Position Summary

The Sales Excellence Manager will drive consistency, efficiency, and effectiveness across all sales functions of JA Resorts & Hotels. Acting as the operational backbone of the Sales organization, this role ensures cadence, process discipline, KPI monitoring, and actionable insights across our 9 hotels, distribution team, and overseas sales representatives. The goal is to enable the Group VP of Sales and on-property DOSs to focus on revenue growth, market strategy, and customer relationships.

KEY RESPONSIBILITIES

1. Sales Cadence & Governance

• 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).

KEY SUCCESS MEASURES

• 100% on-time submission of reports across all hotels and reps.
• Sales Playbook adopted group-wide within first year.
• Executive dashboards live and in use monthly.
• Clear KPI tracking with action plans for underperformance.
• Improved sales capability through targeted training & PDPs.
• Demonstrated increase in VP time spent on strategic initiatives (>50%).

CANDIDATE PROFILE

• 5–8 years’ experience in Sales Operations, Commercial Excellence, or Business Analysis within hospitality, travel, or related industries.
• Strong analytical skills and advanced Excel/BI/CRM knowledge.
• Excellent project management and organizational skills.
• Experience in KPI management and sales performance monitoring.
• Strong facilitation and coaching skills to support training and PDPs.
• Commercially minded with passion for enabling high-performing sales teams.