SALES TEAM AND PROCESSES

Each Atana Hotels property must appoint an experienced director of sales and marketing (DOSM) to lead a capable and professional sales and marketing team.

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The size and structure of this team should be appropriate to the property size and key market segments, ensuring that all sales opportunities are effectively managed.

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The sales team receive tasks and a client base specific to the property's location and business mix. The targeted allocation guarantees that efforts are focused on areas that significantly contribute to achieving business objectives.

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The DOSM will oversee the following departments: sales, reservations, public relations/communications, as well as event and revenue management where applicable.

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Group, conference and banqueting inquiries must be handled efficiently and professionally, adhering to the Atana Hotels brand guidelines. For example, all conference inquiries should follow the prescribed meeting standards to ensure consistency in service delivery across all properties.

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Each member of the sales team will have annual targets for room nights, revenue, as well as F&B sales.

These targets must be measurable, tracked regularly and reviewed quarterly to assess performance and adjust strategies.

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The corporate sales and marketing team has predefined global key accounts and sales territories. If a property wishes to conduct sales calls within these territories, it must coordinate exclusively through the designated account owner, with a minimum lead time of three weeks.

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This process ensures that all sales efforts are strategically aligned and that resources are effectively utilized across the Atana Hotels portfolio.