Director, Sales & Marketing

Fairmont Jakarta

Location: ID - Jakarta

21/11/16 17:30
Job Details
Director, Sales and Marketing
At Fairmont Hotels & Resorts, our Sales & Marketing professionals are ambassadors of the engaging service and authentically local experiences we offer in places of unrivalled presence. As Director, Sales & Marketing, your leadership and vision will foster an engaged team in support of maximized market share, operating results and guest satisfaction.

Hotel Overview:

Situated in Senayan Square at the South end of Jakarta's Central Business District, Fairmont Jakarta will feature 374 spacious guestrooms and 114 Fairmont branded suites. Additional features and amenities to the urban hotel include a Willow Stream Spa and a number of lounges and several restaurants featuring a variety of culinary offerings, including the Sky Bar.


As an active member of the Executive Committee, and a key member of the pre-opening team, the Director of Sales & Marketing is accountable for developing, and executing the total sales, advertising and promotional efforts for Fairmont Jakarta. This includes the effective development and deployment of all resources, generation of all revenues consistent with Hotel and Company objectives; implementation of sales performance management systems; coordination of hotel's participation in local, regional, national and international advertising; and direction of all media and publicity events.


* Oversee the selection, training and development Sales, Marketing / Communications, Conference Services & Catering / Events, Revenue Management and Reservations team to ensure timely recruitment

* Development of Strategy by Market Segment in collaboration with Director of Sales & Marketing, Hotel Openings & Integration

* Development of Key Account and Target Account lists for all market segments

* Liaise with Global Sales to secure and activate Key Accounts

* Development of Direct Sales Plan to secure and activate Target Accounts

* Represent the hotel at key Trade Shows, Road Shows, and FRHI Signature Events

* Direct the sales team in intensive customer relationship building efforts in the 6 months prior to opening

* Detailed competitive set rate survey to determine all BAR rates for all room categories

* Development of Pricing Strategy and completion of BAR pricing work book

* Work with FRHI Revenue Management to complete Room Branding and Rate Code Building in Central Reservation System

* Development of Integrated Media Marketing Plan for hotel and by F&B Outlet in collaboration with Director of Sales & Marketing, Hotel Openings & Integration

* Liaise with FRHI Marketing resources for creation of web site, pre-opening marketing collaterals, in-room collaterals, Customer Relationship Marketing E-campaigns, and digital marketing initiatives

* Direct the efforts of the Director of Marketing and the Director of F&B in developing a local data base for ongoing public relations, social media, and tactical hotel and F&B campaigns

* Completion of the Pre-Installation Guide for Opera Sales & Catering system including; source markets, proposal templates, contract templates, group resume templates, BEO template, Daily Delegate packages, Banquet Menus, Wedding Packages, Facility Rental, Vendor pricing for all offerings (audio / visual, décor, florals, entertainment, etc)

* Actively participate in the strategic planning and ongoing development of the hotel, including revenue forecasting, ensuring the delivery of our environment commitments, overseeing the health, safety and security of our guests and colleagues

* Attain and/or surpass budgeted Revenue and Revpar index.

* Lead and support, all relevant departments in the achievement of financial and operational targets, via effective organizational structure, policy, guidelines, functional process and colleague training

* Demonstrate to guests and colleagues, a commitment to service excellence through the effective implementation and consistent delivery of Fairmont Hotels & Resorts core standards.
Foster a winning, solution-oriented respectful work environment, motivating and engaging colleagues to continuously deliver the best possible service to our guests

* Prepare and execute the annual Sales & Marketing Plan and Budget to achieve the revenue goals having applied comprehensive and strategic knowledge of STR (other), competitor metrics, and Supply and Trend/Demand

* Play an active role in Revenue Management to drive achievement of optimal revenues/yield, through the development, management and education of positioning, market conditions/demand, distribution and allocation, segmentation, pricing, and creative offerings

* Responsible for the management of all aspects of the Sales Incentive Program including effective communication and education of all eligible participants concerning the specific achievement criteria and governance, colleague performance expectations, measures, and tracking

* Maintain constant focus on identification of high potential colleagues and foster succession planning opportunities/needs

* Direct the activities of outside agencies and internal colleagues on local and in-house advertising campaigns; supervises the production and distribution of literature and collateral.

* Liaise with Public Relations to stimulate additional profile within all markets, which complement the sales effort

* Maintain open communication and foster effective and relevant relationships with Global Sales and Corporate Hotel Sales & Marketing colleagues

* Play a key role in fostering supportive and collaborative Owner relations


* Bachelors degree and/or Hotel Management degree with a minimum of 5 years of Hotel Sales & Marketing experience, having had varied market mix experience

* Pre-opening experience and/or experience in Asia, ideally in Indonesia would be an asset

* Strategic, self-assured, and proactive with a demonstrated ability to prioritize and make effective timely decisions

* Ability to build strategic effective relationships, and influence others at all levels of relevant organizations.

* Must be a creative and effective leader, possessing a high degree of professionalism, sound human resources and administrative skills

* Excellent interpersonal skills with strong presentation and written communication skills

* Ability to understand and interpret financial data

* Computer literacy a must, with a strong knowledge of Word, Excel, Outlook and PowerPoint and a working knowledge of CRS, GDS, PMS and Sales & Catering systems