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War for sales talent heats up

Published on Thursday, 28 Jul 2011

The entire hospitality sector has its doors wide open to job seekers. Sales positions are particularly hot, outstripping vacancies in other departments, such as rooms, food and beverage, engineering and others. Revenue-generating posts are especially important to sustain profitability amid the volatile economic environment. It is no wonder that over the past few years, hotel companies have increased their focus on corporate sales, travel, catering and the meetings, incentives, conventions and exhibitions sectors.

Unlike other supporting departments that need to handle added tasks and freeze hiring during lean times, sales will always be essential to hotel operations. 

Due to restructuring by many five-star brands, sales representatives or managers nowadays often take care of different brands or clients within the group. As it is sometimes difficult to hire a director of sales and marketing, hotels go through industry referrals or executive search agencies.

To retain talent, hotel groups are providing long-term training and development, as well as opportunities for career growth and advancement. These are crucial given the intense competition, resulting in rising pay trends. The war for talent is now being felt not only in Hong Kong, but also in Macau and Shenzhen. 

Veon Tsang, managing director, HotelsHR Limited

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