Overview
Your day to day: We’re always looking for new ways to raise the bar. So we’re searching for a Director of Sales with a track record of driving sales and smashing targets to help us fill our rooms, meeting suites and banquet halls. Every day is different, but you’ll mostly be:
Strategic Sales Leadership:
- Develop and execute comprehensive sales strategies to achieve revenue targets across rooms, F&B, events, and other hotel services.
- Collaborate with the Commercial Director to create and implement sales plans addressing market trends and customer needs.
- Lead the sales team in maximizing revenue potential by setting clear goals and providing strategic direction.
Revenue Optimization:
- Drive business growth through proactive account management and new business development.
- Recommend and set revenue targets for the sales team, ensuring alignment with budgeted goals.
- Implement promotional strategies to increase profitability and improve market share.
Sales Team Management:
- Manage and oversee the daily operations of the sales department, ensuring team efficiency and high performance.
- Provide coaching, training, and support to sales team members to enhance their skills and achieve objectives.
- Act as the team leader in and ensuring continuity in leadership and operations.
Client Relationship Management:
- Maintain and grow relationships with key accounts, prospects, and partners to maximize business opportunities.
- Lead sales calls, site inspections, and client meetings to secure bookings and foster long-term partnerships.
- Oversee the successful execution of business booked, ensuring client satisfaction and operational excellence.
Market Insights & Reporting:
- Analyze market trends, competitor activities, and customer behavior to adapt sales strategies accordingly.
- Prepare and submit detailed reports, including monthly performance metrics, forecasts, and sales activities.
Operational Excellence:
- Ensure compliance with brand standards and alignment with the hotel’s strategic goals.
- Collaborate with marketing to develop promotional campaigns and sales collateral.
- Participate in budgeting, revenue forecasting, and financial planning to support business objectives.
Corporate Representation:
- Represent the hotel at trade fairs, industry events, and networking opportunities to promote the brand.
- Organize and manage FAM trips and other client engagement activities to showcase the hotel’s offerings.
Personal Sales Contributions:
- Lead by example with personal sales activities, including client interactions, achieving individual booking goals, and contributing to overall team success.
What We Need From You: Education & Experience:
- Bachelor’s degree in Business Administration, Marketing, Hospitality, or a related field (Master’s degree preferred).
- A minimum of 5-8 years of progressive sales experience in the hospitality industry, with at least 2 years in a senior sales leadership role.
- Proven track record of achieving and exceeding sales targets, particularly in rooms, F&B, and events.
- Experience in managing pre-opening hotel sales operations is an advantage.
Skills & Competencies:
- Strong leadership skills with the ability to inspire, motivate, and guide a sales team.
- Excellent communication, negotiation, and presentation skills.
- In-depth knowledge of market trends, competitive analysis, and revenue management principles.
- Proficiency in sales tools and CRM systems (e.g., Opera, Salesforce).
- Strong organizational skills with the ability to handle multiple tasks and meet deadlines.
Personal Attributes:
- Results-driven with a strategic mindset and attention to detail.
- High energy, proactive attitude, and ability to thrive in a fast-paced environment.
- Exceptional interpersonal skills to build and maintain strong relationships with clients and stakeholders.
Other Requirements:
- Fluent in English; additional languages are an advantage.
- Flexibility to travel for business needs, including attending trade shows and client meetings.
- Thorough understanding of brand standards and the ability to implement them effectively.
About IHG Hotels & Resorts
IHG Hotels & Resorts is one of the world’s leading hotel companies with a purpose to provide True Hospitality for Good.