at tertiary level in sales and marketing or a related hospitality field
    • Revenue focused. Emphasis on quality and high-value outcomes. High Achiever.
    • Able to take appropriate action with minimal guidance
    • Ability to conceptualize and execute strategies for self and team, clarify and assign tasks and seek the commitment of others.
    • Focus on achieving successful outcomes by engaging others in the process.
    • High degree of proficiency in English language (written and spoken), able to deliver effective presentations to small-medium sized groups, principled negotiator, able to share ideas and enlist the support of others.
    • Effective leadership and coaching skills, hands-on, leads by example, supports others.
    • Able to adapt to a rapidly changing environment, responsive to the needs of the business and stakeholders
    • Seeks to learn and adopt new technologies and techniques, open to suggestion, inquiring mind
    • Inspired thinker with a keen understanding of design and lifestyle, travel and tourism, new media and with an eye to the future.
    • Customer first outlook. Engaging and human. Genuine.
    • Executive presence. Standard Bearer. Ability to coach and enhance the skillset of others.
    • Operate to high standards in all dealings for self and others

    Method of Application

    Applicaants should send CVs to jobs@startupjobs.com.ng

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