Director of Groups & Events - Egyptians Only

Application Deadline: 31 December 2024

Department: Sales & Marketing

Location: Egypt - Cairo

Compensation: ج.م0 / month

Description

SCOPE:
Leading and organising an effective Group & Event Sales Team including recruitment, training, development and supervision in compliance with the Kempinski Standards.

Monitoring, supervising and constantly improving the Service Quality of the Department/Hotel
Consolidation and advancement of the hotel's market position in the Event & Group domain
Revenue maximization in Event & Group field to reach or surpass the predetermined budget
Comprehensive over-departmental communication to ensure highest possible guest satisfaction

OVERALL OBJECTIVES:

The job of Director of Groups & Events is executed satisfactorily when:

• The Hotel achieves its Financial Objectives.


• The Group and Events Sales team that the person is responsible for achieves their Revenue Objectives.


• The person achieves their Personal Objectives.


• The TTTT is carried out to the satisfaction of both the Director of Sales & Marketing and the Director of Groups and Events.

At Kempinski, Talent Development is a management responsibility and consequently an integral and important part of our Managers' daily activities. The Director of Groups & Events fulfils their role as a Talent Development Ambassador when:

• They actively support and implement Talent Development initiatives as a part of their daily activities.


• They identify Training talents in their department and throughout the hotel as per below definition* and actively support their career development.


• They support and initiate transfer, cross exposure and task force assignments for their team.


• They personally conduct TTTTs with their team on a regular basis and take personal interest for their talents' development plans.


• They recruit and select potential talent according to current and future department, hotel and Kempinski's needs including conducting interviews for positions in their department.

*A Hotel Talent is an employee, who has the ability to do the current job in their hotel and can be promoted to the next level. Mobility is what makes this person a Kempinski Talent.


MAIN RESPONSIBILITIES

• Responsible for revenue generation from received leads in the Event & Group field.
  
  

• Develop an Event & Group forecast in coordination with the Director of Revenue Management/ Revenue Manager.
  
  

• Responsible for Development (or improvement) & active conversion of an effective Event & Group Sales Strategy.
  
  

• Recognize need periods and actively find possible solutions in coordination with the Director of Sales & Marketing, the Director of Sales and the Field Sales Team.
  
  

• Reach (and possibly surpass) the monthly and yearly revenue goals.
  
  

• Set and regularly review goals for the Groups & Events Sales team and its individual team members.
  
  
  
  

• Leadership, training, development, encouragement and support of the Groups & Events Sales Team.
  
  

• Responsible for the training and incorporating of new team members (and trainees).
  
  

• Performance Control for the subordinate team members.
  
  

• Analysis and utilization of the Mystery Shopper program.
  
  

• Supervise regular Competition Checks.
  
  

• Encourage cross-selling to other hotels within the Kempinski Group (and GHA).
  
  

• Implemention of regular departmental meetings to ensure inter departmental communication.
  
  

• Secure a proper communication of all Event & Group details to the Event Managers and Groups & Events Coordinators.
  
  

• Monitor the Opera S&C System and ensure the system is set up properly to guarantee internal efficiency, customer satisfaction, hence maximizing revenue performances.
  
  

• Review F&B menus, meeting services, etc. and the according pricing structure for the Event area in conjunction with the F&B Manager & the Executive Chef.
  
  

• Direct receipt, qualification and coordination of event & group requests (incl. leads, RFPs, etc.) defined by the Director of Sales & Marketing. Handle requests according to the relevant standards within a maximum of 8 (business) hours of its receipt.
  
  

• Apply sales techniques to ensure the business, realize and take up sales possibilities. Ensure the ideal and most effective utilization of the function rooms.
  
  

• Carry out site inspections with potential MICE clients in coordination with the Field Sales department.
  
  

• Realize upsell possibilities to meet and surpass Group & Event budget goals.
  
  

• Thoroughly input, supervise and maintain the requests in the Opera S&C System according to the data input standards.
  
  

• Creation of activities to ensure ongoing maintenance of bookings.
  
  

• Generate proper proposals and contracts.
  
  

• Follow up on sent out proposals within 24 hours (1 working day) to ensure the client has received the information and to clarify possible questions and issues.
  
  

• Handle the enquiries until conversion to definite bookings including negotiation, contracting, and site inspection before handing over to the Event Manager (or to the Group & Event Coordinator).
  
  

• Ensure a proper handover of the converted business to the Event Manager / Group & Event Coordinator with all relevant information forwarded.
  
  

• Introduction of the Groups & Events Manager / Groups & Events Coordinator to the client.
  
  

• Carry out Exit Interviews with the customer after their event – asking for future business.
  
  

• Review monthly results and forecasts to recommend and execute activities required to ensure the hotel increases the market share and maximizes its revenue.
  
  

• Proper maintenance of LOS/CAN and UNC business.
  
  

• Further administrative tasks and other possible assigned duties.
  
  

• Performs any other duties as assigned to him/her by management.
  
  

Additional responsibilities and tasks can be added at any time according to the needs of the business and of the hotel.



Key Responsibilities

MAIN RESPONSIBILITIES

• Responsible for revenue generation from received leads in the Event & Group field.


• Develop an Event & Group forecast in coordination with the Director of Revenue Management/ Revenue Manager.


• Responsible for Development (or improvement) & active conversion of an effective Event & Group Sales Strategy.


• Recognize need periods and actively find possible solutions in coordination with the Director of Sales & Marketing, the Director of Sales and the Field Sales Team.


• Reach (and possibly surpass) the monthly and yearly revenue goals.


• Set and regularly review goals for the Groups & Events Sales team and its individual team members.


• Leadership, training, development, encouragement and support of the Groups & Events Sales Team.


• Responsible for the training and incorporating of new team members (and trainees).


• Performance Control for the subordinate team members.


• Analysis and utilization of the Mystery Shopper program.


• Supervise regular Competition Checks.


• Encourage cross-selling to other hotels within the Kempinski Group (and GHA).


• Implemention of regular departmental meetings to ensure inter departmental communication.


• Secure a proper communication of all Event & Group details to the Event Managers and Groups & Events Coordinators.


• Monitor the Opera S&C System and ensure the system is set up properly to guarantee internal efficiency, customer satisfaction, hence maximizing revenue performances.


• Review F&B menus, meeting services, etc. and the according pricing structure for the Event area in conjunction with the F&B Manager & the Executive Chef.


• Direct receipt, qualification and coordination of event & group requests (incl. leads, RFPs, etc.) defined by the Director of Sales & Marketing. Handle requests according to the relevant standards within a maximum of 8 (business) hours of its receipt.


• Apply sales techniques to ensure the business, realize and take up sales possibilities. Ensure the ideal and most effective utilization of the function rooms.


• Carry out site inspections with potential MICE clients in coordination with the Field Sales department.


• Realize upsell possibilities to meet and surpass Group & Event budget goals.


• Thoroughly input, supervise and maintain the requests in the Opera S&C System according to the data input standards.


• Creation of activities to ensure ongoing maintenance of bookings.


• Generate proper proposals and contracts.


• Follow up on sent out proposals within 24 hours (1 working day) to ensure the client has received the information and to clarify possible questions and issues.


• Handle the enquiries until conversion to definite bookings including negotiation, contracting, and site inspection before handing over to the Event Manager (or to the Group & Event Coordinator).


• Ensure a proper handover of the converted business to the Event Manager / Group & Event Coordinator with all relevant information forwarded.


• Introduction of the Groups & Events Manager / Groups & Events Coordinator to the client.


• Carry out Exit Interviews with the customer after their event – asking for future business.


• Review monthly results and forecasts to recommend and execute activities required to ensure the hotel increases the market share and maximizes its revenue.


• Proper maintenance of LOS/CAN and UNC business.


• Further administrative tasks and other possible assigned duties.


• Performs any other duties as assigned to him/her by management.

Additional responsibilities and tasks can be added at any time according to the needs of the business and of the hotel.



Skills, Knowledge and Expertise

NATIONALITY: Eligible for a working permit in country of hire.
EDUCATION: - College Degree in Hospitality required.
- University education.
EXPERIENCE: A minimum of five (5) years experience in the hotel industry and in the Groups & Events Sales area.
LANGUAGE: Ability to work and communicate in a multinational environment:

• Local language – excellent oral and written skills (as applicable)


• English – excellent oral and written skills


• Additional language – beneficial

COMPETENCIES: To fill this position the candidate must have:

• Strong leadership and analytical skills


• Ability to quickly adapt to a constantly changing market with a revenue positive effect


• Be proactive in achieving Groups & Events revenue goals


• Relevant experience in Groups & Events management


• Hotel Operations experience a plus


• Analytical approach to problem solving and demonstrated ability to "think outside of the box"

TECHNICAL COMPETENCIES: Computer literacy:

• Strong computer skills, including Microsoft Office, (Excel/PowerPoint/Word)


• Micros Fidelio Opera and Sales & Catering

INDIVIDUAL CHARACTERISTICS: To fill this position the candidate must identify with the Kempinski core values, in addition they should be especially:

• People Oriented


• Passionate for European luxury


• Entrepreneurial


• Straightforward


• Ability to analyse financial statements and market data


• Detail orientated and hands on


• Team player with strong interpersonal skills


• Requires excellent communication skills, both verbal and written


• Effective ability to supervise, motivate and develop their team


• Ability to develop and deliver effective presentations


• Demonstrate self-confidence, energy and enthusiasm

OTHER SKILLS: Depending on region and property.