Sales Excellence Manager JA Resorts & Hotels

KEY RESPONSIBILITIES

• Design and maintain the sales operating rhythm (weekly, monthly, quarterly reviews).
• Ensure timely submission of sales reports, forecasts, and budgets from all hotels and overseas reps.
• Monitor compliance with group-wide sales standards and policies.

2. Sales Process & Playbook

• Develop and maintain a comprehensive JA Resorts & Hotels Sales Playbook covering account management, lead generation, contracting, and reporting.
• Standardize best practices across properties and geographies.
• Drive adoption of tools (CRM, reporting templates, dashboards).

3. Reporting & Performance Analysis

• Consolidate property-level and representative reports into group-wide dashboards.
• Track performance vs. plans, budgets, and KPIs, highlighting risks and opportunities.
• Deliver actionable insights to the Group VP of Sales and senior leadership.

4. KPI Governance & Accountability

• Partner with VP to set annual and monthly sales KPIs for hotels, distribution, and overseas reps.
• Monitor progress and provide structured updates to leadership.
• Facilitate action plans for underperformance; recognize success when targets are exceeded.
• Provide early warnings on risks to revenue delivery.

5. Training & Development Support

• Evaluate sales training needs across the sales organization.
• Work with HR/L&D to design and roll out relevant training programs.
• Support the creation and monitoring of Personal Development Plans (PDPs) for sales team members.
• Measure training effectiveness against KPI improvement.

6. Sales Enablement & Special Projects

• Support training initiatives for the distribution team, DOSs, and overseas reps.
• Partner with Marketing, Revenue, and Distribution to ensure aligned commercial strategy.
• Lead special projects (e.g., market penetration analysis, new sales channel evaluation).