Director of Sales

Job Title
Director of Sales

Department
Sales & Marketing

Reports To
Director of Sales Distribution & Commercial Strategy.

Job Summary
The Director of Sales is responsible for leading the hotel's sales strategy, driving revenue growth, expanding market share, and developing strong relationships with key corporate, government, leisure, MICE, and travel industry partners. The position oversees the sales team, establishes annual sales objectives, and ensures achievement of room, catering, and total hotel revenue goals while maintaining the highest luxury hospitality standards.

Key Responsibilities Revenue Generation & Business Development

• Develop and execute strategic sales plans to achieve hotel revenue and profitability targets.

• Identify new business opportunities across corporate, entertainment, leisure, wholesale, and MICE segments.

• Grow market share through proactive sales activities and account penetration strategies.

• Monitor market trends, competitor activities, and customer demand patterns.

• Maintain a healthy revenue pipeline and ensure accurate forecasting.
Sales Leadership

• Lead, coach, motivate, and develop the sales team to maximize performance.

• Establish annual and quarterly sales targets and key performance indicators.

• Conduct regular sales meetings, performance reviews, and coaching sessions.

• Promote a culture of accountability, collaboration, and continuous improvement.
Account Management

• Manage relationships with key local, regional, and international accounts.

• Maintain strong partnerships with travel agencies, DMCs, event planners, and corporate organizations.

• Participate in sales missions, trade shows, networking events, and customer engagements.

• Negotiate contracts and agreements to maximize revenue opportunities.
Strategic Planning

• Develop annual sales budgets and business plans.

• Analyze market intelligence and production reports to identify opportunities and risks.

• Collaborate with Revenue Management to optimize pricing, inventory, and sales strategies.

• Support hotel positioning and brand growth initiatives.
Cross-Functional Collaboration

• Work closely with Revenue Management, Marketing, Catering, Operations, and Finance teams.

• Ensure smooth transition of business from sales to operations.

• Support major events, VIP visits, and high-profile client requirements.
Reporting & Compliance

• Prepare monthly sales reports, forecasts, business reviews, and market analysis.

• Ensure compliance with company policies, brand standards, and applicable regulations.

• Maintain accurate records within approved sales systems and reporting platforms.
Qualifications Education

• Bachelor's Degree in Hospitality Management, Business Administration, Marketing, or a related field.

• Master's Degree is preferred.
Experience

• Minimum 7-10 years of progressive sales experience within luxury hotels or international hospitality brands.

• Minimum 3-5 years in a senior sales leadership position.

• Proven record of achieving and exceeding revenue targets.
Skills & Competencies

• Strong leadership and team development capabilities.

• Excellent negotiation and business development skills.

• Advanced knowledge of hotel sales, market segmentation, and revenue generation.

• Strong financial acumen and analytical skills.

• Excellent communication and presentation skills.

• Ability to build and maintain long-term client relationships.

• Proficiency in Marriott sales systems, CRM platforms, Microsoft Office, and business intelligence tools.

• Fluent in English; Arabic is highly preferred.
Key Performance Indicators (KPIs)

• Total Rooms Revenue Achievement

• Catering & Events Revenue Achievement

• Market Share Growth

• Corporate Account Growth

• New Business Acquisition

• Forecast Accuracy

• Customer Retention

• Sales Team Performance

• Revenue Budget Achievement

• Hotel Profitability Contribution
Leadership Competencies

• Strategic Thinking

• Results Orientation

• Commercial Acumen

• Customer Focus

• Talent Development

• Influencing & Negotiation

• Collaboration

• Innovation & Continuous Improvement