Head Of Sales

Description:

To ensure a smooth and efficient operation in the Sales Department in relation to the Company Core Process; thus directly impacting sales. This role plays a critical part in fostering leisure clients relationships and driving international sales growth for our existing and new attractions. Through strategic planning, engagement, and market analysis, the Head of International Sales will contribute significantly to the overall success of the business.

The role will require frequent travel and will require you to regularly represent Miral Destinations in the assigned markets.

Job Scope

Coaching and conducting appraisals for direct reports: Regularly evaluate team members' performance, providing constructive feedback, coaching, and mentorship to enhance skills and ensure alignment with the International B2B sales KPI`s.
Observes service behaviors of team members and provides feedback: Monitor team interactions with clients and offer insights to improve client servicing and sales approaches.
Maintains sales staff by recruiting, selecting, orienting, and training employees: Lead the recruitment process for the sales team, ensuring new hires align with the strategic objectives, and provide comprehensive training to equip them for success.
Maintains sales staff job results by counseling and disciplining employees: Implement structured feedback and corrective actions to address underperformance, while recognizing high achievers.
Develop and implement quarterly and annual sales strategies for the B2B leisure segment with the team: Collaboratively define short- and long-term strategies with measurable objectives to drive revenue growth in the B2B leisure segment.
Develop and implement effective sales plans for self and each team member: Tailor individual sales plans for each team member that align with overarching business goals, adjusting based on market conditions.
Develop comprehensive understanding of the key markets assigned and contribute market insights, market intelligence and solid sales strategy and tactics to the annual Sales Plan for Miral Destinations
Lead the team to ensure our team is aggressively driving sustainable market performance and market leading awareness for the long-term growth of our destination and assets
Contracting and managing of accounts: Oversee the negotiation, contracting, and management of B2B leisure accounts, ensuring the best terms are secured for the business while meeting client needs.
Maintains and grows business of assigned accounts: Cultivate strong relationships with key B2B clients, ensuring repeat business and long-term partnership opportunities.
Closes the best opportunities for the attractions: Identify and capitalize on high-value opportunities based on market demand and client requirements, ensuring park needs are met.
Builds and strengthens relationships with customers: Foster long-term relationships with both existing and new clients through direct outreach, networking, FAM trips, trade shows, and entertainment activities.
Accompany team members on client meetings and FAM trips: Support your team by attending important client interactions, ensuring consistent messaging and client satisfaction.
Displays leadership in guest hospitality: Lead by example in client interactions, setting a high standard for guest relations and customer service.
Understands the overall market competitors’ strengths and weaknesses: Analyze market trends and competitor activities to refine sales strategies, offering a competitive advantage in the corporate, government and education space.
Maintains sales volume and selling price by monitoring supply and demand: Adjust pricing and sales strategies based on changing market conditions, ensuring both competitiveness and profitability.
Establishes and adjusts selling prices by monitoring costs, competition, and demand: Regularly review market indicators to set or adjust pricing models for B2B clients.
Works collaboratively with Key & Strategic Accounts, Convention Bureaus, DMCs, OTAs: Foster partnerships with key industry stakeholders, enhancing collaboration to drive more business and ensure superior client experiences.
Work closely with our colleagues at DCT to keep ensure DCT’s events are central to our own plans and maintain regular contact at DCT to support them as and when required with market activations
Identifies and develops new market internationally: Research and identify new business opportunities, expanding the reach of Miral Destinations’ offerings in the B2B leisure segment.
Identifies, qualifies, and solicits new accounts: Leverage research and networking to attract new B2B Leisure clients, focusing on high-potential markets.
Work with B2B marketing team to negotiate and deploy joint marketing plans aligned with our overall destination objectives
Establishes sales objectives by forecasting and developing annual sales targets: Set clear revenue goals for the B2B leisure segment, based on market analysis and historical performance.
Determines annual unit and gross-profit plans by implementing marketing strategies: Work with B2B and B2C marketing to align sales strategies with broader promotional efforts, ensuring sales targets are met or exceeded.
Effectively maintains customer, account, and opportunity data in CRM system: Ensure all client interactions and sales activities are accurately recorded in the CRM, allowing for effective tracking and follow-up.
Uses sales resources and administrative/support staff effectively: Delegate tasks efficiently, ensuring the sales team and support staff are aligned and productive.
Completes sales operational requirements by scheduling and assigning employees: Manage team schedules and assignments to ensure smooth operations, timely follow-ups, and optimal client servicing.
Oversight of SOP for client site inspections, FAM trips, and trade shows: Manage and attend key events, ensuring that client site visits and trade show appearances are effectively executed.
Conducts client site inspections, FAM trips, and sales trips: Personally lead high-profile site inspections or FAM trips to secure business and deepen relationships with key B2B clients.

Essentials

Bachelor’s degree
5 - 7 years of work experience 
Understanding of sales cycle for DMCs, OTAs, TOs and Wholesalers
Demonstrable sales and business development experience
Experience in Account Management and negotiation and working with source markets in leisure/hospitality focused role 
Ability to work independently, manage multiple projects, and meet deadlines
Experienced in participating in DMC & international road shows and confident in conducting presentations
Strong knowledge of the tourism market, travel industry dynamics, and industry distribution
Knowledge of contractual agreements and legal implications
Knowledge of strategy planning and execution
Understands revenue management functions and account profitability
Excellent selling and upselling skills and understanding of sales processes
Financial management skills (e.g., ability to analyze P&L statements, develop operating budgets, forecasting and capital expenditure planning)
Revenue management skills (e.g., ability to analyze demand, lost/turndown, trend analysis, call abandonment and forecasting)
Effective decision making and problem solving skills
Strong communication skills (telephone sales, verbal, listening, writing, presentation platform)
Strong multi-tasking organizational skills
Leadership competencies with a high results orientation
People development skills
Good level of numeracy
Driving license & Car