preparations and definition of the Sales & Marketing Plan and manual for
the department and participate in setting up the sales & marketing
policies, procedures and objectives.
the corporate/travel trade marketing and sales strategy related to pricing and
promoting to meet the objectives outlined in the Sales & Marketing Plan.
understand and communicate the Corporate and Regional Strategic Sales
Objectives to the Sales & Marketing team.
budgets for miscellaneous sales activities and promotions.
involved in the recruitment of all members of the Sales & Marketing Team in
conjunction with Human Resources.
retain and develop Talent within the team.
that regular and appropriate communication is carried out with the Global Sales
Offices that assist the Hotel Sales & Marketing team in achieving their
out on-boarding for all Sales & Marketing colleagues.
the sales and marketing results (accounts’ room night productivity, revenue,
etc.) and propose corrective actions if needed.
and maximize the utilization of all automated sales and reservations systems
involved with group business.
the existence of an efficient follow-up on all leads to maintain a good
relationship and generate group/individual leads for the hotel.
permanent files for all corporate, group and travel trade account with strong
and improve the efficiency of reservation centers, to ensure that information
in reservation system’s database is updated.
various tools (e.g. media, social events, gatherings with competition etc.),
explore economic data, new developments in certain companies’ structures, new
assignments, industrial complexes, new business centers, new projects which all
could be of interest and benefit of the hotel and distribute this information
to relevant staff.
close follow up on developments of the competitor hotels (occupancy, structural
alterations, renovation, special campaigns, rate promotions, marketing efforts,
theme events etc.). Also explore and compare corporate traffic amongst the
ideas for promotional materials to be distributed during sales calls,
international trade shows and for other promotional activities.
(and handle when necessary) the group and individual reservation requests. Follow-up
the progress of the booked business.
the corporate rates for local/international companies / travel trade accounts
as well as other commercial accounts.
with all local and overseas customers, make personal calls to accounts and
trace potential customers.
the existence of an efficient customer database system (SFA), which will be
capable of identifying to report sales calls and other sales activities and
maintain a vigorous updating exercise in certain periods of time.
a fair account distribution amongst the sales employees who will be responsible
to manage (visit, handling complaints, update information and follow up) their
own account group.
all relevant key information to the Sales & Marketing team.
customers with the latest development of the hotel and inform hotel management
of all changes in the customer profile.
and coordinate the promotional activities undertaken by sales department and / or
Food & Beverage.
the coordination with the other department heads to ensure quality of guest /
and prepare the participation procedure for domestic or international trade
shows, fairs, exhibitions, workshops, road-shows, sales blitzes etc. and
participate in such professional business related events.
the quotations of group and travel agency rates as well as international
corporate rates offered for multinational companies (directly or through travel
consortia’s). Make sure that the respective Kempinski Global Sales Offices are
informed of such quotations.