Senior Director of Sales & Marketing at Four Seasons Hotels and Resorts

Main Duties and Responsibilities

General 

• Oversees Sales & Marketing Departments for both Four Seasons Hotel, The Westcliff based in South Africa, and Four Seasons Safari Lodge, Serengeti, in Tanzania. This includes Sales, Catering, Revenue, PR & Communications, and Reservations.
• Builds a talented and driven team, sets a good example, and fosters a culture of ongoing learning and development among staff members; actively engages in employee relations events and initiatives.
• Adheres to the Four Seasons Operating Standards and is a role model for the Four Seasons Leadership Behaviours.
• Represents both properties in all areas, internally and externally, to the highest standard, in line with established guidelines and procedures.
• Undertakes other duties and responsibilities outside of the daily/weekly routine, but within the overall scope of the position.
• Performs other duties and projects as directed by the General Manager or Senior Management, relating to the two properties.
• Leads in the budget preparation and ensure the department operates within cost constraints, i.e. direct selling costs, etc.
• Continuously be aware of current and forecasted financial/business performance.

Sales & Marketing 

• Develop an annual Sales and Marketing Plan and objectives so as to maximize revenue while carrying out the sales and marketing activities for the properties.
• Research new market opportunities and develop strategies to penetrate companies likely to produce business for the hotel.
• Negotiate, draft, generate and confirm/sign group contracts that ensure hotel budget and revenue targets are achieved.
• Identify, and target group clients that will generate business on behalf of hotel but not conflict with WSO efforts.
•  Work closely with WSO offices on all sales and marketing activities. Be familiar with the key players in WSO offices around the globe.
• Develop overseas accounts by planning and conducting international sales trips.
• Prepare and report on statistics useful to our sales efforts including nationality, guest origin, booking sources. Ensure continued use of C360 and other programs to help drive business growth.  
• Advise in negotiation to achieve maximum revenue/profit potential while satisfying client's needs.  
• Be proactive and creative in developing sales and marketing solutions.
• Plan, organise and participate in familiarisation tours as required.

People Leadership

• Recruit, select, and acquaint sales department staff with the Hotels and their operations.
• Employees in the sales department should receive training and direction on how to carry out their activities with regard to reporting guidelines, performance techniques, and position-specific obligations.
• Work closely with the team (Director of Sales, Director of Catering, Revenue Manager and Director of PR & Communications) on a daily basis as it pertains to sales and marketing activities for your responsible markets.
• Establish the performance standards in collaboration with the relevant General Managers so that you may evaluate the advancement of the allocated staff.
•  Work with Senior Managers in the division to manage date records of account base performance and regularly review and forecast. Ensure regular feedback given to drive individual performance and financial targets.
• Foster a cooperative working climate conducive to maximum employee morale and productivity where a diverse group of people work harmoniously together.
• Conduct performance evaluations and develop individuals for future advancement. Set annual goal targets and financial achievement targets for all sales and catering team members.
• Actively plans and manages the career development of every employee through effective coaching, training and by instilling company values; is concerned for employees' continuous development and personal growth.
• Organises and manages the department in accordance with company philosophy and policies, maximizing efficiency and productivity and achieving established goals; promotes harmony between departments.
• Displays warmth, care and genuine enthusiasm when dealing with guests and internal customers; lives the Golden Rule.
• Ensures employees adhere to the code of conduct and grooming & hygiene standards as specified in the employee handbook.
• Conducts daily briefing and monthly departmental meeting (with minutes copied to division head) and participates in meetings when invited.
• Is seen as a hands-on leader, assists employees in crunch times; Walks the talk.
• Ensure managers sell and manage his/her key accounts and territories.

Hotel Systems

• Compile and maintain up to date with Golden Sales & Catering records.
• Utilise computerised operational systems (C360, PMS, Power BI systems, etc...).
• Understand, utilise and supervise the installation of automated sales and reservations systems.
• Set up and implement or follow existing systems to ensure that sales programs achieve projected results.

Requirements

• Will be based in South Africa, must be willing to traveling frequently   to Four Seasons Safari Lodge, Serengeti, in Tanzania. Travel requirements will also include frequent business trips throughout the globe as set out in the annual Sales & Marketing Plan.
• Five – Ten (5-10) years of previous employment in a related position in branded luxury segment or iconic leading properties.
• Extensive international luxury hospitality sales and marketing experience at Director Level.
• Hotel experience and relationships with High End Leisure Travel Industry Partners is required.
• Outstanding communications and presentation skills.
• Leads the strategic development and progression of marketing and sales plans and makes adjustments to these plans to ensure the successful achievement of the property's goals.
• An accredited university/college degree in business or hospitality is preferable.
• High degree of data analytics literacy.