Commercial Director Sales and marketing
Resume:
Mohamed Adam
Cluster Director of Sales and Marketing
Participate in the development and implementation of business strategies for the hotels that are aligned with the overall mission, vision values and strategies.
Accountabilities:
Develop and implement marketing and sales strategies to achieve the hotel’s goals
Monitor status regularly and adjusts strategies as appropriate
Develop the annual budget in conjunction with the Executive Team
Achieve market share and revenue goals by directing the group and transient sales and marketing areas.
Analyse sales and market statistics to determine business profitability and opportunities.
Develop sales strategies designed to maximize revenue and yield.
Participate in the hotel’s development of yield management strategies
Create and implement marketing strategies that are designed to increase awareness in the local market.
Develops and implements public relations and advertising campaigns in aligned to the hotel marketing plan and budget.
Maximizes productivity by coaching the sales team on sales techniques and qualifies prospective leads as to profitability
Designs and proposes programs that meet the clients’ nneeds
Approves function space allocation for group and catering bookings
Develop and implement annual sales goals for sales team aligned with the hotel’s overall revenue goal
Monitor call productivity and revenue goals for each team member by tracking results
Negotiates and closes contracts with key customers
Attending H&U, Corporate Expo’s and ensure the best presence.
Baron Hotels and Resorts, Egypt: Area Director of Business Development, Sales and Marketing (2017 – 2019)
Reporting: VP- Hotels
1123 rooms,17 Food and Beverage Outlets, 2300 SQ meeting space, 11 sales force and two marketing managers and coordinators, reservation team of a total of 8 members.
Achievements:
Increased revenue by 24% in one year within the first quarter VS. LY, generating two new markets (Romanian and Kazakhstani) with a total of 300 room nights surplus.
Developing corporate business with an increase of 17% in volume and 6% in the local negotiated average room rate.
Supporting the MICE business by 12% increase YOY with a strong conversion of 62%.
WORK EXPERIENCE :
The Hotel Galleria Jeddah / Elaf Jeddah Hotel – Cluster Director of Sales and Marketing
( April 2019- Present )Jeddah Clustering 518 total keys with a total of 1980 SQ meeting space, 12 Salesforce
SKILLS
Professional skills
Planning
(PRE-opening, Budgeting, Campaigning, Sales and marketing action plans…etc.)
Negotiation Skills
(Regular close sales situations, Day to day interactions. Etc.)
Analytical skills
(Budgeting process, Monthly results, P&L statements, Revenue reports, Business trends, CompSet STR report, Menu Engineering, ROIs …etc.)
Presentation skills
(BUDGET presentation, Monthly owner presentation, business plan sessions, sales presentation tools...etc.)
Leadership skills
(Daily communications, meetings, sales calls, team direction…etc.)
Creativity
(Business tactics, Social media SAVVY, Presentations, solving problems…etc.)
Computer skills:
Working knowledge of Fidelio/Opera/ DELPHI
MS Office, Internet, and E-mail, Social Media
Languages: English: Fluent, Arabic: Native
Experienced Area DOS&M with 20+ years of experience in International and Middle east hotels. Detail oriented with high dedication to service, quality, hotel profitability, and customer satisfaction. Solid experience in budgeting, forecasting, business development, profit/yield improvement, sales Negotiation, and Marketing tactics. Two pre- opening experiences with detailed hotel zero to hero tasks and ground rule preparations.
International Studies AUC
Diplomas in Strategic Marketing.
American Hotels and Motels Association diploma
Hospitality Supervision
Bachelor of Tourism & Hotel Management
EDUCATION
Jeddah, Saudi Arabia
*******@*****.***
CONTACT
Hilton Cluster, Alexandria: Cluster Director of Business development (2014 – 2017)
Reporting: GMs
513 rooms, 12 food and beverage outlets, sophisticated meeting facilities with the largest Ballroom in the city; a total of 14511 SQ of meeting space, high furnished SPA with different medical and physiotherapy facilities. The total number of team reporting was 27 team members.
Achievements:
Ahead and gaining rank among city CompSet.
Market share premium of 44. ADR growth by 16$ YOY.
Total Revenue enhancement of 32% YOY. 7% hotel Key accounts production growth YOY. Best improved booking.com hotel in Egypt in 2017.
Pre-opening activities 90% Zero to hero report are completed and full implementation of the company brand has been imposed and familiarized the whole commercials team to.
Hilton Alexandria Green Plaza: Director of corporate sales (2007 – 2014)
314 rooms, 6 food and beverage facilities, 7200 SQ meeting product.
Achievements:
Improved hotel market share to ahead and gaining rank.
Increasing hotel corporate producing accounts for 32% increase in room revenue.
Lifting the leisure business platform to a 43% increase YOY.
Building up the marketing department.
Building up the GC&E department - social and corporate events.
67% increase in C&E number of covers and 48% increase in average check.
Best hotel in mystery call cycles 2014.
Best Team achievements 2013.
GCC increase share of wallet by 36% increase in ADR.
New openings of Asian restaurant and oriental café with successful campaigns and achieved targets.
New openings of three breakout rooms with a total of 670 SQM.
Hilton Egypt- Regional city hotels: Director of Sales (2005 – 2007)
Renaissance & JW Marriott Cairo – New Cairo: Associate DOS (2002 – 2004)
Fairfield Hotel by Marriott- New Jersey: Banquet sales agent (2000 – 2001)
Sheraton Montazah Hotel: Sales Manager (1995 – 1999)
Sofitel Cecil- Accor: Account Manager (1991 – 1995)
Digital SAVVY (2014)
Certified Commercial director trainer (2013)
Strategic for analysis (2012)
Revenue Management - Trail course (2012)
Development Center- 4D program (2011)
Forecasting Management (2011)
Proactive leadership training (2010)
GC&E menu Engineering and conversions (2010)
Financial commercial operations (2007)
Customer Focusing Selling (2008)
Presentation skills (2003)
Leadership training (2002)
Plan to succeed (1997)
Effective sales planning course (1996)
COURSES & CERTIFICATES
AWARDS
Aspire Development program- Coach, Hilton Development and Learning Dept. (2017)
Honoree Doctorate, Cambridge University, Cairo
(2016)
Pre-opening commercial Champion award- Hilton
(2015)
Arab Academy for Science and Technology- Guest Appreciation, thank you Award (2013)
Egyptian Equestrian Association, thank you Award
(2012)
Best Team Leader- Hilton (2009)
Best Director of Sales Support -Hilton (2008)
Egyptian Cardiology Association- Best Support
(2005)
ACTIVITIES
World Travel Market, London
(200*-****-****- 2018 )
Lebanese and Jordanian Sales Blitz (2013- 2015- 2016 )
Arab Travel Market (2013-2014-2016-2018)
ITB Travel Trade (2016)
IMEX (2015)
Charity Initiative – PR campaign (2015)
Nawart Masr Tourism Campaign (201*-****-****)
SPG project Manager – Progress through people
(1997)
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