Meliá Hotels International

Sales

• Responsable del cumplimiento del presupuesto de los hoteles en aquel segmento del que es responsable o zonas geográficas que se le hayan asignado con visión ámbito origen negocio.
• Capta, desarrolla y fideliza dichas cuentas y lleva a cabo las acciones establecidas en el plan de acción de ventas para alcanzar y superar los objetivos cuantitativos y cualitativos definidos en el Business Plan del hotel.
• Apoyar en la elaboración de presupuestos del segmento asignado y/o de los mercados y sectores asignados, así como en la elaboración del Business Plan de los hoteles.
• Realizar seguimiento del cumplimiento objetivos de las cuentas bajo su responsabilidad directa, así como de las cuentas Key, Strategic y Advanced que sean potenciales para sus hoteles, coordinando el seguimiento de estas últimas con los Account Managers de las mismas.
• Implicación en la fase de planificación estratégica del departamento y preparación del Business Plan de los hoteles.
• Elaborar y ejecutar las acciones establecidas en el plan de acción de ventas para alcanzar y superar los objetivos cuantitativos y cualitativos definidos para el segmento, área geográfica o sectores asignados a su cartera.
• Gestionar las cuentas locales no asignadas a Account Managers y promocionar los hoteles.

Head of Sales

• Ensures that the hotels’ Sales objectives are met and is responsible for the management and development of the hotels’ sales team.
• Develops the sales strategy for the hotel/s under their responsibility, complying with each hotel’s Business Plan, as well as the revenue budget together with the area Revenue Management team and the hotel’s GM.
• Ensures the implementation of the sales strategy in the sales area.
• Participates in the definition of the Sales strategy by providing input on the destination.
• Defines the hotel’s sales objectives and validates them with the Area Director of Sales.
• Monitors the sales targets defined for the hotels under their responsibility and coordinates the necessary actions to achieve the defined targets by moving the necessary levers with the Sales Partner to ensure production in the Leisure, BT & MICE, E-Commerce and OTAs segments.
• Defines and implements the Business Plan of the hotels under their responsibility and validates with the Area Director of Sales.
• Follows up on the objectives of the hotels under their responsibility and identifies and coordinates with the Sales Partner the hotels’ sales needs.
• Ensures participation in the sales actions defined in the action plan in coordination with the corresponding segment.
• Leads, together with the area Revenue Management, the Business Review of the hotels under their responsibility.
• Management of Local Accounts.
• Ensures the correct preparation and execution of sales inspection visits, of any nature or segment, which are to take place in the hotels under their responsibility.
• Oversees the management of group quotations in the hotels under their responsibility.
• Ensures the correct and complete implementation of MARS CRM for sales and group business management in all their teams (external sales and groups cluster) as well as the correct implementation of the MICE processes established by the Segment.
• Collaboration with the Revenue Sales Partner in the implementation of the hotel's pricing strategy.
• Together with Revenue Management, defines the pricing/revision of meeting room and venue rentals for the hotels in their area.
• Participates in the definition of prices/revision of the F&B offer related to the MICE segment to ensure that it maintains coherence with the product, destination and the compset in this segment.
• Participation in trade fairs and trade actions organised by third parties or organised by MHI.
• Develops and follows up on a specific new hotel pre-opening action plan, in coordination with their Sales Partner and segments and ensuring that they cover all potential markets and segments for the new hotel.
• Budgeting of sales actions to ensure the visibility and positioning of the hotel in potential markets and segments.
• Plans with the Sales Partner the global campaigns in which the hotel should participate in the necessary segments and sources and ensures the correct distribution of these campaigns.
• Develops a site inspections calendar prior to the opening of the hotel, both for local accounts and in coordination with the Head of Segments for the Key, Strategic.
• Is knowledgeable of the competitors (their products, improvements, rates, strengths and weaknesses, RevPar, etc.) and maintains a cordial relationship with them to ensure that they are aware of market trends and cross-market opportunities.
• Through regular meetings with the Sales Partner (his/her direct responsible) analyses the sales performance of the hotels in accommodation, rooms and other revenues under his responsibility, presenting corrective actions where required and new business opportunities, as well as transferring to him the performance of the competition, local accounts, etc.
• Direct relationship with Segment Managers in those areas/countries with potential for hotels in their area.
• Ensures that the needs of each of their hotels are duly communicated to them in order to achieve the objectives set.
• Participate in the digitalisation plans planned for the Sales & Marketing teams.
• Promotes and develops virtual sales actions related to the hotels under their responsibility in order to reach a greater number of customers in a more efficient and dynamic way in the MeliáPro TravelLabs environment.
• Drive digitisation among their team to improve processes and efficiency.
• Participate in those site inspections that deem appropriate due to high volume negotiations or according to the customer’s profile/market.
• Ensure that the results of the site inspections carried out by their team are reported to the hotel’s GM.
• Participate in the preparation of their department's budget according to the set guidelines.
• Follow up on the defined budget, ensure compliance with it, and report any deviations that may occur within the department to the Business Partner.
• Participate in the definition of the necessary corrective measures to minimise negative impacts and monitor them together with the Business Partner.
• Participate in the preparation of projections by providing information on their department.
• Analyse the reason for deviations, participate in the definition of corrective actions and promote the implementation of corrective actions within their department.
• Periodically, analyse the P&L of their department, review all departmental revenues and expenses, seek to maximise results and identify opportunities for improvement with the support of the Business Partner.
• They are aware of the hotel’s economic results, as well as the impact of their department on them.
• Convey detailed information to their team.
• To ensure the fulfilment of their department’s economic goals while being aware of the hotel’s economic goals, as well as their fulfilment.
• Convey information to their team, clearly.
• They are responsible for all orders, both for the purchase of materials and for the contracting of services, for their department, as well as for placing and confirming them in accordance with the established procedure.
• Control and monitoring of their area’s Operational PAI, respecting the timings set by the company.
• Ensure compliance with the applicable regulations in the daily processes of their department, which affect the department's performance and internal control.
• Collaborate on departmental review points during audits and establish action plans to address the reported issues.
• Analyse and solve possible incidents that may arise within the department, which are reported through the cash and production control that is carried out daily by the administration department or MHS.
• Annually review the training plan with the Area Director of Sales and HR area, in order to propose training actions based on the needs of the team.
• Be knowledgeable of the development plans and tools in Human Resources and promote their use (Melia Home, Melia Listens, E-Melia, development plans, Inspiring Opportunities, Code of Ethics...).
• Identify high potential staff and actively participate in the development of their team and trainees (if applicable).
• Conduct their team’s performance reviews.
• Be knowledgeable and analyse the climate results of their department.
• Design together with the team the action plans and implement them, while ensuring participation in the measurement period.
• Ensure the participation of their team in the wellness programmes made available to them.
• Promote the use of social media following the guidelines established by the company.
• Actively participate in the recruitment of their team and its dissemination on social media.
• Keeping track of the presence of the staff under their command, planning work shifts, absence control, as well as promoting the use of the holiday period by team members.
• Inform HR of possible incidents in the performance of the staff work that could lead to a warning or sanction.
• Manage payroll payments together with HR (overtime, days off, night work, etc.).
• Be knowledgeable of the sizing ratios and applying the staffing guide defined for their hotel, making proposals for revision when required by the operation.
• Be knowledgeable of the Brand philosophy, ensuring optimal implementation of the standards, operations and identity manuals that apply to their department.
• To ensure the customer experience, personalising their stay, anticipating their needs and exceeding their expectations.
• Manage customer incidents, communicating the actions taken to the hotel’s Guest Experience Department.
• Be knowledgeable and share with their team the Voice of the Customer goals and ensure their fulfilment, creating and defining improvement plans if necessary.
• Be knowledgeable with the Sensory Architecture established for their areas and ensure compliance with it.
• Be knowledgeable of the hotel's services and facilities as well as the entertainment programme, experiences and events, ensuring that the team has all the information to be able to promote them to guests.
• Ensure metering of energy and/or water consumption for charging to the lessee (if applicable).
• Give visibility to sustainable attributes in the customer relationship (under the instructions of the marketing & branding department).
• Ensure sustainability communication under criteria of truthfulness, rigour and coherence.
• Be knowledgeable of the hotel’s evacuation plan.
• Embrace the responsibilities assigned in the Centre's Self-Protection Manual or local equivalent in other countries.
• Ensure compliance with the Occupational Health and Safety Procedures and Instructions.
• Be knowledgeable of the individual protection equipment in their department and to ensure its correct implementation and use by means of the corresponding training actions.
• Verify correct compliance with safety regulations.
• Participate in ongoing risk assessment.
• Assume the responsibilities assigned in the Occupational Health and Safety Management System Manual.

Director of Sales, Hotels

• Ensures that the hotels’ Sales objectives are met and is responsible for the management and development of the hotels’ sales team.
• Develops the sales strategy for the hotel/s under their responsibility, complying with each hotel’s Business Plan, as well as the revenue budget together with the area Revenue Management team and the hotel’s GM.
• Participates in the definition of the Sales strategy by providing input on the destination.
• Defines the hotel’s sales objectives and validates them with the Area Director of Sales.
• Monitors the sales targets defined for the hotels under their responsibility and coordinates the necessary actions to achieve the defined targets by moving the necessary levers with the Sales Partner to ensure production in the Leisure, BT & MICE, E-Commerce and OTAs segments.
• Develops and follows up on a specific new hotel pre-opening action plan, in coordination with their Sales Partner and segments and ensuring that they cover all potential markets and segments for the new hotel.

Director of Sales – USA Hotels

• Responsible for achieving the budget of hotels
• Attract, develop and retain accounts for sales
• Manage local accounts and generate new business opportunities
• Prepare and complete Corporate RFPs, Tour Operator Contracts, MICE Agreements
• Detection of new business opportunities in different segments
• Active participation in trade fairs and sales actions
• Promote virtual sales activities for hotels
• Plan and implement site inspections for hotels

Head of Sales – China

Business Development Rep

• Promote MHI Products: Educate travel partners and key decision-makers about Meliá Hotels International products to increase sales and brand recognition.
• Develop New Business: Identify and establish new business opportunities with Travel Partners such as: Agencies that belong to a PREMIUM Consortia, Tour Operator, Airlines, Tourism Boards, Entertainment houses/agencies, Luxury Travel Agencies in your assigned territory to any hotel in the MHI portfolio worldwide.
• Sales Coordination: Manage all related sales operations in line with corporate policies and standards.
• Strategic Planning: Develop and implement a clear and concise sales plan to generate new prospects and meet sales goals.
• Relationship Management: Build and maintain business relationships in the respective markets to drive fruitful business relations.
• Market Analysis: Conduct competitor and market analysis, and collaborate closely with hotels and other counterparts within the organization.

Business Development Manager

• Asegura el cumplimiento de los objetivos de Sales y Marketing del hotel u hoteles Luxury de los que es responsable comercial.
• Es responsable de la administración y desarrollo del equipo comercial de su hotel.
• Elaborar la estrategia Comercial para el hotel/es bajo su responsabilidad que cumpla con el Business Plan de cada hotel.
• Velar por la implantación de la estrategia comercial High End en los hoteles Premium de la Zona Comercial.
• Definir los objetivos comerciales del hotel y realiza la validación con el Director of Sales de la Zona Comercial.
• Realizar seguimiento de los objetivos de ventas definidos para los hoteles Premium bajo su responsabilidad.
• Liderar, junto a Revenue Management de zona, los Business Review de los hoteles Luxury bajo su responsabilidad.
• Colaborar con el Sales Partner de Revenue en la implantación de la estrategia de precios en el hotel.
• Participar en ferias de High End y acciones comerciales organizadas por terceros.

Director of Sales

• Responsible for achieving the budget of the hotels for the segment
• Attract, develop, and retain accounts
• Manage local accounts and promote hotels
• Prepare and complete Corporate RFPs, Tour Operator Contracts, MICE Agreements
• Attend assigned events and sales actions

• Develop and manage a portfolio of Global Luxury accounts across Europe to maximize Corporate, Consortia, and Group revenues
• Identify and capture new business opportunities for all hotels within the group
• Lead the RFP process from A to Z: negotiation, coordination, and follow-up
• Define and implement targeted commercial strategies for the Luxury segment
• Build strong, long-term relationships with your clients
• Represent the group at professional events: trade shows, presentations, sales blitzes, fam trips
• Provide regular reporting on your activity and performance
• Work closely with hotel sales teams and other BDMs
• Monitor market trends and analyze competitors
• Update and manage the client database (CRM MARS)

Head of Sales

Director of Sales, Hotels

Director of Sales – USA Hotels

Head of Sales – China

Business Development Manager

Director of Sales

Head of Sales

Business Development Manager – Luxury Brands