Director of Sales

Reports to: General Manager / Area Director of Sales

Job Purpose

To lead and drive the hotel’s sales strategy, revenue growth, market share, and business development by developing key accounts, strengthening market relationships, and achieving the hotel’s business objectives.

Key Responsibilities

1. Sales Strategy & Business Development

  • Develop and implement the annual Sales & Marketing strategy in line with hotel business objectives.
  • Drive room, F&B, banquet, conference, and other revenue opportunities.
  • Identify new markets, business segments, corporate accounts, travel trade partners, and MICE opportunities.
  • Develop and maintain strong relationships with key clients and business partners.
  • Prepare and achieve monthly, quarterly, and annual sales targets.
  • Monitor business production, pace, pickup, conversion, and account performance.
  • Work closely with Revenue Management to optimize business mix and maximize ADR, occupancy, and RevPAR.
  • Analyze market trends and competitor activities and develop appropriate action plans.
  • Personally manage and develop major corporate, government, MICE, travel trade, and other strategic accounts.
  • Conduct regular sales calls, client meetings, presentations, site inspections, and business reviews.
  • Negotiate contracts and commercial agreements within approved guidelines.
  • Lead, coach, motivate, and develop the Sales & Marketing team.
  • Set individual targets, monitor performance, and conduct regular reviews.
  • Ensure effective sales planning, daily briefings, sales calls, and follow-up activities.
  • Identify training and development requirements for team members.
  • Coordinate with Marketing/Digital teams to strengthen the hotel’s market positioning.
  • Drive promotional campaigns, social media initiatives, partnerships, and local marketing opportunities.
  • Ensure consistent communication of the hotel’s USP and brand standards.
  • Drive MICE, weddings, conferences, exhibitions, and social event business.
  • Build relationships with event planners, corporates, wedding planners, PCOs, DMCs,
    and agencies.
  • Ensure effective follow-up and conversion of leads and enquiries.
  • Prepare accurate sales forecasts, budgets, action plans, and performance reports.
  • Review market segmentation and production reports regularly.
  • Track competitor rates, promotions, activities, and market positioning.
  • Present business performance and future strategies to the General Manager/Management.
  • Work closely with Front Office, Revenue, F&B, Banquets, Finance, and Operations.
  • Ensure smooth communication of client requirements and group/event details.
  • Participate in daily/weekly/monthly business reviews and management meetings.

 

Key Performance Indicators (KPIs)

  • Revenue achievement
  • Room nights generated ADR / RevPAR contribution
  • Corporate & key account production
  • MICE & banquet revenue
  • New account acquisition
  • Client retention
  • Sales conversion ratio
  • Forecast accuracy
  • Team productivity
  • Market share / competitive positioning

Qualification & Experience

  • Bachelor’s degree/diploma in Hotel Management, Business Management, Sales & Marketing, or related field.
  • 15 to 20 years of relevant hospitality sales experience, preferably with luxury/upscale hotels.
  • Proven experience in leading a Sales & Marketing team.
  • Strong corporate, MICE, travel trade, and local market network.
  • Excellent communication, negotiation, leadership, and business development skills.

Core Competencies

  • Strategic Sales Leadership
  • Business Development
  • Revenue & Commercial Acumen
  • Key Account Management
  • Negotiation Skills
  • Team Leadership
  • Market Intelligence
  • Client Relationship Management
  • Communication & Presentation
  • Problem Solving & Decision Making  

Apply Here

This field is for validation purposes and should be left unchanged.
Accepted file types: pdf, doc, docx, Max. file size: 2 MB.