Meliá Hotels International 4.3 ★

We are looking for Cluster Director of Sales (Korean) - Melia Vinpearl Central Vietnam (based in Danang)

Mission:

You will lead all sales activities for the hotels from a strategic perspective, achieving revenue and profit targets and growing and developing a loyal customer base in accordance with cluster DOSM. It will be your responsibility to ensure that the sales teams fully understand the priorities of the sales department and focus on maintaining current account bases and establish new client contacts. You will ensure that all new team members are properly oriented in the strategy, positioning, product knowledge and service offering of the brand and ensure that all team members are fully trained in the appropriate face to face selling skills to successfully do their job. Additionally you will drive opportunities to upsell and cross-sell all of our products.

Main responsibilities:

• Educate and promote the Melia Vinpearl Hotels products to the B2B Travel Partners to increase sales and brand recognition.
• Training and visit the Tour Operator reservation desk & sales staff in order to achieve the established production.
• Maintain and educate the top travel agents by performing regular trainings, visits & webinars
• Organize educational seminars in conduction with Tour Operator partners to the travel agent community.
• Meet and educate the key leisure & MICE travel agents by performing regular trainings, visits & webinars
• Represent Melia Vinpearl Hotels in major nationwide and regional Industry tradeshows and events in line with annual Sales & Marketing Action Plans.
• Partner with key airlines within assigned territory for partnership opportunities and to contract airline crew business into our hotels
• Participate with travel industry partners such as Tour Operator, Airlines, Corporates, Tourism Boards, Travel Agency Organizations and consortia and make strategic recommendations to maximize performance.
• Maintain periodic meetings with travel partners to acquire information on the Travel Industry. Encourage direct bookings when possible to improve ADR
• Support travel industry partner’s via sales calls, blitzes and seminars. Overseeing special promotions ensuring always on brand
• Ensure that all travel partners have the necessary collateral materials to sell and promote Melia Vinpearl Hotels.
• Oversee and ensure all associated commission payments are processed per contract terms.

Organize promotional activities to position Melia Vinpearl Hotels brand and value proposition.

• Coordinate and Organize periodic Sales Blitz in the regions.
• Coordinate and maintain a strong relationship & communication flow with Senior Business Development Director APAC & takeover team as applicable.
• Encourage direct bookings when possible to improve ADR and create a database of agents that book directly.
• Increase relationship with all travel Agencies with particular focus on the large agency groups.
• Focus on Key Account Management approach.
• Identify and train Key Accounts in respective territory. Provide follow up of the actions developed for each account.
• Explore Key Accounts needs and adapt strategies accordingly.
• Maintain and increase loyalty from Key Accounts through efficient services.
• Ensure sales team regularly train and visit the Key Accounts in the assigned region. Develop a close relationship with the other MHI Global Account Managers of the key accounts to leverage our global presence where applicable.
• Ensure the execution of the sales actions signed in the marketing agreements with Tour Operators.
• Plan educational seminars and presentations to key accounts in assigned territories.
• Mobilize strategies and regular sales actions to all hotels in Melia Vinpearl portfolio.
• Create specific initiatives for any new properties into the Melia Vinpearl portfolio and need hotels.
• Develop new accounts strategy and business opportunities.
• Identify new business secondary accounts with the potential to grow share and grow from Advanced accounts to key and strategic account level.
• Carry out Sales Calls and blitzes
• Direct leisure group leads to Melia Vinpearl Hotels
• Create brand recognition and credibility in all territories.
• Promote Melia Pro to all existing, new and advanced accounts whenever possible.
• Research and project market trends and competitive studies, ensuring that property action plans reflect relevant actions.
• Evaluate and research the market development of each area.
• Collect information on promotions and new updates of the competition.
• Provide feedback on actions that are working for the travel partners in the territory.
• Ensure all B2B accounts are aware and promoted the benefits of MeliaPRO with the objective to increase membership.
• Promote MeliaPRO and sign up new members to achieve the established goals
• Keep evaluating usage of the programs by our clients
• Provide training courses highlighting the benefits and improvements of the program(s)
• Monitor and analyze members in the region and create strategies & activities to share information & benefits to grow membership
• Ensure that all strategies with assigned portfolio of accounts remain robust and relevant to changing market conditions.
• Maintain close relationship with key accounts, liaising with other Melia Vinpearl Cluster Directors of Sales & Marketing to provide an aligned strategy
• Organize joint fam trips, and special trainings to all relevant clients across Corporate, Leisure & MICE segments as required to meet property business needs.
• Integrate client promotions and sales strategy to MHI Campaigns where applicable in order to drive revenue

Main requirements:

• University degree preferable or equivalent experience
• Native Korean
• Good written and spoken English
• Strong knowledge of local businesses and business trends required Strong negotiation
• Minimum of 2 years of experience in a similar position with proven track records