Position: Director of Sales – Vietnam
Reporting to: Regional Director of Sales & Marketing – Malaysia & Vietnam
Relationships: All Director of Sales & Marketing and GM’s of Vietnam
Supervises: Sales team & Sales support team of Accor National Sales Office Vietnam
Location: Ho Chi Minh
Job Summary: Responsible for Planning, organising, leading and managing the Accor sales office in
Vietnam in the attainment of Accor Key Account, Intra Asia Key Account, National
Key Accounts agreed room nights budgeted and budgetary goals in conjunction with
the Accor Asia/ Pacific Sales Offices and Accor International Sales Offices.
Planning and Organising :
Contributes to the strategy and planning activities of the sales functions
; The Director of Sales (DOS) is the principal sales and administrative executive in the assigned region and is
responsible for the overall operation and staff in the Accor National Sales office (NSO) in Vietnam. ; DOS should be in close relation with Accor Asia head office in Bangkok for all administrative issues to
ensure all Accor policies are duly implemented and strictly followed. Those policies should be in respect
and in regards of the Vietnamese regulations and laws.
; DOS is responsible for motivating and supporting the sales and administrative staff to attain and exceed
assigned National, Intra-Asia, and Accor Global Key Accounts productivity.
; DOS is responsible to identify and fix yearly amount of accounts to be serviced by each sales persons of
NSO including him/herself. This amount of accounts serviced is variable by market segment and by year
and should be reviewed at the beginning of each year with Regional Director of Sales & Marketing –
Malaysia & Vietnam (RDOSM).
; Continually research and analyze opportunities for new business.
; Develop a sales action plan to the offices and review and report on them to the RDOSM quarterly. ; Ensure that all Accor corporate reports are submitted on a timely basis with market share information,
monthly budget reconciliation, YTD sales results to goals.
; Leads in the preparation of they yearly Marketing Plan.
; Monitors and supervise the gathering of marketing statistics, current market trends and implement strategies
according to statistical analysis.
; Monitors and controls the database of NSO ensuring, its regular update & maintenance. ; Chairs weekly meeting, disseminates important issues and information to the staff. ; Ensure permanent and efficient liaison and support to all hotels in the covered region. ; Marketing liaison is crucial with Accor Asia head office and RDOSM for regional, hotels promotions or any
printing collateral of any other printing using brand company names.
Account Management :
Develops and maintains Accor processes to ensure customer accounts objectives are defined and appropriate sales activities implemented
; Develop the annual team key account productivity goals and financial budget. Ensure that both objectives
are successfully met by the end of the year.
; DOS will be responsible for supervising and soliciting business from the key leisure and corporate accounts
; DOS and sales staff will develop increased sales and develop leads for all appropriate Accor hotels in region
covered and will assist for any out-bound request.
; Follow up on direct leads within 24 hours and lend any assistance to the hotel sales teams where required. ; DOS is directly responsible for an identified list of key accounts that are of significant value to Accor. ; Implement Accor corporate programs effectively and positively i.e.: Asia Sales Application and ASA2. ; Analyze statistics and implement strategies to achieve set goals and objectives.
; Review and conclude all sales results compared to budget and the previous year and submit to Regional
Director of Sales & Marketing – Malaysia & Vietnam.
; Maintain key accounts and develop new business opportunities for the hotel through active supervision and
sales coverage with designated sales personnel.
Manages and develops the team:
Selects, trains, coaches and develops people to enhance performance and to meet the current and future needs of the department
; Supervise the sales team in the solicitation of corporate, leisure, group and MICE accounts where it is
; Act as a problem solver on all sales team related issues, seek solutions and resolvement by going to the
cause of the issue and dealing with it.
; Conduct regular office sales meetings to review team results, sales reports, sales people’s activity and take
corrective action when required.
; Ensure that the sales teams are up to date on the selling strategy of the need hotels. ; Appraisal of all staff, ensuring level of manpower resources and competence of staff are sufficient to achieve
set goals and objectives.
; Set the individual sales targets collectively with the Key Account Director, and ensure that the monthly
report is prepared and reported, with references to the target set.
; Ensure that all necessary tools and equipment are provided to staff in order to function efficiently. ; Develop a recruitment process for future candidate in NSO.
; Research proper training companies to provide courses to NSO team members on yearly basis.
Acknowledged by Approved by
Marielle Genet Charlotte Gutte
Director of Sales – Vietnam RDOSM – Malaysia & Vietnam