Global Director of Sales

COMO HOTELS AND RESORT
Position: Global Director of Sales - China

Base: China

Function: Sales & Marketing

Department: Global Sales Office

Reporting to: Senior Global Director of Sales - APAC

Tasks/Responsibilities:

• Responsible for meeting and exceeding the budgeted revenue of the assigned geographic market, across all properties in COMO Hotel and Resorts (CHR). 
• Provide sales leadership and focus on creating and delivering strategic sales activation within the assigned geographic market.
• Maintain and increase existing business, as well as to develop new businesses.
• Create awareness of the COMO brand in the marketplace.
• Be commercially aware of market trends and business climate and maintain up-to-date knowledge of the economic, social, technological, and legal changes that impact the COMO hotel business

Scope of Work

Management

• Lead sales strategies of the assigned geographic markets in alignment with CHR annual revenue budget
• Develop strategic focus on Account Management, key partnerships and distribution to move market share within the geographic market
• Maintain excellent working relationships with all property Sales & Marketing teams, General Managers.

Sales

• Manage and drive strategy to achieve fair market share for key accounts, key prospects and partnerships across the wholesale, corporate, commercial, consortia and MICE market segments.
• Develop and contribute to the development of the annual global business plans of the assigned geographic markets, in conjunction with CHR Corporate Commercial team and property Cluster DOSMs, to achieve revenue targets.
• Capture greater market share and increase revenue through regional and global initiatives in conjunction with property Cluster DOSMs, sales teams and CHR Corporate Commercial team.
• Organize, plan and implement customer engagement activities to develop new and existing accounts and heighten brand awareness i.e. product presentations, sales missions, targeted trade shows and roadshows, ensuring optimum effectiveness, accountability and efficient use of resources.
• Ensure smooth communication of competitor information and market share analysis within the assigned geographic markets, ensuring any adverse effects to business are red flagged in advance and acted upon.
• Develop strong relationships with decision makers and influencers within key accounts, trade and commercial partnerships.
• Develop and maintain industry supplier relations for COMO Hotels & Resorts, including airlines, industry associations, and third-party groups that may be helpful to COMO’s future development and growth.
• Responsible for managing client research, prospecting sales activities and identify sales opportunities in the assigned regional market.
• Execute and communicate ‘need’ period action plans and coordinate with property Cluster DOSMs in the creation of effective and tactical, promotional trade campaigns, through online and print media, and EDMs.
• Represent CHR at both regional and international trade shows, events and sales missions either as part of CHR or with selected third parties.
• Ensure all COMO properties are marketed effectively on-brand within tour operators/travel agent consultants by conducting in-house reservation/ product team trainings, regular updates and familiarisation trips. Ensure all key personnel are updated on the COMO portfolio.
• Responsible for overseeing all contract negotiations and coordination of proposals/contracts with the property sales teams, annual contracting and the RFP co-ordination process within the assigned geographic market.

Trade Marketing

• Responsible for all brochure ‘sign-off’ on rates, information and images, in conjunction with the CHR Corporate Commercial team and Cluster Director of Sales & Marketing.
• Source and execute regional tactical campaigns / opportunities to benefit the CHR working with property Cluster Director of Sales & Marketing, in consultation with the CHR Corporate Commercial team to ensure campaigns are on-brand and relevant

Reporting

• Review account development plans on a quarterly basis, updating records accordingly.
• Project a positive and professional image with both customers and colleagues alike to promote the goodwill of COMO Hotels and Resorts.
• Prepare weekly commercial reports, feedback and data to the VP Commercial and property Cluster Director of Sales and Marketing and GMs.
• Compile and submit monthly activity report to VP Commercial.
• Plan, manage and control Global Sales Office’s (GSO) annual expense budget.

Additional Duties:

From time to time, you may be asked to undertake expanded duties relevant to your skills, that are not included in this job description. This undertaking is expected to come under your management responsibilities so long as the request is reasonable, within your capabilities and will not affect your health, safety, or security.