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Director of Group Sales

Madrid, Spain, Madrid, Spain

Director of Group Sales

  • Madrid, Spain
  • Sales & Marketing Division
  • Full time
  • Closing at: Dec 31 2022 at 23:55 CET

The Company

Mandarin Oriental Hotel Group is the award-winning owner and operator of some of the world’s most prestigious hotels and resorts.  The Group now operates or has under development 41 hotels with more than 11,000 rooms in 25 countries in key business and leisure destinations, with each property reflecting the Group’s oriental heritage and unique sense of place. Mandarin Oriental has a strong pipeline of hotels and residences under development and is a member of the Jardine Matheson Group.

The Hotel

Renowned Parisian designers Gilles & Boissier, have created a sophisticated residential design for the 100 rooms and 53 suites, including several one-of-a-kind specialty suites, featuring unique design elements inspired by the hotel’s historic connections to the city, Spanish culture and art.

With a stunning and meticulous restoration that celebrates César Ritz’s pioneering spirit, a prestigious central location, five restaurants and bars overseen by one of Spain’s most celebrated chefs and exceptional leisure and wellness facilities, Mandarin Oriental Ritz, Madrid is set to become the city’s most luxurious hotel.

Scope of Position

The Director of Group Sales is responsible for the overall Hotel Group sales from all markets and territories. Managing Group Sales to plan and execute strategy and marketing plan of the segment. Responsible for the negotiation and maximization of all group business opportunities to achieve group goals and contribute to overall hotel sales strategy while supervising directly the Group Sales Manager, the Event Sales Manager and the Group Coordinator.

Reporting Line/s

The Director Group Sales reports directly to the Senior Director of Sales  

Duties and Supporting Responsibilities

General / Sales

  • Development of the Commercial Plan strategies to achieve the budgeted revenues and outperform the competitive set.
  • To maximise sales activities to ensure occupancy, rate and yield objectives are achieved in accordance with sales plan and group goals.
  • To effectively manage a portfolio of key accounts through planned sales activities, maximising account potential in terms of rate and/or room-nights in accordance with group revenue targets.
  • To maintain and develop relationships with all key industry decision-makers
  • To implement sales action plans by account and monitor the team´s action plan.
  • Implements the agreed rate structure and strategy for the group segment.  
  • To attend selected trade shows and travel functions to promote sales and cultivate relationships.
  • Organizes and conducts sales appointments / sales calls. 
  • Organizes and conducts training sessions and presentations for clients.    
  • To provide feedback and market information as requested relating to changing market conditions, including trends in competition.
  • To review, analyse, adapt, and implement these findings with the Senior Director of Sales, potentially taking action to implement counteractions and or programs.
  • To organize, coordinate and conduct familiarization trips and hotel site inspections for the Group segment.
  • To effectively administrate and co-ordinate all group bedroom bookings until handover is made to the Group Coordinator.
  • To maximize sales for other hotel revenue generating departments (Food and Beverage, SPA, transportation, etc)
  • To quote using Yield Management techniques in the evaluation and management of enquiries and to use the selling strategies and tools in place for the event space and accommodation to maximise revenue for the hotel in collaboration with the Revenue Director and Director of Events.
  • To establish and maintain effective working relations both within the department and with other departments. 
  • To evaluate, respond and negotiate all group leads within specified time limits (maximum of 24hrs response time) and to adhere to company best practices, in order to make sure all client needs are met, and the hotel is presented in the best possible terms to materialize group business.
  • To work in conjunction with the Group Sales team to load in Delphi-SF (account profiles, new contacts, group quotations, group status, etc.) and make sure all data is accurate and updated.
  • To maintain a high level of exposure for the hotel in the major marketing areas through direct sales solicitation, telephone, and written communications. 
  • To prospect, focusing on the development of new business.
  • To have full knowledge of overall hotel product and hotel’s primary competition.
  • To work closely with the MO Sales Team in marketplace, reporting market changes, sharing best practices, market intelligence, reports and revision of pipeline groups, coordinating follow up as required.
  • To hold weekly meetings with the team to ensure follow up of all quotations, performance for assigned markets and accurate logging of all information.
  • To supervise assigned Groups Sales Manager and Group Coordinator, developing each colleague through a training plan.
  • Ensure the team is fulfilling coordination & personal attention while group is in house & payment of accounts
  • To be informed of any upcoming projects or developments (estimated opening dates) of Mandarin Oriental Hotel Group.  
  • Coordinate quarterly (or when needed) Group and hotel updates (news, offers, packages, etc.) to clients and partners.
  • To participate in partner’s and MO Global Sales marketing activities such us; targeted newsletters and any other opportunities to penetrate your market.
  • Ensure all Group presentations, directories, capacity sheets, Cvent and other possible OnLine RFP portals, are up to date.  

Supplier Relationships

  • Drive and build relationships with commercial related partners such as Incentive House, DMCs, Associations, Tourist Boards, Airlines, Destination Activities (Museums etc), Leisure and Groups related magazines.  
  • Co-host events and Fam trips with the above organizations ensuring no preference is given to any supplier. 

Reporting, Systems and Automated related activities

  • To learn and fully utilize Delphi - Salesforce and other MOHG standard computer software is applicable, or systems that are applicable.  
  • Ensure applicable reports figures are supplied, supervised and correct.
  • Ensure all meetings with clients are logged in Salesforce (or applicable system in place) and accounts, contacts, bookings, and any client related activities are tracked and kept up to date.  
  • Keep Delphi reports up to date (lost business report, Account production, market segment, territory, and other relevant analysis).
  • Work closely with team to ensure the Sales assigned target is met monthly, quarterly, and annually. 
  • Analyse and act based on Delphi Group reports, in conjunction with Revenue.
  • Analyse and follow-up market productions, current or future, alert on decrease or potential increase based on reports.

Health and Safety

  • To be aware of, and comply with, safe working practices as laid down under the Health and Safety legislation and Company H & S Manual, as applicable to your place of work. This will include your awareness of any specific hazards at your workplace.
  • To wear any appropriate protective clothing provided by or recommended by the Hotel.
  • To report any defects in the building, plant or equipment according to the Hotel procedures.
  • To ensure any accidents to colleagues, guests or visitors are reported in accordance with Hotel procedures.
  • To attend any training deemed appropriate by the Company concerning Health & Safety

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