Temporary Director of SalesMarketing - IHC

ITALIAN HOSPITALITY COLLECTION

Italian Hospitality Collection is a portfolio of hotels resorts and spas handpicked for their beauty history and enchanting surroundings.

Chia Laguna Resort in Sardinia featuring 3 different hotels Conrad Chia Laguna Sardinia Baia di Chia Resort Sardinia Curio Collection by Hilton and Hotel Village with a total of 424 keys and a conference centre with 8 meeting rooms for up to 900 delegates.

Fonteverde Lifestyle & Thermal Retreat in Tuscany a member of the Leading Hotels of the World with 78 keys and 3 meeting rooms for up to 85 delegates.

Grotta Giusti Thermal Spa Resort in Tuscany a member of the Autograph Collection by Marriott with 68 keys and 4 meeting rooms for up to 60 delegates.

Bagni di Pisa Palace & Thermal Spa in Tuscany a member of the Leading Hotels of the World with 61 keys and 3 meeting rooms for up to 100 delegates.

Le Massif Hotel & Lodge in Courmayeur a member of the Leading Hotels of the World with 80 keys and nearby meeting facilities for up to 150 delegates

Sister properties part of the portfolio:

Ambasciatori Palace 160 rooms the first Intercontinental brand of IHG in Italy built in 1900 to host ambassadors in Rome then serving as the American Embassy Library in 1946 an historic building located in the heart of Via Veneto is the ideal place to experience Rome s fusion of ancient history and modern sophistication.

Anglo American Florence 118 rooms a historic hotel part of Curio Collection by Hilton which dates to the 19thcentury is in a quiet area of central Florence a 10minute walk from Firenze Santa Maria Novella. The newest property part of the group opened in 2024.

Duo Milan Porta Nuova 239 rooms vibrant design and dynamic spaces that welcome coworking and socializing the hotel marks the MarriottTribute Portfolio s entry into Milan Italy s financial and design capital.

Our mission is to bring together outoftheordinary properties offer our guests memorable experiences in true Italian style give our employees stimulating places to work and grow professionally and achieve our shareholders financial goals.

JOB AIMS

The Director of Sales & Marketing is a senior leadership role reporting to the Managing Director of Italian Hospitality Collection. This position will focus on driving and overseeing all sales online and offline marketing PR Social Media activities for IHC hotels. The objective of this role is to further develop all commercial activities in order to achieve and possibly overcome company revenue targets while strengthening and optimising all commercial processes.

They will be responsible for all commercial activities and strategies within IHC portfolio (currently 5 hotels 4 sister properties) with a team of 25 to 35 team members (including external consultants) and approx. 10 direct reports distributed among HQ and 5 hotels of IHC. The corporate office is based in Milan within the current structure there are existing finance sales revenue and HR functions. This role will require does not necessarily require to be based in Milan but travel to Italy twice a month for a few days.

Starting date: next weeks/month with 12 months contract

DESIDERABLE JOB REQUIREMENTS

A minimum of 5 years experience as commercial leader within a fivestar hotel (ideally cluster or portfolio and/or resorts)

A minimum of 2 years of experience with seasonal resorts

Highly computer literate with a highlevel command of Excel and excellent presentation skills via PowerPoint or other tools.

Native or fluent in Italian (written and spoken)

Fluent in English (written and spoken)

Must be EU Citizen or in possession of Italian working visa

Strong client relationship skills and account management experience at all levels

Strong strategic approach and ability to develop and execute strategic action plan

Strong knowledge of at least 2 of the following markets within MICE segment: Italy UK Germany

Switzerland Nordic Countries

Strong knowledge of at least 3 of the following markets within leisure segment: Italy UK GAS

USA GCC China Japan Brazil Argentina Mexico Nordic Countries Russia

Strong knowledge of at least 2 of the following luxury consortia: Virtuoso Traveler Made

Signature Ensamble FH&R

Familiarity with LHW

Strong ability in managing key accounts and partners

Strong ability in negotiating and developing key comarketing programs

Good knowledge of PR & Social Media dynamics in minimum two of the following markets: Italy

UK Russia US Germany Switzerland

Good knowledge of brand dynamics and luxury positioning

Good knowledge of key digital marketing dynamics and KPIs

Strong familiarity with CRM dynamics (knowledge of Zoho CRM suite would be an advantage)

Strong familiarity with all revenue KPIs and reports

Familiarity and knowledge of all market segments and channel mix

Knowledge of Protel; Vertical Booking would be an advantage

Proven experience in driving and successfully implementing change and integration across

multiple locations and large diverse teams

Strong ability in driving team execution and monitoring implementation of action plans.

Strong ability in translating complex projects into easy to read presentations and reports

Exceptional ability in synthesizing information

KEY RESPONSIBILITIES

Through close collaboration with the Managing Director the hotel GMs and Property Sales Teams to ensure local area and corporate strategies are fully synchronized and aligned

With the GMs property Sales Managers and hotel DOSMs produces the sales & marketing annual plan / budget for every hotel and keeps control of it once approved

Constantly review revenue strategies and KPIs with the Director of Revenue ensuring achievement of targets and informing the Managing Director accordingly

Drives timing and execution to all marketing digital PR and Social Media projects

Periodical calls and meetings with all key partners and suppliers to oversee key projects

Proactively analyses studies and proposes new projects to drive new and incremental revenues at all levels

Plans and organizes teams attendance to national and international sales trips roadshows and trade shows in accordance to guidelines avoiding duplication of efforts and ensuring sufficient coverage is provided to both key and emerging geographic markets

Sets annual KPIs for the sales marketing & PR team providing guidance and support. Leads quarterly reviews to ensure every member of the team are in line to achieve personal sales targets

Monitors productivity and effectiveness of the sales teams to ensure monthly revenue budgets are achieved; plans and communicates performance on a monthly basis to Managing Director and GMs

Measures financial performance of each employee and assesses their achievement of individual KPIs Directs efforts to rectify negative trends when achievement of goals is not in line with expectations

Monitors results on a monthly basis analyses variances vs. Budget and previous year and directs sales efforts consequently

Manages the commercial strategy with the key accounts (producers for multiple hotels) developing longterm relationships and a growth in revenue generated by those accounts

Provides a professional advisory support service to the Managing Director and property General Managers for all market intelligence matters

Upholds the image of IHC with b2b key accounts

Coordinates and supervises implementation of product training activities to all key accounts.

Holds regular conference calls with Sales Team Sales Rep PR Agencies and partners to review past performance and provide guidance on key priorities for next short/medium term periods.

Completes annual personnel appraisals and reviews on a timely basis as directed by the HR Department and shares results opportunities and challenges with the Executive team on a regular basis

PERSONAL COMPETENCES

These are the personal skills qualities and attributes you will need to demonstrate to carry out your job effectively.

Excellent emotional intelligence and interpersonal skills

Sound ability and knowledge to develop standards of operations and strategic processes

Excellent analytical and numeric skills for fast data crunching

Ability to work under own initiative in a highly pressured environment

Good listening skills and the ability to anticipate business needs

Able to develop relationships with 3rd parties and the hotel teams

Capacity to read situations understand environments and respond accordingly

Welldeveloped interpersonal adaptive influencing and supervisory management skills

Mentality of client service and taking responsibility beyond direct duties

High level of motivation determination and commitment