Cluster Manager, Destination Sales, China Market

JOB SUMMARY

This role is a key contributor to the Destination Sales team.

The Sales
Manager, Destination Sales is responsible to support a Destination Sales team
to acquire new account and manage the relationship of assigned key accounts
located in a defined designation in addition to administration duties.
The primary intent is to drive sales proactively for the hotels participating
in the Destination Sales structure, across key business segments including MICE
and Leisure and facilitate Catering revenue opportunities. He/she has
to collaborate with different stakeholders to implement the destination strategy
and provide guidance to his/her team on the same.

Every Year, a Balance
Scorecard will be issued covering the Associate priorities and setting a clear
direction to follow.

CANDIDATE PROFILE

Education and Experience

• Experience
  • Minimum 6 years’ proactive sales
  experience
  • Experience on selling multiple hotels is a plus


• Education or Certification
  • High School Diploma
  or equivalent required; Bachelor’s Degree in Hospitality Management
  preferred

CORE WORK ACTIVITIES

• Destination Strategy
  • Destination selling in Travel
  Trade show, sales missions
  • Collaborate with Field Marketing / MDS team
  for any destination related activities
  • Support pre-opening hotels
  
  • Developing and executing destination selling strategy for the identified
  source markets
• Source Market Customer Management
  
  • Understand account needs and opportunities
  • Customer engagement
  and entertainment
  • New accounts development
  • Executes sales
  strategy to achieve goals for all participating hotels.
• Revenue
  Generation
  • Focus on generating MICE, Leisure room and catering
  revenue
  • Capitalize on market opportunities to support cluster
  hotels
• Value Creation
  • Provide market
  intelligence (competition, economic trends, seasonality, supply and demand, etc)
  to key stakeholders (Hotel leaders, Area Director of Sales & Distributions)
  
  • Assess customer needs and feedback to enhance customer experience


• Leadership
  • Ensure open communication within
  the team, provide guidance / training to team members from time to time
  •
  Maintain the engagement level of the team

MANAGEMENT
COMPETENCIES Leadership

• Administration –
  ensure cluster office administration effectiveness


• Adaptability - Maintains performance level under pressure
  or when experiencing changes or challenges in the workplace.


• Communication - Conveys information and ideas to others
  in a convincing and engaging manner through a variety of methods.


• Problem Solving and Decision Making - Identifies
  and understands issues, problems, and opportunities; obtains and compares
  information from different sources to draw conclusions, develops and evaluates
  alternatives and solutions, solves problems, and chooses a course
  of action.
• Professional Demeanor - Exhibits behavioral
  styles that convey confidence and command respect from others; makes a good
  first impression and represents the company in alignment with its values.


• Managing Execution
  • Building
    and Contributing to Teams - Participates as a member of a team to move
    toward the completion of common goals while fostering cohesion and collaboration
    among team members.
  • Driving for Results - Sets high
    standards of performance for self and/or others; assumes responsibility for work
    objectives; initiates, focuses, and monitors the efforts of self and/or others
    toward the accomplishment goals; proactively takes action and goes beyond
    what is required.
  • Planning and Organizing - Gathers
    information and resources required to set a plan of action for self and/or
    others; prioritizes and arranges work requirements to accomplish goals
    and ensure work is completed.
• Building
  Relationships
  • Coworker Relationships -
    Interacts with others in a way that builds openness, trust, and confidence
    in the pursuit of organizational goals and lasting relationships.
  
  
  • Customer Relationships - Develops and sustains
    relationships based on an understanding of customer/stakeholder needs
    and actions consistent with the company’s service standards.
  
  
  • Global Mindset - Supports employees and business partners
    with diverse styles, abilities, motivations, and/or cultural perspectives;
    utilizes differences to drive innovation, engagement and enhance business
    results; and ensures employees are given the opportunity to contribute to their
    full potential.
• Generating Talent and Organizational
  Capability
  • Organizational Capability - Evaluates and adapts
    the structure of assignments and work processes to best fit the needs and/or
    support the goals of an organizational unit.


• Learning and Applying Professional Expertise
  
  
  • Applied Learning - Seeks and makes the most of learning opportunities
    to improve performance.
  • Business Acumen - Understands and utilizes
    business information to manage everyday operations and generate innovative
    solutions to approach business and administrative challenges
  
  
  • Technical Acumen - Understands and utilizes professional
    skills and knowledge in a specific functional area to conduct and manage
    everyday business operations and generate innovative solutions to approach
    function-specific work challenges.
    • Excellent selling skills
      and understanding of sales processes; can effectively up-sell products
      and services; can bring a sale to closure
    • Strong customer development
      and relationship management skills
    • Strong leaderships skills
    
    
    • Strong problem-solving skills
    • Effective decision making skills
      
    • Effective conflict management skills
  • Basic
    Competencies - Fundamental competencies required for accomplishing
    basic work activities.
    • Basic Computer Skills - Uses basic computer
      hardware and software (e.g., personal computers, word processing software,
      Internet browsers, etc.).
    • Mathematical Reasoning - Adds, subtracts,
      multiplies, or divides quickly, correctly, and in a way that allows one to solve
      work-related issues.
    • Oral Comprehension - Listens to and understands
      information and ideas presented through spoken words and sentences.
    
    
    • Reading Comprehension - Understands written sentences and paragraphs in work
      related documents.
    • Writing - Communicates effectively in writing
      as appropriate for the needs of the audience.