Ensure planning of strategy, budget and projects for sales, marketing, revenue management and business development on the Group level and for each asset individually;
Manage Sales and Marketing team in PMD Hospitality HQ and Hotels.
Be the group voice of PMDH assets when negotiating with all large local and overseas customers, travel ecosystem players (both local and foreign tour operators, travel agents, convention bureaus, airline companies), make personal calls to strategic accounts and trace potential customers for key or all hotels;
Recommend and coordinate pricing and positioning for hotels deploying best practices of revenue management. On-going assessment of all assets’ revenue/GOP trends to further understand demand and adjust strategies. Supply critical analysis on the Group wide and asset based decisions effecting pricing, occupancy, revenue goals and sales strategies;
Understand and optimize the supply and demand dynamic of each individual hotel marketplace in order to set and monitor seasonal strategies to drive market share;
Oversee development and improve feasibility of core hospitality products and additional services by the assets’ teams for current and prospective clients from local and foreign markets. Explore untapped guest segments potential and always search for new local and foreign markets to ensure diversity and sustainability of demand for all the Group products;
Own the process of commercial analysis of assets’ performance, contribute to P&L analysis of assets with the Group Management Board, and generate strategic opinion about new asset acquisition/renovation and divestment. Overall monthly control of budgets for miscellaneous sales activities, promotions and marketing campaigns;
Ensure detailed analysis of benchmarks between PMDH assets and close follow up on developments of the competitor hotels (occupancy, structural alterations, renovation, special campaigns, rate promotions, marketing efforts, theme events etc.)
Exploit all feasible digital marketing opportunities and position Group assets at the forefront of web business techniques to increase bookings and reach wider brand/product awareness both locally and overseas (considering strategically targeted markets);
Lead development of loyalty program across all assets of the Group. Contribute to set-up and follow-up of efficient/unified/normalized guests’ personal data and service preferences sharing via PMS and additional platforms across all assets to monitor repeating customers from Group point of view, to assure guest satisfaction/loyalty about personal recognition and accurate records of service preferences, to eliminate revenue cannibalization between assets and preserve integrity in pricing of all hotels for similar market segments;
Requirements:
Education:
MBA or Master in Hotel Management, Sales & Marketing or equivalent advantageous;
Work experience:
Minimum 10 years’ managerial experience in hospitality (especially in hotels based in Turkey) S&M function along with hotel revenue management and property development.
Hands-on experience in promoting wellness destinations, hotels and products is highly appreciated.
Have a mindset generating various sales and marketing options for promoting diverse hospitality destinations/properties (city hotels, resort hotels, wellness/SPA/medical hotels, waterfront entertainment parks and restaurants) and hospitality services (lodging, transportation, entertainment, buffet and fine dining F&B, traditional and premium healthcare treatment/therapies, standalone brewery restaurant and etc.)
Working experience in a Group (portfolio) level Sales/Marketing offices or similar capacity is preferred.
Experience in negotiations with international travel ecosystem players (Tour operators, Airline representative offices, various associations etc.) in Europe, CIS countries and Middle East.
Experience of drafting and auditing new hotel or other hospitality asset development/renovation/divestment feasibility studies, drafting market research requirements, reviewing hotel facility programs (mostly FoH), negotiating franchise agreement terms with international hotel and restaurant brands.
Strong working experience with deep understanding of potential business, leisure and wellness travel needs from CIS and Middle East markets
Awareness and hands-on experience in deploying digital technologies for marketing hotels, promoting destinations/products, branded booking engines and distribution channels management.
Experience in collaborating with Hotel Ops/GM, DoSM and DoRM
Demonstrated ability to understand a variety of Sales/Marketing issues, to analyze and forecast future trends, and to develop strategic plans based on business needs
Strong interpersonal and communications skills
Software literacy:
MS Office;
Oracle PMS (Fidelio, Opera, Micros, TNG) modules for sales and marketing
ERP
Digital sales and marketing automation software for booking optimisation, brand awareness, guest reviews, guest engagement etc.
Languages:
Fluent spoken and written English and Azerbaijani. Additional knowledge of Russian and/or Turkish would be an advantage.
