Pan Pacific Hotels Group is a young and dynamic company comprising three well-established and trusted brands; Pan Pacific®, PARKROYAL COLLECTION® and PARKROYAL®. We have aggressive expansion plans and as such, we are looking for motivated and energetic people to be part of our growing team. If you have a passion for the industry and are driven by the desire to create Service Excellence Culture, Pan Pacific Hotels Group is able to offer you great opportunities as we continue to strengthen our global footprint.
Based at our Corporate Office in Singapore, we are looking for a passionate and energetic individual to join us as Director, Global Sales.
Job Responsibilities
Reporting to Vice President, Commercial, the responsibilities include optimising and directing the total sales resources within the Group, manages the Global Sales Office (GSO) organization, as well as the property, and cluster sales resources including sales processes, tools, talent development and performance management to drive overall commercial success.
In addition, this role will manage a portfolio of key global accounts as well as to plan and lead the groups Global Tradeshow and Customer events.
Primary Responsibilities
Strategic Sales Planning
- Develop, execute and manage the Group's Strategic Sales plan which includes Optimized Sales Channels and Segmentation Strategy, Total Account Management, Global Sales office activities and Global Tradeshow, Roadshow and Customer events.
- Provide guidance to the properties and cluster teams in the development of their annual strategic sales and marketing plans to support the revenue expectations of the business and ensure profitable growth and risk mitigation.
- Drive and create targeted global sales programs for different market segments to maximize market impacts and/or to improve sales efficiency and productivity.
Sales and Customer Management
- To lead, initiate, foster and inspire a commercial Sales Culture throughout the company and to direct and execute customer management and new business development across the group to ensure all our sales resources are highly focused, accountable and working to a Strategic Sales Management strategy to achieve the business needs and deliver solid revenue performances.
- To establish room night and revenue goals for each Global Sales Office/GSA by property and business segment that is based on the individual business needs of each property within the portfolio to achieve the maximum return on our sales investment.
- To ensure Put in place a robust system of measurement and reporting that supports the business needs and ensures that there is a minimum overlap in crediting business to the supporting sales resources.
- To manage all Global Tradeshows and Customer events with an annual calendar and represent the Group at travel and related industry meetings, Tradeshows and events.
- Collaborate and provide guidance to Directors of Sales & Marketing and Director of Catering Sales and their teams to achieve their annual revenue targets.
- Manages key customer relationships which include the following business segments Corporate, Groups, Leisure Wholesale, Online Travel Agents, Consortia, Airlines and Alliances.
- Manages the Group's request for proposal (RFP) process through the GSO and property resources to increase relevant participation annually.
- Partners with the PANTHER Distribution team to ensure timely and efficient processing of rate loading and distribution.
- Manages the development of sales tools, across all sales resources, which includes Sale Force Automation (SFA), Annual Client Sales Plan (Account Stacking document), Annual goal setting and monthly or quarterly sales productivity reporting.
- Drive Global Hotel Alliance (GHA) sales initiatives and optimize revenue opportunities within the alliance and Pan Pacific Hotels Group through our preferred consortia partnerships, G-Leads, group meeting preferred partnerships and tradeshows and customer activities.
Human Capital
- To lead, motivate and evaluate key sales associates with a view to recommending future development and succession planning across property, cluster and global sales teams.
- To assist properties, cluster and global teams in recruiting / retaining / training key sales associates.
- Ensure that all sales associates are provided with the necessary training, coaching, and supervision to anticipate, adapt and achieve their annual business goals and objectives.
- To provide direction on the Group's strategic sales management development program for all sales associates.
Financial Management
- To establish all goals – financial, competitive and fiscal and to establish a system of monitoring the same at both quarterly and annually.
- To provide senior management with remedial actions as necessary to remain within acceptable budgetary standards.
Administrative
- To audit properties according to the groups Sales standards and Sales policies and provide audit reports to General Managers and senior management team for implementation.
- To document and enforce Pan Pacific Hotels Group Best Practices through standard operating procedures and policies as required.
- To review the Sales Incentive Plan(s) on an annual basis for property, cluster and global sales teams and to provide recommendation to ensure relevancy and competitiveness.
- To ensure all Sales Standards Operating Procedures and Polices remain relevant and are in place across the Group's sales resources. In addition, develop new Standards Operating Procedures and Polices as the business, market or technology changes.
The Person:
- Has been in a senior sales leadership role in the Asia Pacific region across hospitality, travel or services.
- Has managed a Global Sales Organisation for a hospitality, travel or services business and led the team to exceeding their revenue and market share targets.
- Experience in leading and driving hotel's pre-opening sales & marketing portfolio
- International exposure to sales and customer management.
- Excellent Global business contacts in MICE, Leisure and Consortia business segments with business integrate across Asia Pacific.
- Strong Strategic Sales Management principles that have resulted in achieving customer share growth and revenue generation.
- Excellent communications, interpersonal and presentation skills. Is able to converse in Mandarin. Ability to read and write Mandarin is an advantage.
- Understands sales systems and tools and able to use reports to analyse data and identify trends.
- Able to engage stakeholders and execute strategies effectively
- Proactive team player with the ability to work independently and autonomously
- Ability to work under pressure in a fast-paced environment
- Strong business acumen and commercial business sense
Pan Pacific Hotels Group is dedicated to providing equal employment opportunities, including individuals with disabilities.
We regret that only shortlisted candidates will be notified.
