Director of Sales and Marketing
kempinski
Director of Sales and Marketing
DescriptionThe job of Director of Sales & Marketing is executed satisfactorily when:
\nThe hotel achieves its financial objectives.\nThe Sales & Marketing Team that the person is responsible for achieves their revenue objectives.\nThe person achieves their personal objectives.\nThe TTTT is carried out to the satisfaction of both General Manager and Director of Sales & Marketing.\nThe ESS Global Satisfaction score for the Sales and Marketing Department achieves 80%.\nAt Kempinski, Talent Development is a management responsibility and consequently an integral and important part of our Managers’ daily activities. The Director of Sales & Marketing fulfils their role as a Talent Development Ambassador when:
\n\nThey actively support and implement Talent Development initiatives as a part of their daily activities.\nThey identify Training talents in their department and throughout the hotel and actively support their career development.\nThey support and initiate transfer, cross exposure and task force assignments for their team.\nThey personally conduct TTTTs with their team on a regular basis and take personal interest for their talents’ development plans.\nThey recruit and select potential talent according to current and future department, hotel and Kempinski’s needs including conducting interviews for positions in their department.\n\n
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Key Responsibilities\nSupervise preparations and definition of the Sales & Marketing Plan and manual for the department and participate in setting up the sales & marketing policies, procedures and objectives.\nDetermine the corporate/travel trade marketing and sales strategy related to pricing and promoting to meet the objectives outlined in the Sales & Marketing Plan.\nClearly understand and communicate the Corporate and Regional Strategic Sales Objectives to the Sales & Marketing team.\nHandle budgets for miscellaneous sales activities and promotions.\nActively involved in the recruitment of all members of the Sales & Marketing Team in conjunction with People Services.\nEnsure that regular and appropriate communication is carried out with the Global Sales Offices that assist the Hotel Sales & Marketing team in achieving their goals. \nCarry out on-boarding for all Sales & Marketing colleagues.\nFollow the sales and marketing results (accounts’ room night productivity, revenue, etc.) and propose corrective actions if needed.\nMaintain and maximize the utilization of all automated sales and reservations systems involved with group business.\nSupervise the existence of an efficient follow-up on all leads to maintain a good relationship and generate group/individual leads for the hotel.\nMaintain permanent files for all corporate, group and travel trade account with strong room/night potential.\nMaintain and improve the efficiency of reservation centers, to ensure that information in reservation system’s database is updated. Coordinate such insertions to be realized correctly with the Reservations Manager.\nThrough various tools (e.g. media, social events, gatherings with competition etc.), explore economical data, new developments in certain companies’ structures, new assignments, industrial complexes, new business centers, new projects which all could be of interest and benefit of the hotel and distribute this information to relevant staff.\nKeep close follow up on developments of the competitor hotels (occupancy, structural alterations, renovation, special campaigns, rate promotions, marketing efforts, theme events etc.). Also explore and compare corporate traffic amongst the competition.\nPropose ideas for promotional materials to be distributed during sales calls, international trade shows and for other promotional activities.\nSupervise (and handle when necessary) the group and individual reservation requests. Follow-up the progress of the booked business.\nSet up the corporate rates for local/international companies / travel trade accounts as well as other commercial accounts.\nCollaborate with all local and overseas customers, make personal calls to accounts and trace potential customers.\nSupervise the existence of an efficient customer database system (SFA), which will be capable of identifying to report sales calls and other sales activities and maintain a vigorous updating exercise in certain periods of time.\nMaintain a fair account distribution amongst the sales employees who will be responsible to manage (visit, handling complaints, update information and follow up) their own account group.\nCascade all relevant key information to the Sales & Marketing team.\nUpdate customers with the latest development of the hotel and inform hotel management of all changes in the customer profile.\nPropose and coordinate the promotional activities undertaken by sales department and / or Food & Beverage.\nSupervise the coordination with the other department heads to ensure quality of guest / group satisfaction\nProject and prepare the participation procedure for domestic or international trade shows, fairs, exhibitions, workshops, road-shows, sales blitzes etc. and participate in such professional business related events.\nSupervise the quotations of group and travel agency rates as well as international corporate rates offered for multinational companies (directly or through travel consortia’s). Make sure that the respective Kempinski Global Sales Offices are informed of such quotations.\n
Skills, Knowledge and Expertise
\nEligible for a working permit in Malta.
EDUCATION: Diploma in Business Administration, specialized in Sales & Marketing; University Degree / Bachelor Degree
\n\nEXPERIENCE:\tA minimum of five (5) years sales and marketing experience in the hotel industry in a 4/5 star hotel category.
LANGUAGE: \nEnglish – excellent oral and written skills\nMaltese - would be considered as an asset\nAdditional language – beneficial\n\nCOMPETENCIES:\t\t\tTo fill this position the candidate must have:\nAbility to quickly adapt to a constantly changing market with a revenue positive effect\nDemonstrate the key leadership qualities as identified by the VP Sales\nAnalytical approach to problem solving and demonstrated ability to “think outside of the box”\nDemonstrate creative and innovative approach to Sales & Marketing activities\nNegotiation skills and selling skills \nRevenue and target focus\nDiscipline\nKnowledge of food and menu preparation, service and presentation as well as pricing and cost strategies\n
TECHNICAL
COMPETENCIES: Computer literacy adapted to the field of Sales & Marketing\nStrong computer skills, including Microsoft Office, (Excel/PowerPoint/Word), scanning and digital equipment knowledge\nMicros Fidelio Opera and Sales & Catering\n\n
INDIVIDUAL
\n\nCHARACTERISTICS:\tTo fill this position the candidate must identify with the Kempinski core values, in addition they should be especially:
\nPeople Oriented\nPassionate for European luxury\nInnovative\nEntrepreneurial\nStraightforward\nSelf development\nStress management\nStrong oral and written communication skills\nListening skills\nPositive attitude\nRole model behaviour\n\n
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Application Deadline: 31 July 2025
Department: Sales & Marketing
Employment Type: Fixed Term - Full Time
Location: Malta - Gozo
Reporting To: General Manager
DescriptionThe job of Director of Sales & Marketing is executed satisfactorily when:
\nThe hotel achieves its financial objectives.\nThe Sales & Marketing Team that the person is responsible for achieves their revenue objectives.\nThe person achieves their personal objectives.\nThe TTTT is carried out to the satisfaction of both General Manager and Director of Sales & Marketing.\nThe ESS Global Satisfaction score for the Sales and Marketing Department achieves 80%.\nAt Kempinski, Talent Development is a management responsibility and consequently an integral and important part of our Managers’ daily activities. The Director of Sales & Marketing fulfils their role as a Talent Development Ambassador when:
\n\nThey actively support and implement Talent Development initiatives as a part of their daily activities.\nThey identify Training talents in their department and throughout the hotel and actively support their career development.\nThey support and initiate transfer, cross exposure and task force assignments for their team.\nThey personally conduct TTTTs with their team on a regular basis and take personal interest for their talents’ development plans.\nThey recruit and select potential talent according to current and future department, hotel and Kempinski’s needs including conducting interviews for positions in their department.\n\n
\n
Key Responsibilities\nSupervise preparations and definition of the Sales & Marketing Plan and manual for the department and participate in setting up the sales & marketing policies, procedures and objectives.\nDetermine the corporate/travel trade marketing and sales strategy related to pricing and promoting to meet the objectives outlined in the Sales & Marketing Plan.\nClearly understand and communicate the Corporate and Regional Strategic Sales Objectives to the Sales & Marketing team.\nHandle budgets for miscellaneous sales activities and promotions.\nActively involved in the recruitment of all members of the Sales & Marketing Team in conjunction with People Services.\nEnsure that regular and appropriate communication is carried out with the Global Sales Offices that assist the Hotel Sales & Marketing team in achieving their goals. \nCarry out on-boarding for all Sales & Marketing colleagues.\nFollow the sales and marketing results (accounts’ room night productivity, revenue, etc.) and propose corrective actions if needed.\nMaintain and maximize the utilization of all automated sales and reservations systems involved with group business.\nSupervise the existence of an efficient follow-up on all leads to maintain a good relationship and generate group/individual leads for the hotel.\nMaintain permanent files for all corporate, group and travel trade account with strong room/night potential.\nMaintain and improve the efficiency of reservation centers, to ensure that information in reservation system’s database is updated. Coordinate such insertions to be realized correctly with the Reservations Manager.\nThrough various tools (e.g. media, social events, gatherings with competition etc.), explore economical data, new developments in certain companies’ structures, new assignments, industrial complexes, new business centers, new projects which all could be of interest and benefit of the hotel and distribute this information to relevant staff.\nKeep close follow up on developments of the competitor hotels (occupancy, structural alterations, renovation, special campaigns, rate promotions, marketing efforts, theme events etc.). Also explore and compare corporate traffic amongst the competition.\nPropose ideas for promotional materials to be distributed during sales calls, international trade shows and for other promotional activities.\nSupervise (and handle when necessary) the group and individual reservation requests. Follow-up the progress of the booked business.\nSet up the corporate rates for local/international companies / travel trade accounts as well as other commercial accounts.\nCollaborate with all local and overseas customers, make personal calls to accounts and trace potential customers.\nSupervise the existence of an efficient customer database system (SFA), which will be capable of identifying to report sales calls and other sales activities and maintain a vigorous updating exercise in certain periods of time.\nMaintain a fair account distribution amongst the sales employees who will be responsible to manage (visit, handling complaints, update information and follow up) their own account group.\nCascade all relevant key information to the Sales & Marketing team.\nUpdate customers with the latest development of the hotel and inform hotel management of all changes in the customer profile.\nPropose and coordinate the promotional activities undertaken by sales department and / or Food & Beverage.\nSupervise the coordination with the other department heads to ensure quality of guest / group satisfaction\nProject and prepare the participation procedure for domestic or international trade shows, fairs, exhibitions, workshops, road-shows, sales blitzes etc. and participate in such professional business related events.\nSupervise the quotations of group and travel agency rates as well as international corporate rates offered for multinational companies (directly or through travel consortia’s). Make sure that the respective Kempinski Global Sales Offices are informed of such quotations.\n
Skills, Knowledge and Expertise
\nEligible for a working permit in Malta.
EDUCATION: Diploma in Business Administration, specialized in Sales & Marketing; University Degree / Bachelor Degree
\n\nEXPERIENCE:\tA minimum of five (5) years sales and marketing experience in the hotel industry in a 4/5 star hotel category.
LANGUAGE: \nEnglish – excellent oral and written skills\nMaltese - would be considered as an asset\nAdditional language – beneficial\n\nCOMPETENCIES:\t\t\tTo fill this position the candidate must have:\nAbility to quickly adapt to a constantly changing market with a revenue positive effect\nDemonstrate the key leadership qualities as identified by the VP Sales\nAnalytical approach to problem solving and demonstrated ability to “think outside of the box”\nDemonstrate creative and innovative approach to Sales & Marketing activities\nNegotiation skills and selling skills \nRevenue and target focus\nDiscipline\nKnowledge of food and menu preparation, service and presentation as well as pricing and cost strategies\n
TECHNICAL
COMPETENCIES: Computer literacy adapted to the field of Sales & Marketing\nStrong computer skills, including Microsoft Office, (Excel/PowerPoint/Word), scanning and digital equipment knowledge\nMicros Fidelio Opera and Sales & Catering\n\n
INDIVIDUAL
\n\nCHARACTERISTICS:\tTo fill this position the candidate must identify with the Kempinski core values, in addition they should be especially:
\nPeople Oriented\nPassionate for European luxury\nInnovative\nEntrepreneurial\nStraightforward\nSelf development\nStress management\nStrong oral and written communication skills\nListening skills\nPositive attitude\nRole model behaviour\n\n
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