Director of Sales - Groups & Events
kempinski
Director of Sales - Groups & Events
DescriptionLeading and organizing an effective Group & Event Sales Team including recruitment, training, development, and supervision in compliance with the Kempinski Standards.
Monitoring, supervising and constantly improving the Service Quality of the Department/Hotel
Consolidation and advancement of the hotel’s market position in the Event & Group domain
Revenue maximization in the Event and group field to reach or surpass the predetermined budget
Comprehensive over-departmental communication to ensure the highest possible guest satisfaction.
Key Responsibilities\nResponsible for revenue generation from received leads in the Event and group field.\nDevelop an Event & Group forecast in coordination with the Director of Revenue Management/ Revenue Manager.\nResponsible for the Development (or improvement) & active conversion of an effective Event and group Sales Strategy.\nRecognize 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.\nReach (and possibly surpass) the monthly and yearly revenue goals.\nSet and regularly review goals for the Groups & Events Sales team and its team members.\nLeadership, training, development, encouragement, and support of the Groups & Events Sales Team.\nResponsible for the training and incorporation of new team members (and trainees).\nPerformance Control for the subordinate team members.\nAnalysis and utilization of the Mystery Shopper program.\nSupervise regular Competition Checks.\nEncourage cross-selling to other hotels within the Kempinski Group (and GHA).\nImplementation of regular departmental meetings to ensure inter-departmental communication.\nSecure proper communication of all Event and group details to the Event Managers and Groups and events Coordinators. \nMonitor the Opera S&C System and ensure the system is set up properly to guarantee internal efficiency, and customer satisfaction, hence maximizing revenue performances.\nReview 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.\nDirect 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.\nApply sales techniques to ensure the business, realizes and takes up sales possibilities. Ensure the ideal and most effective utilization of the function rooms.\nCarry out site inspections with potential MICE clients in coordination with the Field Sales department.\nRealize upsell possibilities to meet and surpass Group and event budget goals.\nThoroughly input, supervise, and maintain the requests in the Opera S&C System according to the data input standards.\nCreation of activities to ensure ongoing maintenance of bookings.\nGenerate proper proposals and contracts.\nFollow 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.\nHandle 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). \nEnsure a proper handover of the converted business to the Event Manager / Group and event Coordinator with all relevant information forwarded.\nIntroduction of the Groups & Events Manager / Groups & Events Coordinator to the client.\nCarry out Exit Interviews with the customer after their event – asking for future business.\nReview monthly results and forecasts to recommend and execute activities required to ensure the hotel increases its market share and maximizes its revenue.\nProper maintenance of LOS/CAN and UNC business.\nFurther administrative tasks and other possible assigned duties.\nPerforms any other duties as assigned to him/her by management.\n\n
Additional responsibilities and tasks can be added at any time according to the needs of the business and of the hotel.
Job Requirements\nA minimum of five (5) years experience in the hotel industry and in the Groups & Events Sales area.\nExcellent engloral and written skills\nAdditional language – beneficial\nStrong leadership and analytical skills\nAbility to quickly adapt to a constantly changing market with a revenue positive effect\nBe proactive in achieving Groups & Events revenue goals\nRelevant experience in Groups & Events management \nAnalytical approach to problem-solving and demonstrated ability to “think outside of the box”\nStrong computer skills, including Microsoft Office, (Excel/PowerPoint/Word) \nAbility to analyze financial statements and market data\nTeam player with strong interpersonal skills\nRequires excellent communication skills, both verbal and written\nEffective ability to supervise, motivate, and develop their team\nAbility to develop and deliver effective presentations\nDemonstrate self-confidence, energy, and enthusiasm\n
About KempinksiFounded in Germany in 1897, Kempinski Hotels has long reflected the finest traditions of European hospitality. Today, as ever, Kempinski is synonymous with distinctive luxury.
Located in many of the world's most well-known cities and resorts, the Kempinski collection includes hotels in a grand manner, pace-setting modern establishments and older hotels of individual charm. All blend gracefully into their surroundings and offer luxurious accommodation, superb cuisine and unrivalled facilities - complemented by impeccable service.
For leisure and business guests alike, the name Kempinski has long been synonymous with style, mobility and efficiency. Put simply, they are the first choice for the discerning individual.
In addition to operating many of the finest city hotels in the world, Kempinski is a name that can now be found in many exciting resort locations, each combining local flair and ambience with the international standards of service and luxury that Kempinski guests have come to expect.
Department: Sales & Marketing
Employment Type: Permanent - Full Time
Location: United Arab Emirates - Dubai
DescriptionLeading and organizing an effective Group & Event Sales Team including recruitment, training, development, and supervision in compliance with the Kempinski Standards.
Monitoring, supervising and constantly improving the Service Quality of the Department/Hotel
Consolidation and advancement of the hotel’s market position in the Event & Group domain
Revenue maximization in the Event and group field to reach or surpass the predetermined budget
Comprehensive over-departmental communication to ensure the highest possible guest satisfaction.
Key Responsibilities\nResponsible for revenue generation from received leads in the Event and group field.\nDevelop an Event & Group forecast in coordination with the Director of Revenue Management/ Revenue Manager.\nResponsible for the Development (or improvement) & active conversion of an effective Event and group Sales Strategy.\nRecognize 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.\nReach (and possibly surpass) the monthly and yearly revenue goals.\nSet and regularly review goals for the Groups & Events Sales team and its team members.\nLeadership, training, development, encouragement, and support of the Groups & Events Sales Team.\nResponsible for the training and incorporation of new team members (and trainees).\nPerformance Control for the subordinate team members.\nAnalysis and utilization of the Mystery Shopper program.\nSupervise regular Competition Checks.\nEncourage cross-selling to other hotels within the Kempinski Group (and GHA).\nImplementation of regular departmental meetings to ensure inter-departmental communication.\nSecure proper communication of all Event and group details to the Event Managers and Groups and events Coordinators. \nMonitor the Opera S&C System and ensure the system is set up properly to guarantee internal efficiency, and customer satisfaction, hence maximizing revenue performances.\nReview 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.\nDirect 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.\nApply sales techniques to ensure the business, realizes and takes up sales possibilities. Ensure the ideal and most effective utilization of the function rooms.\nCarry out site inspections with potential MICE clients in coordination with the Field Sales department.\nRealize upsell possibilities to meet and surpass Group and event budget goals.\nThoroughly input, supervise, and maintain the requests in the Opera S&C System according to the data input standards.\nCreation of activities to ensure ongoing maintenance of bookings.\nGenerate proper proposals and contracts.\nFollow 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.\nHandle 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). \nEnsure a proper handover of the converted business to the Event Manager / Group and event Coordinator with all relevant information forwarded.\nIntroduction of the Groups & Events Manager / Groups & Events Coordinator to the client.\nCarry out Exit Interviews with the customer after their event – asking for future business.\nReview monthly results and forecasts to recommend and execute activities required to ensure the hotel increases its market share and maximizes its revenue.\nProper maintenance of LOS/CAN and UNC business.\nFurther administrative tasks and other possible assigned duties.\nPerforms any other duties as assigned to him/her by management.\n\n
Additional responsibilities and tasks can be added at any time according to the needs of the business and of the hotel.
Job Requirements\nA minimum of five (5) years experience in the hotel industry and in the Groups & Events Sales area.\nExcellent engloral and written skills\nAdditional language – beneficial\nStrong leadership and analytical skills\nAbility to quickly adapt to a constantly changing market with a revenue positive effect\nBe proactive in achieving Groups & Events revenue goals\nRelevant experience in Groups & Events management \nAnalytical approach to problem-solving and demonstrated ability to “think outside of the box”\nStrong computer skills, including Microsoft Office, (Excel/PowerPoint/Word) \nAbility to analyze financial statements and market data\nTeam player with strong interpersonal skills\nRequires excellent communication skills, both verbal and written\nEffective ability to supervise, motivate, and develop their team\nAbility to develop and deliver effective presentations\nDemonstrate self-confidence, energy, and enthusiasm\n
About KempinksiFounded in Germany in 1897, Kempinski Hotels has long reflected the finest traditions of European hospitality. Today, as ever, Kempinski is synonymous with distinctive luxury.
Located in many of the world's most well-known cities and resorts, the Kempinski collection includes hotels in a grand manner, pace-setting modern establishments and older hotels of individual charm. All blend gracefully into their surroundings and offer luxurious accommodation, superb cuisine and unrivalled facilities - complemented by impeccable service.
For leisure and business guests alike, the name Kempinski has long been synonymous with style, mobility and efficiency. Put simply, they are the first choice for the discerning individual.
In addition to operating many of the finest city hotels in the world, Kempinski is a name that can now be found in many exciting resort locations, each combining local flair and ambience with the international standards of service and luxury that Kempinski guests have come to expect.
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