Giám Đốc Kinh Doanh (Director Of Sales)

I. JOB PURPOSE

The Director of Sales is responsible for developing and executing sales strategies to maximize room revenue, increase revenue from hotel services, and expand market share. This position leads and develops the Sales team, builds long-term relationships with clients and strategic partners, and ensures the achievement of revenue targets while strengthening the hotel's brand positioning and competitiveness in the market.

II. KEY RESPONSIBILITIES

1. Sales Strategy & Revenue Management

• Develop and implement monthly, quarterly, and annual sales plans aligned with the hotel's business objectives.

• Propose and execute strategies to maximize revenue, room occupancy, Average Daily Rate (ADR), and Revenue per Available Room (RevPAR).

• Analyze market trends, competitor activities, and sales performance to adjust business strategies and maintain market competitiveness.

• Collaborate with relevant departments to develop pricing strategies, promotional campaigns, and sales initiatives for different business periods.

2. Business Development & Client Relationship Management

• Develop and expand the hotel's business network across the following market segments:

o Corporate

o Travel Agencies (TA)

o Online Travel Agencies (OTA)

o Wholesalers

o MICE

o Government

o Airlines

o Airline Crew

o Long-stay Guests

o Events & Group Bookings

• Identify and develop new business opportunities to increase hotel revenue.

• Establish, maintain, and strengthen long-term relationships with key clients and strategic partners.

• Conduct sales calls, negotiate, and finalize major business contracts and commercial agreements.

• Represent the hotel at client meetings, travel fairs, roadshows, sales blitzes, networking events, and other business promotion activities.

3. Sales Team Leadership

• Plan manpower requirements, assign responsibilities, and supervise the daily operations of the Sales Department.

• Establish sales targets and Key Performance Indicators (KPIs) for individual team members.

• Train, coach, and develop employees' professional knowledge, sales techniques, negotiation skills, and customer relationship management.

• Conduct regular performance evaluations, develop career progression plans, and build succession plans for key positions.

• Foster a positive, collaborative, and high-performing working environment.

4. Sales Operations Management

• Monitor daily, weekly, and monthly sales performance.

• Prepare sales forecasts, occupancy projections, and periodic sales plans.

• Manage the Sales Department's operating budget to ensure effective resource utilization and cost control.

• Ensure all sales activities comply with hotel policies, standard operating procedures, and service standards.

• Work closely with the Front Office, Reservations, Marketing, Finance, and Operations teams to optimize business performance and enhance guest satisfaction.

5. Reporting & Business Analysis

• Prepare weekly, monthly, and quarterly sales reports, revenue forecasts, and market analysis reports.

• Analyze sales performance, evaluate the effectiveness of sales initiatives, and recommend improvement strategies.

• Report directly to the General Manager on business performance, market opportunities, potential risks, and recommended action plans.

III. KEY PERFORMANCE INDICATORS (KPIs)

• Achievement of assigned revenue targets.

• Growth in room revenue and ancillary revenue.

• Average Daily Rate (ADR).

• Revenue per Available Room (RevPAR).

• Occupancy rate.

• Number of new corporate accounts and business partners acquired.

• Client retention rate.

• Revenue contribution from Corporate, TA/OTA, and MICE segments.

• Accuracy of revenue forecasting.

• Effective management of the departmental operating budget.

IV. JOB REQUIREMENTS

Education

• Bachelor

Yêu cầu công việc

IV. JOB REQUIREMENTS

Education

• Bachelor's degree or above in Hotel Management, Business Administration, Marketing, or a related field.

Experience

• Minimum of 3–5 years of experience as a Director of Sales or Senior Sales Manager in a 3-star hotel or above.

• Proven network of Corporate, TA, OTA, and MICE clients is highly preferred.

• Demonstrated track record in revenue growth and market expansion.

Professional Knowledge

• Strong understanding of the hospitality industry, tourism market, and business trends.

• Knowledge of Revenue Management principles.

• Familiarity with OTA platforms, Channel Managers, Property Management Systems (PMS), and online distribution channels.

• Proficiency in Microsoft Office applications.

Language

• Excellent command of spoken and written English.

• Proficiency in an additional foreign language is an advantage.

Skills

• Leadership and people management.

• Strategic sales planning.

• Business analysis and planning.

• Negotiation and influencing skills.

• Communication and relationship management.

• Presentation skills.

• Problem-solving and decision-making.

• Time management and ability to work under pressure.

Personal Attributes

• Strategic mindset.

• Proactive and decisive.

• Honest and accountable.

• Results-oriented.

• Strong teamwork and collaboration.

• Professional demeanor with the ability to inspire and lead teams.

V. BENEFITS

• Competitive salary commensurate with qualifications and experience.

• Sales incentives and performance-based bonuses.

• Full participation in Social Insurance, Health Insurance, and Unemployment Insurance in accordance with Vietnamese Labor Law.

• Service Charge (where applicable).

• 13th-month salary in accordance with the Company's policy.

• Mobile phone allowance, business travel expenses, and other company-approved allowances.

• Complimentary staff meals during working shifts.

• Public holidays and annual leave in accordance with Vietnamese Labor Law.

• Professional, dynamic, and supportive working environment with excellent career development opportunities.

• Participation in training and professional development programs.

Quyền lợi

• Thưởng: Thưởng doanh số và các khoản thưởng theo kết quả kinh doanh.
  Thưởng tháng 13 theo chính sách của Công ty.
• Chăm sóc sức khoẻ: Tham gia đầy đủ BHXH, BHYT và BHTN theo quy định của pháp luật.
• Nghỉ phép có lương: Nghỉ Lễ, Tết và phép năm theo quy định của pháp luật.
• Đào tạo: Tham gia các chương trình đào tạo và phát triển kỹ năng chuyên môn.
• Căn-tin: Hỗ trợ bữa ăn trong ca làm việc.
• Khác: Mức lương cạnh tranh, thỏa thuận theo năng lực và kinh nghiệm.
  Hưởng Service Charge (nếu áp dụng).
  Phụ cấp điện thoại, công tác phí và các khoản hỗ trợ theo quy định.
  Môi trường làm việc chuyên nghiệp, năng động và nhiều cơ hội phát triển nghề nghiệp