Head of Commercial

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What you'll be doing -

Reporting to the MD of Commercial, the incumbent will lead a team of local Sales and Marketing executives to define, drive and execute Sales and Marketing initiatives for the Singapore, Philippines and Vietnam businesses. He/She will be responsible to advice and support management and provide direction in different aspects of sales, marketing, revenue management, including but not limit to client management, general/digital marketing, strategic business development/negotiation, partnership management, loyalty program and CRM initiatives.

Sales Strategy Development and Execution

• Optimise existing client partnerships to drive significant revenue, analyse and track partners' performance to identify business potentials and opportunities

• Own and achieve/ exceed annual sales and marketing targets.

• Develop and execute strategic plans to achieve sales targets and expand both B2B and B2C customer base across all the services and products; such as airport lounges, hotels, restaurants, etc.

• Analyse and track clients' performance to identify business potentials and opportunities.

• Seeking out new clients and grow strong customer relationships with key clients.

• Effectively communicate PPG value proposition through proposals and presentations.

• Develop strong understanding the competitive landscape for the various products.

• Accurately forecasting future sales and market trends to adapt to shifts and direction of sales strategy in the marketplace to maximise revenue and profit.

• Provide insight on market intelligence and industry trends; conduct customers, competitors and market. Identify gaps and opportunities, sharing feedback and best practices within the organisation, with the objective of building and strengthening PPG's position in market and growing the business.

Sales Discipline

• Regular tracking and monitoring of sales revenue and the team's sales pipeline to ensure revenue is on budget.

• Disciplined approach to team management and client account management.

• Ensure team's adherence to all sales procedures and processes.

Revenue Management

• Analyse short and long-term forecasting, Analyse trends in hotel inventories & rates to include occupancy, goals, product line and strategic sales goals.

• Analyse and monitor marketing channels, key and other account production. Ensure that all major channels of distribution – Internet, GDS, CRO, Wholesale – effectively support the hotel and maintain rate parity.

• Develop property-specific strategies to ensure positive growth.

• Monitor and analyse the competition through competitive shops, internet, news reports to identify selling strategies and emerging trends.

• Explore and provide variations in the market mix, which would stimulate additional revenue without increasing costs.

• Foster a culture of Revenue Management and ensure implementation of Revenue Management basics and standards.

• Analyse and manage different segments of business achieve a balanced portfolio

Relationship Management

• Build and maintain strong, long-lasting client relationships.

• Partner with clients to understand their business needs and objectives to grow both current and new business.

• Liaise with cross functional teams to articulate clients' needs accurately to ensure clients' satisfaction and meeting of client's CSI scores.

Management of Sales & Marketing Team

• Lead and implement Sales & Marketing team KPIs, goals and objectives.

• Supervise, train and guide team members to successfully achieve revenue targets.

• Inspire and motivate team members while providing positive feedback.

• Manage remote teams while utilizing technology effectively.

• Maintain effective control of Sales & Marketing budget and expenses.

Other Responsibilities

• Serving as a business representative at major industry events, conferences, trade shows, and expositions.

• Any other duties as may be assigned by the Management from time to time.

About you:

• Degree in Marketing, Business Administration or related discipline with a minimum of 15 years' experience in Sales and Marketing management.
• Understanding of the hospitality environment with a network in airline/banking & credit card products will be a definite advantage
• Strong knowledge in local and regional markets trends and customer behaviors. Excellent analytical skills in guiding insight synthesis and identifying opportunities
• Strong listening, persuasive, negotiation and presentation skills, excellent interpersonal and communication
• Ability to lead and take decisive actions, working under pressure and prioritizing work
• Strong ability in coaching, team development, cross-team cooperation and project management
• Fluent and excellent spoken and written English and Mandarin
• Occasional traveling is required