Director of events

2017-05-16 | Sales and Marketing | Le Méridien Dubai

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At a glance

Location

Dubai,Utd.Arab Emir.

Employment Fraction

Full Time

Reference Code

20426100

Job Description

Scope & General Purpose of the role: To drive the strategy for the events department on a day-to-day basis ensuring that all revenue targets for residential, non-residential and outside catering are achieved and where possible exceeded. You will ensure that all departmental standards are delivered to meet the needs of the hotels diverse customers, whilst respecting the Starwood/Marriott standards. You will be dynamic and decisive in making decisions, whilst being inclusive and consultative with the senior leadership team within the hotel, a problem solver and someone who is proactively looking for ways for your team to up sell and close deals. You will lead your team from the front, train to the highest standards and be heavily involved in the event management of VIP events and be proactive with the hotels top producing accounts. You will be fully accountable for the departmental budget and will be the key driver to ensure that budget targets and service standards are met. Performance Requirements: You must ensure that you and your team handle all sales leads, proposal, contracting, payments, final payments, to the issuing of the Banquet Event Order (BEO) which will be produced by you and your team to the very highest standards thus ensuring the success of every event. Oversee Banquet Operations to ensure that our customer commitments (contractual and anticipated) are delivered to the very highest standards, identifying areas for improvement and working with Banquet Manager to implement where applicable. Positively affect cross communication between Events Sales and Banquet operations team, ensuring that any obstacles are overcome to benefit the best interest of the business. Ensure that the Groups & Events Sales team through their emails, calls and correspondences are promoting the hotel to a diverse range of clients who have the potential to book residential and non-residential events at the hotel. Working work in partnership with Director of Sales, Groups & Events and Corporate sales team to utilise all the tools available to you and your team to generate leads & conversion via the Opera Sales & Catering system: Review ALL business on the books, new leads generated daily, creating WOW site inspections for the team to convert leads to contracts. Review account production with all preferred partners on bi weekly / monthly basis via opera reporting tools. Review all lost business with the both the Director of Sales Groups & Events and the Complex Director of Sales to identify which accounts should be prospected or followed up with proactively for any other business potential. Ensure that the proactive team are rewarding and recognise the hotels key clients for confirmed business. Working alongside the sales managers to secure, plan, prepare and host any fam trips for Corporate & or Agency buyers. Looking at creating memorable experiences for each fam trip hosted. Support the sales team to arrange ‘thank you’ events for key clients throughout the year. Ensure all activities and call details are updated in Opera daily, ensuring that activities for the week are completed within the week by yourself and your team. Ensure that you meet with key operations leaders to review any company standards and initiative such as creative meetings as you will be the business owner for any new initiatives that need to be rolled out for groups and events. Ensure that on a weekly basis a walk-through of the conference center is carried out, highlighting any maintenance issues and repairs that need to be carried out week on week. HIS Leaderboard will be reviewed on a weekly basis with accounts assigned to specific sales and events colleagues to follow up and secure/understand business potential for the hotel. The monthly HIS reports will be analyzed and shared with the senior sales colleagues, hotel GM, along with the Banquet Operations Senior team. These reports will be analyzed and recommendations & suggestions of ways to secure these clients and their events to the hotel. These reports maybe highlight any new strategic direction that the hotel may need to redefine. Revenue forecasting complete month end and mid-month forecasting and support Complex DOS with budget submissions as required. Be the champion for the Group Optimization system, ensuring that your team enter all the details into the system accurately. Work with the revenue team to review all background data has been entered correctly into the system which should in turn enable your team to make smart business decisions. Departmental liaison Produce accurate and timely BEO’s actively seeking feedback from the operations team to ensure that all information is communicated to the highest standard. Lead the weekly BEO meeting with all key stakeholders, allowing for questions, taking feedback and making any necessary changes that will support the operations team in the day-to-day execution of events. Produce accurate and timely site inspection schedules enabling the operations team to fulfil the exact requirement of the client’s event, creating memorable WOW experiences throughout the site inspection. Attend daily operations and sales meeting to provide accurate updates to team on bookings, enquiries and in house events. Group updates on definite, prospect, tentative and lost business from the Groups & Events team, to be shared with the team during the weekly sales meeting. To ensure tentative/prospect business block information is updated on a weekly basis & provide accurate updates to the Complex DOS each Sunday, for the weekly revenue strategy meeting. (Note – Director of Sales Groups & Events should compile this – it will need to be ratified by DOE) Ad-hoc management meetings to provide useful feedback about current market conditions, competitor information and client feedback. To provide accurate feedback to all departments regarding won and lost business from the Events Hub. Work closely with the hotel sales team and Marriott/Starwood global sales teams to action enquiries and maximise conversions. Make recommendations related to the Group Demand Calendar which will enable your team to convert and close leads for the hotel. Copies to be sent to Complex Director of Sales, and the Revenue & Executive Assistant Manager. Self-Management Stay focussed on the departmental strategy reviewing business on the books, directing the team to concentrate on which pieces of business that the hotel needs to win, looking for new initiatives that will enable the team to secure group and events business for the hotel. Be objective when dealing with cross-functional decisions ensuring that any actions taken are in the best interests for the business. Effectively manage your time ensuring the completion of all pre-set tasks daily are carried out by you and your team. To participate in all departmental and Starwood training courses as and when required. Participate in annual Starvoice survey and take ownership for the action plans as directed by the Complex Director of Sales. Must at all times, demonstrate positive body language while communicating and interacting with external & internal customers. Proactively give feedback to the sales & operations teams regading any hurdles and obstacles that may prevent you and your team from winning business. Take part in special projects as directed by the Complex Director Sales, as and when necessary. To strictly adhere to the ‘Team Norms’ at all times. Pricing Actively source competitor’s information and share the same with the team on a regular basis. To obtain a complete knowledge of competitor products that can be useful while dealing with customers to understand the hotels positioning in the market place. All this knowledge should be shared with the operations, sales & events teams. Ensure pricing guidelines are adhered. In your capacity, you must ensure that all events are profitable for the hotel and revenue is maximized at every given opportunity. For larger events – post event financial evaluations need to be completed to review just how profitable they have been and any key learning's shared with the entire team which may be applied to repeat and/or new business. Responsible for maximizing all hotel revenue and profitability by converting group leads from various sources e.g. GSO’s (ISAC), Client direct, Event, Team HOT/MarHot, third parties and other vendors. Meet with food and beverage team to review that hotels catering offering for onsite catering and external catering events. Make sure that competitions checks are being carried out twice a year, so that the hotel is in line with the market and the teams are informed accordingly. Customer relationships Ensure that you always present a pleasant, positive and professional image to all customers. Engage with the hotels top producing clients on a regular basis, to make sure the hotel is front of mind for their events, that the clients have multiple contacts at the hotel that they are happy with deal with and overall that our key clients and that they feel valued. Take the lead with any VVIP events. Ensure that all site inspections are conducted in a professional manner adhering to the core standards of the department and the company. It is your role to take all your clients on a journey (story telling) and creating wow memorable experiences to win the business. Work on a buddy system with the events & sales team to overcome challenges and increase guest satisfaction by maintaining effective communication externally & internally. Insure that all proposals have been cc’d in to the relevant sales colleague for them to follow up. Ensure that all client correspondents and calls have been recorded in opera, thus enabling the team to offer a proficient seamless service: - All enquiries area handled within the correct time frame and that you and the events team ensure that all proposals are sent out using the Opera templates and all activities are actioned and recorded correctly. Internal customers and stakeholders are communicated to in a timely manner, BEO’s are issued with the correct information, to the highest standards and all departments have a clear understanding of the client’s needs to guarantee the success of their events. Pre-Con; a meeting should take place a few days before the actual event, on site at the hotel with all key stakeholders. Post-Con (de-brief) should be conducted while the clients are still at the hotel or a date agreed, which is clearly mentioned on the BEO for all senior stakeholders to attend and hear customer feedback first hand. For smaller events, ensure that all exit interviews are conducted with all clients to ascertain satisfaction levels, also with a view to securing repeat business and/or identifying potential future locations within the Marriott/Marriott/Starwood through Team Hot mechanism. The client should also be advised at this time that the Customer Experience Index (post event survey) will be emailed to them to complete in order to achieve team goals. Problem solving – support the team with any challenges and or issues that the cleints may incur when on site. Take ownership for resolving Ensure that client confidently is maintained always. case studies – to actively peruse and gain a minimum of relevant case studies per year via your team. FLeadership Skills Demonstrates good integrity and leads by example always. Is seen to be readily available to support and nurture the team to achieve their goals and that of the department. Shows the ability to drive and lead a highly performing team at all times and will be solutions focused, whist driving the departmental strategy. Fosters collaboration within the team, whilst developing all colleagues to be the best they can be. By leading by example will ensure that all systems & database are kept up to date in accordance with the company standards. To conduct bi-weekly 1-2-1’s with direct reports, giving clear instructions, praise and if needed constructive feedback. All weekly reports should be documents and shared with the respective colleagues to keep all parties on track. Recruit, to take the lead in filling any vacant positions within the Events Hub, ensuing all paperwork is completed as per the company standard. Working closely with the marketing team to generate stories along with business cases to keep the hotel front of mind always. You must support the PR team by creating opportunities & new worthy information for the PR team to go present to market. In turn it will be the PR team’s objective to make position Le Meridien Dubai as one of the key MICE industry voices within the UAE. Provide the relevant support to the hotels preferred partners, which will enable them to reach their financial

Requirements

Education & Experience Bachelor degree required, additional education in sales & marketing fields preferred. Previous experience in a similar role at another 5* hotel preferred along with a second language. Valid UAE Driving License.

Department

Sales & Marketing

Location

LE MERIDIEN DUBAI HOTEL AND CONFERENCE CENTRE

Company Description

Marriott International is the world’s leading global hospitality company, with more brands, more hotels and more opportunities for associates to grow and succeed. With 5,700 properties, you’ll find us in your neighborhood and in more than 110 countries across the globe. Learn about our 30 hotel brands at www.marriott.com/marriott-brands.mi. Find Your World

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Back to search

At a glance

Location

Dubai,Utd.Arab Emir.

Employment Fraction

Full Time

Reference Code

20426100