Director of Sales

(Report in to Hotel Manager, dotted line to General Manager or Vice President, Sales & Marketing)

The primary role is to lead the sales teams (all properties + cities in region) and ensure that the hotels' room and revenue targets are met. Ensure complete market coverage, in the region, by the sales team. Responsible for setting up sales teams/local resources in all key source markets of the region (for Lemon Tree Hotels across India). Recruit, train, set targets and guide them.

Pre-launch + launch phase (of hotel)

Together with the Sales Manager/Deputy Sales Manager

• Understand competition and LTH's relative position. From this decide pricing
• Lead a blitz of the hotel's catchment area including key corporates, conference organizers, travel agents etc. The objective is to create a 'business map' of the market i.e. which companies have business for mid-priced hotels, who do they use currently, price sensitivity etc.
• Coordination of the launch plan i.e. communication, press, hoardings, etc. with the corporate team

Ongoing

• Accountability for regional performance in accordance with key measurables
• Supporting the Sales Manager and team:
  -  Guide, train and lead the sales associates/executives on how to handle their portfolio, cover the    market and ensure business comes to LTH.
  -  Support SMs in ensuring optimal coverage of their markets i.e. information (on accounts) and    relationship building. Hand holding individual team members in their interaction with key    accounts.
• Co-handle national accounts with sales team members. The key task is to:
  -   Understand size and nature of business (for value conscious travelers)
  -   Along with the account manager:
      -  Meet with all decision makers and influencers and establish a relationship
      -  Negotiate corporate rates
  -   Accompany the sales team in servicing these accounts on an ongoing basis i.e. get their     business for all Lemon Tree Hotels
  -  Preplan monthly travel schedule for each city, to enable smooth on ground co-ordination
• In addition:
  -  Tracking and analyzing market data i.e. Lemon Tree Hotels' performance vis-à-vis competition +    market developments
  -  Comprehensive market knowledge - competition (existing and new), changing business    environment, changing infrastructure
  -  Product development ideas - based on market and industry trends. Provide inputs to marketing    team
  -  Coordinate execution of marketing initiatives
  -  Together with SM/DSM
  -  Supervise any external communication e.g. press event, marketing activity
  -  Recommending new markets/cities for Lemon Tree Hotel's growth. Feed into the business    development effort of the company - assess new opportunities and give recommendation

Competencies:

Visionary; innovative; analytical; resourceful; organized/systematic; leadership; motivate team and plan career progression; maturity; brand ambassador for Lemon Tree Hotels - both with customers and potential recruits; revenue management skills; good decision maker; ability to handle & resolve conflict; good listener; managerial skills; responsible; ability to implement ideas; resource management; ability to express ideas clearly - written/verbal; creativity & versatility

Prior work experience: A graduate with 5-7 years of hotel (4-5 star) sales experience.