Title: Sales Director Working Location: Tokyo, Japan
As the Sales Director, you will be responsible for
1. Develop Indirect and Meeting & Event Sales in line with upscale and segmentation strategies
Participate in the Country’s Budget and Marketing & Sales plan and build the Indirect FIT and MICE channel budget & Sales plan
Put into place a segmentation strategy in line with the strategy, identify the existing and potential agencies (Revenue, location and potential growth)
Build and put into place a specific commercial action plan with selected agencies (e.g. Product training, incentives, special offers, educational tours, co-marketing action etc)
Monitor closely sales performances, and adjust the action plan accordingly
Ensure the Company’s strategy in understanding by the agencies and that the client database is updated regularly and correctly
Present the Club Med brand and carry out relevant interviews in specific trade events
2. Ensure revenue is cashed-in and the commercial contribution target is achieved
Track and follow-up the cashed-in revenue in collaboration with Finance
Monitor the budget and trade marketing costs in collaboration with the Marketing
3. Manage commercial and contractual relations with clients
Manage all commercial and contractual relations with the Indirect and MICE partners (negotiate contracts directly with the networks and supervise all contract signing)
Define, in accordance with the strategy of the BU and the Country appropriate levels of commission
Build sustainable and successful relations with the agencies in order to achieve a fast reliable growth
4. In a multichannel strategy work in partnership with all other departments managers
Build a common action plan with the Call Centre (VIP line, incentives with agencies presentation, training…) and Marketing (trade marketing)
Help develop the B2B Sales skills of the call centre through various training programs Collect and share information with all the management team of the market, the competition, industry information and other insights
Participate in the sales meeting, prepare sales analyses for the Indirect and MICE channel and recommend future actions and possible adjustments www.clubmedjobs.com
5. Manage sales team and develop their competencies in line with ESAP processes Structure and put into place a training program for new and existing staff (subject Sales techniques(B2B), internet sales, transport, customer relations, brand image, product knowledge, tools etc..)
Lead annual assessments
Develop team skills by identifying training needs, coaching and training team members How you will contribute
Be responsible for Indirect FIT and MICE cashed-in BV & sales contribution Be co-responsible in building and attention the country’s budget (BV & sales contribution)
Be co-responsible for the brand image & positioning of Club Med within the upscale strategy
Co-leader of “Country Marketing & Sales plan” process Who you are? Education: Bachelor’s degree / higher education qualification / equivalent in business / hospitality / sales or related field
Experience: The Countries tourism industry, an existing portfolio, management experience
Knowledge: BtoB and/or BtoC sales conditions – FIT and MICE, local commission rate and system, financial and accounting analysis
Languages: Native Japanese and business English
Skills: Team management (evaluation, coaching, development), act in line with company strategy, able to empower others (decision making, leadership), anticipating, client oriented, argumentative skills
Technical Skill: Excel, Power point
Behavior: Entrepreneurial spirit, persistent & demanding, open-minded, team player, target oriented