Director of Sales – Events

ESSENTIAL DUTIES & RESPONSIBILITIES Develop & execute catering sales strategies
to maximise the contributions from key PCO/DMCs, Wholesalers, Corporate accounts
and Weddings to achieve / exceed the overall targets in the Catering segments
for both hotels managed. This is to be carried out through marketplace
penetration to increase inquiries from existing accounts as well as securing
forward event business in order to fill the ballroom and function spaces. Drive
and lead the overall strategic management of the Events team section
by establishing effective working relationships with colleagues, in particular
DOSM, ADOSM, DOSs, Reservations Manager, Finance Team, Executive Chef, Banquet
Operations Manager and Audio-Visual Manager. Maintain an effective working
relationship with regional sales team and revenue management functions to add
value to the hotel’s commercial performance. Convert the entire Events revenue
into collected cash within the shortest, agreed time scale through managing
the credit control in a diligent and professional way.

Provide direction and follow up on the activities of the team, through
a daily/weekly/monthly review of all sales call reports, re-cap sheets and lobby
board surveys. To ensure the team respond to enquiries for functions (by
telephone, walk-in guest, result of sales calls/clients visit/sales blitz in
a timely manner. Supervise the work of the event’s team who prepares
and distributes instructions and other correspondence. Supervise the preparation
of arrangements of the concerned function to ensure event runs smoothly and
that client’s requirements are met. Control expenses relating to the function
to ensure maximum net profit.

Prepare monthly cancellations report and weekly or monthly forecast report.
Conduct, the banquet coordination meeting with all Events team members,
Executive Chef, Chief Steward, Food & Beverage Managers and Banquet Operations
Manager to communicate the specific information of the requirements of all
forthcoming functions and events. All requests of the clients are carried out
taking into account the regard for the hotel’s profitability. Maintain accuracy
of all reservations and other data in Account Management System (Delphi). Ensure
that all bookings have a file and all correspondence has been filed accordingly,
with correct and updated information recorded.

Provide constructive feedback to all departments. Be a leader and a role model
to all team members. Most tasks are performed in a team environment with
the team members acting as a team leader. PERFORMANCE EVALUATION CRITERIA
To display a commercial awareness of the market place which an individual works.
Ability to continuously prioritize one’s actions; as to deliver the best sales
and profit outcomes for the business.

An ability to drive the team to achieve the set financial targets; working
toward a common result; committing to excel in attaining all key business
objectives Ability to priorities and manage own personal and team’s time
efficiently within tight schedules. Plan ahead and conduct forecasts concerning
market trend to set demanding but realistic targets Possess ability to do more
than is required or expected in the job to improve results, find new
opportunities, exceed in achievement of business objectives and avoid problems
through proactively anticipating them Possess a compassionate nature for others
both in verbal and non-verbal approach Ability to network, build and maintain
friendly contacts with people who can impact on business positively and help
achieve work related goals Deliver high level customer service; focusing
on customers’ needs and exceed their expectations Ability to persuade; convinces
and influence others. Ability to CLOSE the sale. To have patience and take
setbacks positively. Able to present information logically and confidently
verbally and in written form Possess confidence in oneself and in one’s powers,
abilities, qualities and judgment.