Director of Sales

overview

At InterContinental Hotels & Resorts®, we are committed to delivering exceptional experiences that reflect our brand values. As part of this family, you are expected to embody these values by being:

As Director of Sales, you are a key member of the hotel’s executive leadership team, responsible for driving total revenue performance, positioning the hotel in the market, and leading a high-performing sales organization.

You will shape and execute strategic sales initiatives across all segments: corporate, MICE, leisure, and events ensuring alignment with brand standards and delivering sustainable growth across all revenue streams.

As Director of Sales, you will be responsible for:

Duties and Responsibilities

Essential

Strategic Leadership & Revenue Growth

• Develop and execute comprehensive sales strategies aligned with hotel and brand objectives
• Drive total revenue across Rooms, Meetings & Events, and F&B segments
• Analyze market trends, competitive positioning, and demand patterns to identify opportunities
• Lead annual budgeting, forecasting, and commercial planning processes
• Optimize business mix and distribution channels to maximize profitability
• Lead, inspire, and manage the sales team to achieve and exceed revenue targets
• Oversee key account management and develop strong client portfolios across segments
• Monitor KPIs, conversion rates, and sales activities to ensure performance delivery
• Drive proactive sales efforts including client acquisition, networking, and partnerships
• Work closely with Revenue Management to align pricing, segmentation, and demand strategies
• Evaluate revenue performance and contribution to overall hotel profitability (GOP)
• Identify and implement tactical promotions and campaigns to drive demand in need periods
• Build and maintain strong relationships with key corporate accounts, agencies, and partners
• Represent the hotel in major industry events, trade shows, and networking platforms
• Ensure exceptional client experience from acquisition through retention
• Recruit, coach, and develop a high-performing sales team
• Foster a culture of accountability, collaboration, and continuous improvement
• Ensure adherence to IHG brand standards, systems, and commercial processes
• Partner with Marketing, Revenue, and Operations to deliver integrated commercial strategies
• Contribute to overall hotel leadership decisions as a strategic business partner to the General Manager
• Deputize Commercial Director as needed by management.Sales Management & Performance

Commercial Excellence

Client & Relationship Management

Team Leadership & Culture

Cross-Functional Collaboration

QUALIFICATIONS AND REQUIREMENTS

• At least 10 years’ experience in hotel sales, preferably in a luxury or upper-upscale environment.

• Strong track record in managing key accounts across corporate, government, leisure and MICE groups, and delivering consistent sales growth.

• Proven ability to build strong client relationships and convert high value leads.

• Excellent communication, negotiation, and presentation skills.

• Familiarity with hotel booking systems (such as Opera, RFP's, Meeting Broker, Cvent) is highly desirable.

• A team-leader, collaborative mindset with a passion for hospitality and guest satisfaction.

• Saudi nationals are required

Other Requirements

• Comply with hotel rules and regulations and provisions contained in the employment handbook

• Comply with company’s grooming standards to portray a professional image of self and the hotel

• Comply with time and attendance policies set by the resort

• Actively participate in training and development programs and maximize opportunities for self-development

• Demonstrate understanding and awareness of all policies and procedures relating to health, hygiene and fire life safety.

• Familiarize yourself with emergency and evacuation procedures

How do I deliver This?

We genuinely care about people, and we show this through living out our promise of True Hospitality each day. It’s what connects every colleague in all IHG® hotels.

Each IHG® hotel brand delivers True Hospitality in their own way, and at the heart of it all are specific, core service skills.

• True Attitude: being caring, wanting to make a positive difference, and building genuine connections with guests
• True Confidence: having the knowledge and skills to perform your role, and giving guests the confidence that they can trust you, to help and support them during their stay
• True Listening: focusing on what your guest is saying, picking up on body language that is often overlooked, and understanding what the guest wants and needs
• True Responsiveness: is about providing guests with what they need, and doing so in a timely and caring manner