The Head of Sales Performance & Systems leads the Sales Performance Team, responsible for managing all sales systems deployed across properties and global sales offices. This role ensures the foundational infrastructure, data integrity, systems governance and performance tracking. A key focus will be the central governance and ongoing clean-up of account profiles across the organization to ensure consistency, accuracy and sales teams are equipped with reliable data and actionable insights to drive accountability and sales effectiveness.

Duties and Responsibilities:

• Supports the Sales organization in its efforts to track performance and make strategic decisions through the production of routine and ad hoc reporting, as well as basic data analysis. Additionally, provides data expertise to other groups within and outside Sales as required in the course of business
• Responsible for driving our sales effectiveness, sales capability and sales process efforts enabling the sales senior management to make their long-term revenue targets across all sales segments.
• Develop Regional Sales Excellence priorities and the delivery aligned with each region’s objectives.
• Analyse, develop, and bring business and sales insights to the Sales Senior management.
• Be the regional contact for global sales effectiveness, for defining the sales target operating model as well as the sales strategy to drive more effective sales activities.
• Establish the right sales model for managing account segmentation framework.
• Review sales processes across the region to ensure a consistent methodology, process discipline and structuring designed to address strategic customer drivers to increase our win ratio.
• Working with global, responsible for creating user friendly and easily accessible sales tools and learning and development support for every level of the sales population.
• Produce and audit account production reports to support performance/bonus/incentive process

Sales Performance

• To lead the Sales Performance team, reviewing existing sales systems - Opera Cloud Central Sales (OCC), Delphi by Amadeus Sales & Catering (S&C) system, Lanyon Corporate RFP system as well as all other sales-related systems deployed by the organization.
• To manage supporting sales related functions in Opera OCC and PMS, as well as Delphi S&C systems in the primary area of accounts and contacts profiles management.
• Ensure that the user manuals and SOPs for the respective sales systems are developed and updated to be current and include best practices and guidelines for effective use and management of the various sales systems across properties and global sales offices.
• To centralize account profile creation to minimize issues of duplicate profiles being created across all properties and global sales offices. Opera and Delphi central account profiles control – creation, amendment, audits, clean-up of existing data in the system

Contributing to Teams

• Demonstrate ability to work as part of a team. Navigate the MHR organization to achieve collaboration by leveraging relationships and knowledge.
• Identify and cultivate relationships with key colleagues and stakeholders in other parts of the organization.
• Work effectively as part of a virtual team-based environment.
• Place high priority in training and development, has a flair for writing and takes interest in acquiring and sharing knowledge garnered with team members within the department, outside the department and with sales team colleagues across the properties.
• Have a keen interest to continuously learn and expand knowledge base to constantly stay updated in areas of responsibilities and to be able to contribute positively to the department and organization.
• To train sales support team members at properties and global sales offices on the maintenance of company-developed data entry standards for accounts and contacts profiles.

Additional Responsibilities/Competencies

• Express oneself clearly, concisely and effectively through written and verbal communications.
• Approach opportunities with a positive, open-mind and displays creativity and innovation.
• Provide customer-facing reports
• Utilize effective time management skills in order to prioritize multiple projects’ deadlines.
• Maintain confidentiality of proprietary materials and information.
• To liaise and work with vendors to ensure that sales systems are functioning and being used at optimum level.
• Perform special projects and other duties, as assigned.

Experience and Skills:

• 2 years experience in the Sales/Marketing, Guest Services, Front Desk or related professional area OR
• 2 year degree from an accredited university in Business Administration, Marketing, Hotel Management required.

Leadership

• Adaptability - Maintains performance level under pressure or when experiencing changes or challenges in the workplace.
• Communication - Conveys information and ideas to others in a convincing and engaging manner through a variety of methods.
• Problem Solving & Decision Making - Identifies and understands issues, problems, and opportunities; obtains and compares information from different sources to draw conclusions, develops/evaluates alternatives/solutions, solves problems and chooses a course of action.
• Professional Demeanor - Exhibits behavioral styles that convey confidence, command respect from others; makes a good first impression & represents MHR in alignment with its values.

Managing Execution

• Building and Contributing to Teams - Participates as a member of a team to move toward the completion of common goals while fostering cohesion and collaboration among team members.
• Driving for Results - Sets high standards of performance for self and/or others; assumes responsibility for work objectives; initiates, focuses, and monitors the efforts of self and/or others toward the accomplishment goals; proactively takes action and goes beyond what is required.
• Planning and Organizing - Gathers information and resources required to set a plan of action for self and/or others; prioritizes and arranges work requirements to accomplish goals and ensure work is completed.

Building Relationships

• Coworker Relationships - Interacts with others in a way that builds openness, trust, and confidence in the pursuit of organizational goals and lasting relationships.
• Customer Relationships - Develops and sustains relationships based on an understanding of customer/stakeholder needs
• Global Mindset - Supports associates and business partners with diverse styles, abilities, motivations, and/or cultural perspectives; utilizes differences to drive innovation, engagement and enhance business results; and ensures associates are given the opportunity to contribute to their full potential.

Learning and Applying Personal Expertise

• Business Acumen - Understands and utilizes business information to manage everyday operations and generate innovative solutions to approach business and administrative challenges.
• Technical Acumen - Understands and utilizes professional skills and knowledge in a specific functional area to conduct and manage everyday business operations and generate innovative solutions to approach function-specific work challenges.
• To be well-versed in the sales systems, so as to manage, guide, train and audit properties and global sales offices on the deployment and usage of the sales systems.