Director of Event Sales

Summary

Operational

• Develops, monitors and evaluates all event-related objectives, strategies, marketing plans and action plans to achieve or surpass forecasted revenues.
• Leads the Event Sales Department in identifying, developing and securing new business opportunities while maintaining strong relationships with existing and potential clients.
• Pre-qualifies and targets major Companies and Government departments, utilizing the Event database and developing appropriate and effective sales solicitation strategies to increase the Hotel’s market share.
• Plans and executes Sales trips to Companies and Government departments which are current and potential clientele to generate new Event business opportunities.
• Establishes and maintains strong industry contacts to source information with regard to companies, government functions and events.
• Directs and ensures the implementation of all Event Sales action plans as outlined in the Marketing Plan.
• Carefully plans and monitors Sales Calls against defined objectives and revenue targets.
• Maintains a detailed knowledge of Hotel facilities, features, services and competitive positioning.
• Meets and greets VIP guests, key clients and event organizers upon arrival and departure.
• Implements operational standards as per Hyatt International Operation Manuals, establishing the Hotel as the undisputed trendsetter in Event creativity.
• Works closely with the Executive Chef and operational leaders on creative suggestions, event concepts and revenue-generating opportunities.
• Reviews and continuously seeks productivity improvements through enhanced efficiencies, streamlined work processes and effective resource utilization.
• Works closely with other Department Heads in a supportive and flexible manner, focusing on the overall success of the hotel and the satisfaction of hotel guests.
• Ensures Event Sales employees work in a supportive and flexible manner with other departments, in the spirit of “We work through Teams”.
• Oversees the overall Event Sales operation and ensures the department consistently achieves agreed business objectives, service standards and revenue goals.
• Provides strategic leadership to the Event Sales team through effective planning, coaching, guidance and performance management.

Financial

• Maximizes employee productivity through the use of multi-skilling, multi-tasking and flexible scheduling to meet the financial goals of the business as well as the expectations of guests.
• Achieves the monthly and annual Event Sales revenue targets and ensures the profitability objectives of the department are met or exceeded.
• Prepares, implements and monitors the annual Marketing Business Plan, ensuring Departmental Objectives fully address the business objectives of the Hotel and employee development needs.
• Develops annual revenue budgets, forecasts and strategic sales plans for the Event Sales Department.
• Continuously seeks ways to maximize revenues and profits by cross-selling and upselling all hotel facilities and services.
• Monitors market trends, business pace and revenue performance, implementing corrective actions where necessary.
• Ensures that all hotel, company and local rules, policies and regulations relating to financial record keeping, money handling and licensing are adhered to, including the timely and accurate reporting of financial information.
• Maintains accountability for departmental financial performance, forecasting accuracy and revenue growth.

Marketing

• Ensures a high level of exposure for the Hotel through direct sales solicitation, telephone contacts, networking activities and written communications.
• Develops and implements strategic sales and marketing initiatives to generate Event business across all market segments.
• Professionally directs telemarketing and prospecting activities to identify and secure new business opportunities.
• Conducts regular Market Surveys and Competitor Research.
• Monitors market trends and competitor activities, adapting sales strategies to maximize market share.
• Represents the Hotel at trade shows, exhibitions, industry events and business forums to increase brand visibility and business opportunities.
• Builds and maintains strong relationships with key accounts, event planners, government agencies, corporate clients and industry partners.

Personnel

• Oversees the recruitment, selection and retention of all Event Sales employees, following hotel guidelines and utilizing a competency-based approach.
• Oversees the punctuality, appearance and professionalism of all Event Sales employees, ensuring compliance with hotel grooming standards.
• Conducts annual Performance Development Discussions and actively supports employees in achieving their professional development goals.
• Plans and implements effective training programmes, including all required Smart Selling Courses, in coordination with the Training Manager and Departmental Trainers.
• Maximizes the effectiveness of every Event Sales employee by developing individual skills and abilities through appropriate training, coaching and mentoring.
• Leads, motivates and develops the Event Sales team to achieve departmental objectives and revenue goals.
• Encourages employees to be creative and innovative, recognizing and rewarding their contribution to the success of the operation.
• Supports the implementation of The People Philosophy, demonstrating and reinforcing Hyatt’s Values and Culture Characteristics.
• Ensures all employees have a complete understanding of and adhere to employee rules and regulations.
• Ensures employees follow all hotel, company and local rules, policies and regulations relating to fire and hazard safety and security.
• Provides feedback on the results of the Employee Opinion Survey and ensures relevant changes are implemented.
• Oversees the implementation and ongoing monitoring of Personal Business Plans for all Event Sales employees.
• Establishes a culture of accountability, engagement, teamwork and continuous improvement within the Event Sales Department.
• Identifies high-potential employees and supports succession planning initiatives for future departmental growth.

Qualifications

Should have relevant experience as Associate Director of Event Sales for minimum of 2 years or Director of Event Sales for minimum of 1 Year.

You will be responsible for the efficient running of the department in line with Hyatt International's Corporate Strategies and brand standards, whilst meeting employee, guest and owner expectations. The Director of Event Sales is responsible to provide leadership in all selling activities within the hotel, working closely with the Rooms, Food and Beverage and other revenue-generating departments to maximize sales through the activities of the Sales Department and other employees.