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Director, Sales

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Accor

2mo ago

  • Job
    Full-time
    Senior Level
  • Customer Relations
    Sales & Business Development
  • Washington

AI generated summary

  • You have 5+ years in luxury hospitality sales, strong business acumen, excellent communication skills, team spirit, a bachelor's degree, and a passion for trends and best practices.
  • You will develop sales strategies, drive revenue growth, nurture partnerships, lead the sales team, analyze market trends, and ensure flawless event execution while achieving B2B revenue targets.

Requirements

  • 5+ years of experience in sales in luxury hospitality
  • Data-driven with a strong business sense and the ability to think critically, make strategic decisions, and contribute effectively to budgeting processes
  • Curious: you like being up to date with best practices and trends
  • Excellent interpersonal skills with the ability to build strong relationships with external partners, and luxury clientele.
  • Energized by teamwork between Sales, Marketing, Revenue and Ecommerce teams
  • Very good verbal and written communication skills in English
  • Bachelor’s degree in Marketing, Hospitality, or Business

Responsibilities

  • As Director of Sales, you oversee the development and execution of the hotel’s sales strategy on all segments and regions.
  • Reporting to the General Manager working in close collaboration with the Revenue Management, Marketing and Ecommerce teams, you’ll drive the hotel’s revenue growth across Rooms, F&B, MICE, Wellness and beyond.
  • More than managing and converting incoming leads, you will champion a culture of proactivity — creating opportunities, building meaningful connections, and inspiring the team to shape our own path to success. We believe results are not left to chance, but crafted with vision, ambition, and action.
  • You will be fully accountable for achieving our annual B2B revenue targets.
  • Sales Leadership
  • Play a key role in the budget planning process by defining ambitious targets by segment and feeder market
  • Develop and implement an annual sales strategy that targets luxury leisure, corporate, MICE and group segments
  • Nurture key partnerships in coordination with Accor global sales office, with luxury travel advisors (Amex FHR), consortia (Virtuoso, Signature), corporate clients and MICE
  • Represent the hotel at industry events, trade shows, and networking functions to promote the property and generate qualified leads
  • Organize and participate in sales missions, fam trips, client meetings, and promotional activities to enhance hotel visibility and attract new business opportunities
  • Coordinate cross-functional internal teams to ensure every event is flawlessly executed and becomes a memorable, impactful experience for clients
  • Sales Performance
  • Drive the sales team performance through data-driven decision-making and regular business reviews
  • Analyse market trends, competitive benchmarks and guest insights to identify new opportunities
  • Regularly audit booking channels, including online booking tools (OBTs) and self booking tools (SBTs)
  • Collaborate with the [General Manager/Commercial & Marketing Director], Revenue, and Ecommerce Leaders to define the optimal business mix and contribute to monthly forecasts to improve accuracy, while developing targeted strategies for varying demand periods
  • Work closely with Revenue Management and F&B teams to streamline and accelerate the quotation process, ensuring every lead receives a fast, high-quality response that maximizes conversion potential
  • Leverage the ALL Accor loyalty program to drive guest engagement and business growth
  • Team Development
  • Recruit, train and mentor a high-performing sales team
  • Ensure every sales fundamental is impeccably executed, from lead capture to post-stay engagement, in full alignment with the brand’s SOPs
  • Foster a culture of excellence, accountability and guest-centric service
  • Levers / How you will drive results
  • Client relationships (Direct & Indirect), B2B loyalty programs, B2B CRM tools and sales analytics (ANAIS), Online RFP platforms, MICE preferred agreements, TMC and consortia preferred agreements, Corporate & leisure FIT, Online leisure groups, Tradeshows, Famtrip, Sales missions
  • Deliverables & KPIs / How success will be measured
  • RevPAR, ADR, Total Revenue, RGI, Sales roadmap, B2B revenue, B2B loyalty contribution, Conversion rate, Lead response time, RPS, LQA, Loyalty members RPS

FAQs

What is the salary range for the Director of Sales position?

The salary range for the Director of Sales position is $130,000.00 - $160,000.00 per annum.

What qualifications are required for this role?

Candidates need 5+ years of experience in sales in luxury hospitality, a bachelor's degree in Marketing, Hospitality, or Business, and must possess excellent interpersonal skills.

Is prior experience in luxury hospitality mandatory?

Yes, at least 5 years of experience in sales within the luxury hospitality sector is required.

Will the Director of Sales work independently or as part of a team?

The Director of Sales will work as part of a team, collaborating closely with Revenue Management, Marketing, and Ecommerce teams.

What are the primary responsibilities of the Director of Sales?

The Director of Sales is accountable for developing and executing the hotel's sales strategy across various segments, achieving annual B2B revenue targets, and driving the sales team's performance.

What kind of work environment can I expect?

You can expect a diverse working environment with a team representing over 20 countries worldwide, allowing for collaboration and shared learning.

Are there opportunities for professional development?

Yes, Accor supports growth and learning, providing ample opportunities for professional development and training.

What qualities are important for a successful candidate in this role?

Important qualities include being data-driven, having strong business sense, excellent communication skills, teamwork spirit, and a passion for excellence in service.

What is the company culture at Sofitel?

The company culture is centered around passion for excellence, an entrepreneurial spirit, trust and transparency, and a commitment to creating a strong sense of belonging among team members.

Do we have to attend industry events and networking functions?

Yes, the Director of Sales is expected to represent the hotel at industry events, trade shows, and networking functions to promote the property and generate qualified leads.

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Accor

Travel & Leisure
Industry
10,001+
Employees

Mission & Purpose

Accor is a leading global hospitality group offering a diverse portfolio of over 5,300 hotels and residences across more than 110 countries. It encompasses a wide range of brands, from luxury to economy, such as Raffles, Fairmont, Sofitel, Novotel, and ibis. Accor is committed to providing exceptional guest experiences through innovative services and a strong focus on sustainability and community engagement. The company aims to create memorable stays while contributing positively to the environment and the communities where it operates.