Regional Director of Sales

Italian natives and/or other natives with working and living experience in Italy are most welcome to apply.

Responsibilities Hotels:

• To assess the sales situation of each assigned hotel, together with its strengths and weaknesses, market segment potential and competitors.
• To have developed and to approve challenging but realistic sales action plans for each hotel.
• To direct preparation of the annual Sales Plan and Budget to achieve these goals and control marketing costs.
• To concur in the pricing and rate structures of all products and services in order to optimise current ands longer term market share, revenue per available room and overall profit.
• To be involved in the recruitment, selection, hiring, career development of all sales personnel, and to approve new hires.
• To evaluate performance, establish MIC targets and sign off on compensation decisions at hotels.
• To identify training needs and have appropriate programmes conducted in the region to ensure that poor performers are dealt with.
• To maintain contact with major customers in order to support and assess sales effectiveness of hotels (and offices) in the region and to provide a company “fall back” in the event of personnel changes.
• To ensure the Area SVPs are also involved in customer surface contact.
• To ensure every hotel has a revenue proposal document which is relevant to that property.
• To represent each hotel´s interests; to motivate, coach and counsel hotel sales teams.

Responsibilities Sales Offices:

• To establish market demand opportunities in each country of the Region, and marry these to agreed corporate key hotel priorities.
• To approve an annual market action plan for an effective market coverage programme for each country; to monitor progress of plans.
• Anticipate issues and provide guidance, coaching and counselling.
• To establish and track an annual budget and cost control mechanism.
• To have established and approve annual room night and revenue targets by country and by nominated key hotel.
• To implement the agreed corporate sales incentive scheme reflecting room night and revenue achievement combined with specific activity performance.
• To direct the recruitment, selection, training and career development of all office personnel.
• Sign off on compensation and reward issues relating to salaries and incentive payments.
• To control annual trade shows/fairs activity as well as co-ordination of existing company sales personnel to and within each country.
• To ensure maintenance of a database containing each country´s top 100 key accounts and prospects as well as a compendium of tour operator/agent/airline featured destinations world-wide showing up to date company penetration.

• Extensive background in Hotel Sales, preferably within an international organisation as Director of Sales or responsibility for mutiple properties.
• Strong leadership skills, excellent communicator and result driven.
• Fluent in English and Italian is a must.

For more information - please contact Ms L.M.T. (Larissa) Zwart by phone +31 703227630 or email larissa.zwart@courtesymasters.it

We look forward in receiving your professional CV, preferably in English and with motivation.