As the Director of Sales, I am responsible for the Profit and Loss (P&L) of all commercial functions within the hotel. Serving as a member of the hotel Executive Committee, I play a crucial role in budget writing and the strategic delivery of sales targets. I lead a direct team of 7 sales professionals and oversee an additional 6 indirect reports, ensuring cohesive and effective management across all sales activities. My role involves driving revenue growth, optimizing sales strategies, and maintaining strong relationships with key stakeholders to achieve the hotel's financial and operational goals.

**Pullman on the Park** is a 5-star hotel in Melbourne Olympic Park precinct, reopened in 2022 after a $40m redevelopment. It features 419 rooms & suites and 12 event spaces, including a Grand Ballroom for up to 1000 guests.**My Responsibilities:**1. **Strategic Planning & Growth:** - Develop and implement strategic plans across various sales markets, including conferencing, events, tour groups, corporate transient, and sports and entertainment.2. **Relationship Management:** - Manage relationships and activations with top accounts, travel agents, professional conference organizers, and partners.3. **Partnership Enhancement:** - Strengthen partnerships within Melbourne Olympic Park precinct, including Melbourne Cricket Ground and Centrepiece, through coordinated famils and opportunity generation.4. **Marketing & Events:** - Plan and execute the yearly activities calendar, including trade shows, networking events, famils, and promotional offers. - Represent the hotel at key trade shows, both interstate and overseas.5. **Sales Development:** - Develop the hotel sales plan, set yearly targets, create key account plans, and manage the sales team. - Oversee budget allocation and expenditure.6. **Team Leadership:** - Lead and mentor a team of 4 proactive sales associates in business development and account management. - Conduct regular reviews and support personal development.7. **Reporting:** - Compile and present sales data and market trends to the General Manager and Executive Committee on a weekly/monthly basis.8. **Initiative Support:** - Create and support hotel initiatives, including sustainability efforts, pet-friendly suites with Gummi partnership, and the launch of SALT Movement & Recovery and iomi Spa.

**Novotel South Wharf** is a 350-room hotel connected to the Melbourne Convention & Exhibition Centre, while **ibis Glen Waverley** is a 200-room hotel with 6 function spaces in Melbourne’s eastern suburbs.**My Responsibilities:**1. **Account Management:** - Manage acquisition, development, and retention of accounts across all market segments within a designated industry portfolio for both hotels.2. **Stakeholder Relations:** - Maintain relationships with key stakeholders in the business precinct to gain market share in convention group business.3. **Revenue Optimization:** - Work closely with the Associate Director of Sales to maximize revenue opportunities through proactive and reactive sales tactics.4. **Meetings & Events Management:** - Oversee the Meetings & Events department for ibis Glen Waverley, including finance, reporting, and forecasting.5. **Strategic Planning:** - Develop and implement strategic sales plans to drive business growth and achieve revenue targets.6. **Team Leadership:** - Lead and mentor the sales team, providing guidance and support to achieve individual and team goals.7. **Market Analysis:** - Analyze market trends and competitor activities to identify opportunities and develop effective sales strategies.8. **Client Engagement:** - Engage with clients to understand their needs, present tailored solutions, and negotiate contracts.9. **Sales Reporting:** - Prepare and present regular sales reports, forecasts, and performance metrics to senior management.10. **Event Coordination:** - Coordinate and manage events, ensuring smooth execution and client satisfaction.11. **Budget Management:** - Manage the sales budget, ensuring effective allocation of resources and monitoring expenditures.12. **Brand Promotion:** - Promote the hotel's brand and services through networking, trade shows, and promotional activities.

**The Ascott Limited** is the lodging division of CapitaLand and includes brands such as Citadines and Somerset.**My Responsibilities:**1. **National Sales Team Contribution:** - Form part of the national sales team, managing contracted business performance for the 5 Australian hotels.2. **Account Management & Business Development:** - Action account management and business development activities across various industries and market segments, with a focus on groups, long-stay/relocation, and corporate transient business.3. **Lead Generation:** - Generate leads through proactive sales activities, including calls, trips, and trade show attendance.4. **Sales & Marketing Strategy:** - Manage the overall sales and marketing strategy for the "champion hotel," Somerset on the Pier, including groups, local partnerships, and distribution channel management.5. **Strategic Planning:** - Develop and implement strategic sales plans to drive business growth and achieve revenue targets.6. **Market Analysis:** - Analyze market trends and competitor activities to identify opportunities and develop effective sales strategies.7. **Client Engagement:** - Engage with clients to understand their needs, present tailored solutions, and negotiate contracts.8. **Sales Reporting:** - Prepare and present regular sales reports, forecasts, and performance metrics to senior management.9. **Budget Management:** - Manage the sales budget, ensuring effective allocation of resources and monitoring expenditures.10. **Brand Promotion:** - Promote the hotel's brand and services through networking, trade shows, and promotional activities.

**The Langham Melbourne** is a leading 5-star hotel in Melbourne CBD, offering 400 rooms, 10 function spaces, a spa, and a gift shop.**My Responsibilities:****Business Development:**1. **New Business Development:** - Develop new business for group accommodation, residential catering, and corporate SME segments. - Attend trade shows and networking events to promote the hotel and generate new leads.2. **Client Activations:** - Engage with clients to understand their needs, present tailored solutions, and negotiate contracts. - Work closely with travel managers and conference organizers to gain market preference.**Account Management:**3. **Account Management:** - Manage existing corporate SME clients, including conducting quarterly reviews and delivering gifts.**Strategic & Analytical Responsibilities:**4. **Strategic Planning:** - Develop and implement strategic sales plans to drive business growth and achieve revenue targets.5. **Market Analysis:** - Analyze market trends and competitor activities to identify opportunities and develop effective sales strategies.**Reporting & Budget Management:**6. **Sales Reporting:** - Prepare and present regular sales reports, forecasts, and performance metrics to senior management.7. **Budget Management:** - Manage the sales budget, ensuring effective allocation of resources and monitoring expenditures.**Brand Promotion:**8. **Brand Promotion:** - Promote the hotel's brand and services through networking, trade shows, and promotional activities.

**Novotel St Kilda** is the largest beachside hotel in Melbourne, offering 280 accommodation rooms & suites and 10 event spaces.**My Responsibilities:****Business Development:**1. **New Business Acquisition:** - Acquire new business for corporate transient, group accommodation, and conferencing & events segments. - Attend trade shows, exhibitions, and networking events to showcase the hotel and generate new leads.2. **Sales Presentations & Pitches:** - Prepare sales pitches and presentations, attend site inspections, and provide quotes and contracts to potential clients.**Event Management:**3. **Event Coordination:** - Manage and coordinate events to ensure successful execution and client satisfaction.**Account Management:**4. **Account Management:** - Manage existing corporate transient and group accommodation accounts, ensuring high levels of client satisfaction.**Strategic & Analytical Responsibilities:**5. **Budget & Forecast Development:** - Develop the corporate contracted and group accommodation annual budget and forecast.6. **Market Analysis:** - Analyze market trends and competitor activities to identify opportunities and develop effective sales strategies.**Reporting & Brand Promotion:**7. **Sales Reporting:** - Prepare and present regular sales reports, forecasts, and performance metrics to senior management.8. **Brand Promotion:** - Promote the hotel's brand and services through networking, trade shows, and promotional activities.