Sales Director – Hotel Group

About the role

The Sales Director is responsible for designing and implementing the sales strategy and business development for all properties of the hotel group, including individual and corporate sales, tour operators, travel agencies, groups, events and weddings where relevant, as well as direct and digital channels. The main goal is sustainable, profitable revenue growth, diversified demand sources and new markets and partnerships, in coordination with the executive management, hotel managers and the relevant departments.

Key responsibilities

• Draw up the annual sales strategy and specific plans for each property, market segment and channel
• Translate approved budgets and targets into monthly, quarterly and yearly targets for the team
• Prepare periodic sales and revenue forecasts, identify deviations and propose corrective actions
• Build long-term relationships with tour operators, travel agencies, companies, group organisers, MICE partners and strategic clients
• Negotiate commercial terms, rates, allotments, contracts and partnership agreements within authorisation limits
• Develop a measurable pipeline, follow conversion from contact to offer to contract to revenue, and reduce dependence on a limited set of clients or channels
• Monitor partner production, booking pace, cancellations and profitability by segment, and reject price cuts or commissions that conflict with pricing policy
• Manage the sales team: recruit, train, coach, evaluate performance, run regular pipeline reviews and target analyses, and ensure accurate CRM entry
• Report weekly on pipeline and activity, and monthly on results, forecasts, conversion and performance by segment and property
• Analyse the market, competition and demand trends, and report risks, opportunities and corrective measures

Required profile

• University degree in Business Administration, Marketing, Tourism, Economics or a related field
• At least 5 years of experience in sales, business development or commercial management; management experience in hotels, tourism or a related sector preferred
• Proven track record in meeting targets, negotiating contracts and developing strategic clients
• Good knowledge of tourist markets, hotel segments, distribution channels and pricing dynamics
• Advanced negotiation, presentation and communication skills with high-level clients

Required skills

• Practical use of CRM, sales reporting and analysis tools
• Good Excel and presentation skills
• English; other languages are an advantage