Director of Sales

Position Summary

The Director of Sales is a senior commercial leader responsible for developing and executing the hotel's sales strategy to maximize revenue, market share, profitability, customer acquisition, and long‑term business relationships.

The Director of Sales will represent the hotel at the highest level with key corporate, government, diplomatic, leisure, MICE, wholesale, travel trade, and strategic partner accounts, while ensuring that all sales activities are aligned with the hotel's positioning, brand standards, and commercial objectives.

The position is accountable for achieving agreed annual revenue, market share, customer acquisition, profitability, and customer satisfaction targets.

• Commercial & Sales Strategy
• Develop, implement, and continuously refine the hotel's annual Sales Strategy in alignment with the hotel's overall business plan, brand positioning, budget, and commercial objectives.
• Translate the hotel's business strategy into clear sales objectives, action plans, account strategies, and measurable KPIs for the Sales team.
• Work closely with the General Manager and Director of Revenue to maximize total hotel revenue and profitability.
• Develop strategies to increase market penetration, RevPAR, ADR, occupancy, group business, MICE revenue, catering revenue, and overall commercial performance.
• Identify new business opportunities, emerging markets, feeder markets, market segments, and revenue streams.
• Establish and maintain a strong pipeline of qualified business opportunities, ensuring appropriate conversion and follow‑up.
• Develop and execute aggressive but commercially disciplined solicitation strategies focused on acquiring high‑value and profitable business.
• Ensure sales activities are aligned with the hotel's luxury positioning and do not compromise rate integrity or brand standards.
• Monitor competitor activity, market trends, economic developments, customer behavior, and changes in distribution channels to identify opportunities and threats.
• Ensure the hotel maintains a strong competitive position within the luxury/five‑star market.
• Revenue & Business Performance
• Take overall commercial ownership of the hotel's sales contribution to budget and forecast.
• Work closely with Revenue Management to develop accurate forecasts, business‑on‑books analysis, pace reports, demand analysis, and revenue strategies.
• Participate actively in weekly revenue and commercial strategy meetings.
• Provide accurate and timely input into the hotel's rolling forecasts and financial projections.
• Analyze historical performance, market trends, booking pace, segmentation, channel mix, and future demand to identify revenue opportunities.
• Ensure sales strategies support optimal ADR, occupancy, RevPAR, TRevPAR, and profitability.
• Monitor account production, room‑night contribution, ADR, revenue contribution, conversion ratios, and sales productivity.
• Challenge and optimize business that is not aligned with the hotel's commercial objectives.
• Work with Revenue Management to ensure appropriate pricing, restrictions, displacement analysis, and account strategies are applied to group and transient business.
• Participate in the preparation of the annual Sales & Marketing Plan, annual budget, and periodic reforecasts.

Develop and execute sales strategies across relevant market segments, including:

• Corporate and multinational accounts
• Government and diplomatic business
• Local and international leisure
• MICE and corporate groups
• Conferences, incentives, meetings, and events
• Weddings and social events
• Wholesale and tour operators
• Luxury travel advisors and consortia
• Airline and crew business, where applicable
• Long‑stay and extended‑stay opportunities
• Strategic partnerships and local business communities
• GCC and international feeder markets
• Develop market‑specific action plans and ensure appropriate sales coverage for each segment.
• Identify and convert new accounts while maximizing production from existing accounts.
• Establish measurable targets for account acquisition, production, conversion, and retention.
• Develop strategic partnerships that enhance the hotel's positioning and generate…