Senior Hospitality Sales Manager, North America - Luxury B2B Sales

• Full-time
• Schedule:
  
  Hybrid
• Department:
  Hospitality
• Role
  
  Reports to:
  
  Director of Hospitality Sales, FNA & Global Accounts
• Bonus Eligible:
  Yes
• Compensation: up to USD 150,000 - yearly

For over 160 years, Frette has crafted exquisite linens, blending Italian artistry with timeless luxury. Master artisans in Monza and Milan transform the finest fibers into creations of unmatched quality and elegance. Renowned for its signature finish, Frette has graced iconic destinations—from St. Peter’s Basilica to the Orient Express—while over 500 European royal families have slept beneath its sheets. Today, its legacy lives on in luxury hotels, private residences, yachts, and jets, remaining dedicated to outfitting the world’s most exceptional spaces.

The Senior Hospitality Sales Manager, North America drives the growth and development of Frette’s Hospitality business across the United States, Canada, and Mexico. Reporting to the Director of Sales, FNA & Global Accounts, this role translates commercial priorities into a regional sales strategy and directly manages strategic accounts and high‑value opportunities.

This role has direct reports and is responsible for leading and developing a team of business development professionals, including setting individual goals, providing ongoing coaching, and managing performance.

The position combines regional planning with active selling, including prospecting, senior client relationship management, and complex negotiations. It also requires close coordination with internal teams to support project execution and ongoing account growth.

Success will be measured by achievement of regional sales and profitability targets, acquisition of new hospitality clients, growth of strategic accounts, development of a qualified pipeline, forecast accuracy, and effective leadership and development of direct reports.

Key Responsibilities

• Develop and execute the North American hospitality sales plan in partnership with the Director of Hospitality Sales, identifying priority markets, client segments, and growth opportunities to achieve regional sales and profitability objectives.
• Lead new business development across luxury hotels, resorts, hotel groups, ownership and management companies, developers, procurement organizations, and design partners.
• Directly manage strategic accounts and complex sales opportunities, building relationships with senior decision-makers and developing account plans that support repeat business and portfolio expansion.
• Oversee the full client acquisition cycle, from lead qualification and presentations through proposals, negotiations, onboarding, and first order confirmation.
• Prepare and oversee compelling proposals and quotations; negotiate pricing and commercial terms within company guidelines and approval requirements, balancing revenue growth with profitability.
• Lead, coach, and develop the business development team, establishing individual and team goals, prospecting expectations, pipeline standards, and regular performance reviews.
• Conduct regular pipeline and account reviews to assess opportunity quality, conversion, timing, and risks; address performance gaps through clear action plans and ongoing coaching.
• Maintain accurate and current Salesforce records, including client activity, project status, opportunity value, and expected close dates; provide timely forecasts and commercial reporting to the Director of Sales.
• Partner with Customer Service, Product Development, Supply Chain, and other internal teams to align client requirements, product specifications, lead times, and project commitments, and support a smooth handover for order execution.
• Coordinate the resolution of client concerns and…