Head of Sales

At Montcalm Collection, we believe that timeless style and genuine hospitality are more than just values, they’re a way of life. Our people are the heart of our hotels: passionate individuals working together as a team, united by an unwavering commitment to providing first-class personal service.

At Montcalm Collection, we believe that timeless style and genuine hospitality are more than just values, they’re a way of life. Our people are the heart of our hotels: passionate individuals working together as a team, united by an unwavering commitment to providing first-class personal service.

Our collection spans some of London’s most storied buildings, from elegant Georgian townhouses and an 18th-century brewery to a historic head office and a contemporary architectural landmark. Each hotel has its own unique story, and within everyone, our team creates unforgettable experiences for our guests.

While our walls speak of history, it’s our people, their ambition, and their creativity that shapes our future.

Join us, and become part of a culture that celebrates individuality, nurtures potential, and upholds the very highest standards of the art of hospitality.

The Head of Sales is a senior commercial leader responsible for driving total sales performance across the Montcalm Collection portfolio, including Montcalm Hotels, Montcalm Townhouses and Inhabit Hotels.

Reporting to the Head of Hotels and working closely with our General Managers, Commercial, Revenue and Marketing teams, this role leads all sales segments including Corporate, Business Travel, Consortia, Travel Trade, Leisure, Wholesale, Groups & Events, Government and Embassy business.

The Head of Sales will shape and execute the overarching sales strategy to maximize revenue, market share, ADR and long-term account value across the London portfolio. This position requires strategic vision, strong leadership capability, deep London market knowledge, and the ability to align brand positioning with commercial delivery.

• Team Leadership & Structure
• Lead, mentor and develop a high-performing sales function.
• Establish clear KPIs, segmentation ownership, and performance accountability.
• Conduct structured quarterly performance reviews and strategic planning sessions.
• Foster a culture of agility, ownership and commercial accountability.
• Segment Ownership
• Oversee performance and strategy across:
• Corporate & Business Travel
• Consortia
• Travel Trade & Wholesale
• (Luxury) Leisure & Transient
• Groups & Events
• Embassy & Government
• Ensure structured account planning, production analysis and targeted acquisition strategies per hotel and segment.
• Account Management & Business Development
• Maintain executive relationships with key global and London-based accounts.
• Identify and secure new high-value corporate and consortia partnerships.
• Ensure proactive account planning with measurable revenue growth targets.
• Oversee contract negotiation ensuring rate integrity and brand protection.
• Revenue & Market Performance
• Drive ADR growth strategies aligned with revenue management.
• Utilise STR, Agency
  360 and market intelligence tools to increase RGI.
• Monitor comp set performance and ensure proactive sales action plans.
• Support pricing strategy discussions to balance occupancy, ADR and mix.
• Budget & Commercial Planning
• Design and manage annual sales budgets and segment forecasts.
• Develop annual sales & marketing plans per segment aligned with brand strategy.
• Ensure ROI accountability across trade shows, sales missions and marketing initiatives.
• Brand & Representation
• Act as a senior ambassador for Montcalm Collection within London and international markets.
• Ensure brand consistency in all sales communications.
• Support positioning of Montcalm Collection as a luxury-led, design-forward, service-driven portfolio.
• Cross-Functional Collaboration
• Work closely with:
• Revenue Management
• Marketing & Digital
• E-Commerce
• Finance
• Operations
• Ensure a cohesive commercial strategy across distribution and direct channels.
• Compliance & Governance
• Ensure contractual compliance and rate integrity.
• Protect parity obligations versus OTA and brand agreements.
• Ensure adherence to UK regulatory and commercial standards.
• Innovation & Market Intelligence
• Stay ahead of London market trends, emerging travel patterns and corporate shifts.
• Identify technology solutions to enhance sales performance and reporting.
• Drive data-led decision-making within the sales function.

• Strategic Planning:…