IHG Director, National Sales, Japan in Tokyo, Japan
Do you see yourself as Director, National Sales, Japan?
What's your passion? Whether you're into tennis, shopping or travel, at IHG we're interested in YOU. At IHG we employ people who apply the same amount of care and passion to their jobs as they do their hobbies - people who put our guests at the heart of everything they do. And we're looking for more people like this to join our friendly and professional team.
The Director of National Sales is primarily responsible for the growth of sales revenue from the team to IHG ANA hotels Japan. He/She leads a team to drive total Japan hotels revenue and take responsibility for the achievement of targets. Behaves as a leader and role model to all employees. This includes active coaching of the sales team in engaging with customers and networking their accounts. The candidate will need to be a bi-lingual Japanese/English speaker (additional Asian language a serious plus).
Essential Duties and Responsibilities – (Key Activities of the role)
Review business projections and develop annual sales plans with the Director of Regional Sales, Japan
Adjust to market conditions and trends
Responsible for the growth of National sales revenue
Accountable for activation of an agreed annual new business revenue target
Responsible for the National sales budget and travel expenditures for the team
Align and work closely with hotels, revenue management team, commercial team, global sales team in Japan and in other markets
Ensure that measurement processes are in place to track the production of all accounts and team members
Works in alignment of local hotel sales plans to maximize opportunities and work effectively across the estate
Prepare and submit annual Budget plan to Director of Regional Sales, Japan for Approval
Manage the effectiveness of the Sales Team
Conduct weekly reviews of sales/coordination personnel activity to ensure targets and sales objectives are being met
Appraise direct reports during annual appraisal process and recommend remuneration review for Japan to Director of Regional Sales
Work with Director of Regional sales, Japan to develop succession plans and identify high potentials.
Prepare and review with Director of Regional Sales, Japan the Talent Development Plan for the Sales Teams
Strong product and market knowledge
Actively engages on the market, voice of the market to GSO and DRS and to regional offices
Monitors competitor activities and reflect them for own sales actions. Position the IHG ANA hotels as #1 in the country
Gain sales leads (Room and C&E) to achieve goals on responsible segment / industry for all Japan hotels
Allocate accounts across team and support in the account management by active coaching, joint visits, sales activities,
Develop and maintain a regular pattern of sales calls; meeting with principals of target market segment
Manages his own portfolio of accounts on a designated segment
Develops and maintains contact with business generators for both rooms and C&E such as: convention planners, visitors/convention bureau, travel agents, tour operators, airlines, local corporate accounts, government, sports and Entertainments etc.
Plan and conduct familiarization tours and site inspections when relevant
Travel when required to visit clients/hotels
Update hotels on activities and results on a regular basis
Monitors existing business and inputs into sales strategy meetings to maximize business.
Assists with the preparation of new products and services.
Update weekly the Director of Regional Sales Japan and make sure alignement is in place at all time
Manages NSO budget and travel expenditures
Works with Sales effectiveness and supports identifying training needs or tool updates for the hotel teams
Demonstrated ability to interact with customers, employees and third parties that reflects highly on the hotel, the brand and the Company.
Good writing skills
Leading a team, coaching, ability to manage fairly
Market knowledge on major Asian markets, MICE business, sport and major events sales
In-depth knowledge of sales principles and techniques, skills and understanding of revenue management principles
Strong client management, problem solving and organisation skills
Effective presentation and negotiation skills
Strong knowledge of IHG products, rates and marketing programs
Good PC skills
Strong motivational team leader
Fluent English and Japanese
Additional Asian language a bonus
- Bachelor’s degree or Diploma in Sales, Hotel Management, Business Administration, or related field preferred.
- Proven track of extensive hotel experience or an equivalent combination of education and experience.
To find out more about us or any other jobs with IHG, please look at www.careers.ihg.com/Japan
Job: Executive / Corporate
Location: Japan-Tokyo-To-Minato-ku Akasaka
Requisition ID: R134705