Head Of Sales

Found in: beBee S AE - 4 weeks ago

United Arab Emirates Farah Experiences Full time
:

The role of Head of Sales is to ensure a smooth and efficient operation in the Sales Department, in relation to the Company Core Process; thus, directly impacting sales across all theme park/attraction(s).

This position implements the Sales Strategy on a particular segment (Governments) and tactical actions to generate new business lines, optimize sales, and handle strategic accounts and coach/mentor/develop the sales team.

In order to be considered for this role, you must have previous experience in / be able to: Coaching and conducting appraisals for direct reports. Contracting and managing of accounts. Develop and implement quarterly and annual Sales strategies for the segment with the team. Work collaboratively with Miral Experiences Key & Strategic Accounts, Convention Bureaus, Representation Firms and other company counterparts to drive revenue, ensure customer satisfaction and increase leisure production, ADR increases and revenue market share. Organize, plan and facilitate productive and relevant strategy meetings with team members and subsequently distributes action and follow-up items. Build and strengthen relationships with existing and new customers, industry organizations to enable future bookings. Activities include individual sales calls, prospective client entertainment, FAM trips, trade shows, etc. Understand the overall market competitors\' strengths and weaknesses, economic trends, supply and demand etc. and knows how to sell against them. Target corporate and school accounts, markets or segments with heavy emphasis on proactive solicitation and account saturation for self and each team member. Develop and implement effective sales plans for self and each team member - maintaining flexibility to adjust and change with market conditions. Execute designated sales strategies to develop and solicit specific accounts to achieve revenue goals. Identify, qualify and solicit new accounts with a focus on increasing business. Strives to achieve personal and Miral Experiences revenue goals. Close the best opportunities for the parks based on market conditions and Parks\' needs. Use negotiating skills and creative selling abilities to close on business and negotiate contracts. Maintain and grow business of assigned accounts - ensures the same for existing resort key accounts. Identify and develop new markets both domestically and internationally (by both segment and vertical market). Manage group or interpersonal conflicts effectively. Effectively maintain customer, account and opportunity data in CRM system. Effectively use sales resources and administrative/support staff. Oversight of SOP for client site inspections, FAM trips, and Sales Trips and Tradeshows. Conducts the same. Display leadership in guest hospitality, exemplifies customer service and creates a positive example for guest relations. Accompany team members on client meetings, site visits, appointments, sales calls and FAM trips occasionally to understand customer needs, obtain feedback on quality of product (e.g., rooms, meeting facilities and equipment, food and beverage, products, promotions, pricing), service levels and overall satisfaction. Observe service behaviors of team members and provides feedback to individuals and/or managers, thus continuously strives to improve service performance. Review meeting planner results to understand level of guest satisfaction. Determine annual unit and gross-profit plans by implementing marketing strategies; analyzing trends and results. Establish sales objectives by forecasting and developing annual sales targets for regions and territories, hence projecting expected sales volume and profit for existing and new products. Implement sales programs by developing sales action plans. Maintain sales volume, product mix, and selling price by keeping current with supply and demand, changing trends, economic indicators, and competitors. Establish and adjusts selling prices by monitoring costs, competition, and supply and demand. Complete sales operational requirements by scheduling and assigning employees; following up on work results. Maintain sales staff by recruiting, selecting, orienting, and training employees. Maintain sales staff job results by counseling and disciplining employees; planning, monitoring, and appraising job results. Maintain professional and technical knowledge by attending educational workshops, reviewing professional publications, establishing personal networks and participating in professional societies. Contribute to team effort by accomplishing related results as needed. Hold regular meeting with sales staff. MINIMUM QUALIFICATIONS, EXPERIENCE AND SKILLS REQUIREMENTS:

Qualifications:

Essential: Bachelor\'s degree Desirable: Master\'s degree Well experienced, successful and strong theme park or Corporate Industry Executive Years of Experience:

Essential: 5 - 7 years of work experience Desirable: 5 - 7 years of work experience in a customer-facing environment, such as retail or hospitality Skills:

Essential: Management, Business development, Strategy Execution Skills in Corporate and Schools Industry and/or International Corporate Markets Experience in Account Management and negotiation Knowledge of the pricing process for Corporate guests and Schools and ability to negotiate mutually beneficial solutions to price objections to bring a sale to closure - locally & internationally Knowledge of contractual agreements and legal implications Knowledge of strategy planning and execution Understands revenue management functions and account profitability Planning and executing of strategic plans, team member activities, client booking incentives, and mandatory meetings Ability to execute against the strategy Excellent selling and upselling skills and understanding of sales processes Strong customer development and relationship management skills Financial management skills (e.g., ability to analyze P&L statements, develop operating budgets, forecasting and capital expenditure planning) Revenue management skills (e.g., ability to analyze demand, lost/turndown, trend analysis, call abandonment and forecasting) Effective decision making and problem solving skills Strong communication skills (telephone sales, verbal, listening, writing, presentation platform) Strong multi-tasking organizational skills Leadership competencies with a high results orientation People development skills Business development skills Good level of numeracy Full driving license Desirable: Fluency in a foreign language (Arabic, Russian, Chinese and Indian)

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