Assistant Director of Sales - Distribution

Full Time
1 month ago


Shangri la

Assistant Director of Sales - Distribution
Kowloon Shangri-La, Hong Kong, Hong Kong SAR, China


The Assistant Director of Sales – Distribution is responsible for the management of the Wholesale Offline accounts where dynamic connectivity exists. They are also responsible for supporting the Revenue Optimisation Team in managing the hotels’ GDS and OTA partners, channels and performance, and for supporting the Marketing Team in managing the performance of the hotels’ eDirect business.

Duties & Responsibilities

  • Take responsibility for the management and performance of the Wholesale accounts where dynamic connectivity exists. 
  • Support the Revenue Optimisation Team with the management of OTA partners. 
  • Support the Revenue Optimisation Team to maximise the performance of the hotels’ GDS channels. 
  • To support the hotels’ Digital Marketing Teams to increase the share and performance of their eDirect business. 
  • Continually strive to optimise all rates, product, inventory, content and placement with intermediary sites and partners. 
  • Collaborate with the Global Distribution Team to develop strategies and tactics to support the goals of each hotel. 
  • Achieve segment growth, account growth and new business production targets as specified. 
  • Carry out sales trips to all source markets as required both domestically and internationally. 
  • Attend and assist with in-house marketing activities, familiarisation trips, client hospitality evenings, presentations, show rounds and promotional activities. 
  • Produce required reports of completed sales activity including details of face to face client appointments, presentations, familiarisation trips and any other related client interaction. 
  • Update and maintain relevant data and sales contact lists, reports and account information in Delphi or other PMS systems. 
  • Assist with office administration ensuring all accounts have on file the necessary documentation, contracts, contact forms etc. 
  • Ensure constant familiarity with the hotel(s) financial position versus previous year and current budget. 
  • Maintain awareness of the hotel(s) key competitors’ performance, of their client interaction, their key account base and corresponding rates and any property developments. 
  • To supply other members of the Sales, hotel(s) HOD and Executive Teams with account or client feedback, market intelligence and business trends. 
  • To attend Sales Meetings, Revenue Meetings or any other meetings as required and assist in preparing forecasts, monthly activity reports and sales plans. 
  • To perform any assigned duties deemed necessary by the hotel(s) Management Team(s) 


Key Performance Indicators

  • Hong Kong hotels’ Gross Operating Revenue performance 
  • Production performance from the Travel Trade / Wholesale Offline / Wholesale Online markets, the OTAs and GDS suppliers into the Hong Kong hotels 
  • Hong Kong hotels’ eDirect performance and rate parity scores 



  • Strong understanding of the Travel Trade and Distribution markets, both offline and online, including but not limited to the key accounts, key contacts, source markets, booking channels and systems 
  • Very strong understanding of how this market supports the hotels business 
  • High level sales and leadership skills 
  • Very goal orientated 
  • Team player 
  • Excellent analytical and communication skills 
  • Demonstrates enthusiasm, creativity, understanding & manages relationships with all stakeholders 
  • Understands, communicates and supports corporate policies and guidelines

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