Corporate Vice President - Sales

As a Corporate Vice President - Sales, you are responsible for building and managing a strong and effective sales organization with the main objective of maximizing the revenue generation potential of the company.

In addition to playing an integral role in setting and executing the sales strategy for the company, CVP Sales responsibilities also include being a brand ambassador, safeguarding the value of the Rotana brand and its sub-brands, creating future opportunities to commercialise the brand(s). Your role will include key responsibilities such as:

• Propose, recommend, develop, and implement strategies to maximize sales revenue and ensure customer satisfaction and company profitability.
• Research and develop appropriate product positioning to ensure that changing market trends are accounted for.
• Define and develop the market and product to meet anticipated customer expectations and organisational business forecast.
• Prepare appropriate forecasting tools and strategies to visualize market scenario and develop long range plans.
• Research, recommend, and propose strategy for brand loyalty and brand recognition within the market space.
• Define and develop the market and Sales Plan for the group to ensure its development.
• Monitor accuracy of forecasts, timelines and reports and financial performance of hotels with respect to budgets and markets.
• Develop the necessary Sales activities.
• Advise the COO on new potential projects by conducting market and project feasibility studies, as and when required.
• Maintain ongoing awareness of the market situation in all markets and ensure that revenues are maximized on an ongoing basis.
• Promote and protect the Rotana Brand through initiation and execution of appropriate actions, e.g. the development and the execution of brand visual guidelines for advertising.
• Supervise and approve the development the Sales plan for rooms and Food & Beverage for each property.
• Propose, recommend room price structure and strategy of each property considering each hotel’s market positioning, target customer and desired mix.
• Develop together with each unit Sales Director / Manager a comprehensive market-mix guideline and ensure sales as per those targets.
• Analyse trends and data to develop selling strategies to cope with changing needs.
• Maintain professional, close contact with travel agents, tour operators and competition to earn goodwill and incorporate recommended changes in services.
• Ensure target sales / revenue achievement with each unit’s Sales Director / Manager by constantly monitoring and updating key performance indicators.
• Develop all pre-opening collaterals for new properties.
• Attend all main travel trade and travel fairs and represents the Rotana brand in front of the travel industry.
• Approve the rate structure and pricing strategy of each assigned hotel, in consultation with the concerned Area Vice President/ Area General Manager and President & CEO
• Approve the rate structure and pricing strategy of each assigned hotel, in consultation with the concerned Area Vice President/ Area General Manager and President & CEO
• As part of the Corporate Office Budget Committee, approve the yearly budgets of all hotels.
• Ensure that all hotels meet or exceed set sales targets.
• Conduct regular meetings with the Sales team (Area/Unit) to review current performance and future expectations.
• Approve all Sales related policies and procedures in collaboration with Human Resources and COO.
• Makes the necessary recommendations for the opening of Outbound Sales Offices, and to oversee their respective setup, launch and monitor operations/productivity.
• Develop strategic relationships with regional airlines and credit card companies.
• Develop strategic partnerships with hotel chains where Rotana has no presence.
• Ensure the presence/availability and easy access of Rotana properties on the GDS and other EDS; oversees all activities related to GDS and EDS, including reviewing productivity and initiating necessary steps to improve results year on year.
• Participate in the approves all contracts with Distribution Management Companies (e.g. Utell).
• Provide ethical and professional leadership to direct reports; ensure open communications and high staff morale and professional development.
• Maintain high level of awareness of industry and market trends for self and direct reports.
• Initiate the recruitment of all direct report positions.
• Ensure that training and development plans are in place and implemented for all direct reports.
• Personally, conducts key training and development activities for direct reports.
• Ensure career planning and development and succession planning for direct reports.
• Assist the Area Vice President’s / Area General Manager and General Manager’s in the recruitment, development, review (appraisals) and disciplinary actions for senior positions in the Sales departments at the unit/area level (e.g. Area Director of Sales, Director of Sales)
• To attend relevant internal meetings at the Corporate Office.
• Offer dedicated assistance and support of the entire hiring process during hotels’ Pre-Opening phase if required.
• To ensure that the standards required by Law and by Management are maintained at all times in the areas specified above.

Education, Qualifications & Experiences

You should ideally be holding a degree in management with preferable previous area / regional responsibilities in a similar level. You must be a computer literate with effective and outstanding communication skills, both verbal and written.

Knowledge & Competencies

The ideal candidate will be dynamic and well qualified, with a high level of motivation and enthusiasm and should possess following competencies:

• Understanding the Business
• Influencing Outcomes
• Planning for Business
• Team Building
• Valuing Diversity
• Leading People
• Adaptability
• Drive for Results
• Customer Focus
• Managing Operations