Director of Sales
Accor Hotels
Opportunity published from SmartRecruiters · applications stay with the original hiring source.
About the opportunity
Reporting to the Director of Sales & Marketing, the Director of Sales leads day-to-day sales execution across Group Sales, Business Travel, and Catering Sales.
This is a hands-on, producing leadership role with direct accountability for team performance and an assigned strategic market segment or portfolio of key accounts.
The position drives profitable revenue growth, accurate forecasting, strong client relationships, and disciplined sales execution, while supporting the hotel through renovation-related displacement and building demand for 2028 and beyond.
The Director of Sales works closely with Revenue Management, Conference Services, Operations, Marketing, and Accor/Fairmont commercial partners.
Key responsibilities
- Provide direct day-to-day leadership for Group Sales, Business Travel, and Catering Sales, translating commercial strategy into clear production goals.
- Personally manage an assigned strategic group market segment or portfolio of key accounts with measurable individual targets.
- Drive proactive prospecting, client engagement, site inspections, negotiations, and conversion of qualified opportunities.
- Oversee Business Travel sales strategies, including corporate negotiated accounts, account retention, and high-value transient business acquisition.
- Direct Catering Sales performance across meetings, weddings, and social events, strengthening lead conversion and operational alignment.
- Recruit, coach, and develop a high-performing sales team through regular pipeline reviews and individual production plans.
- Partner with Revenue Management on business mix, pricing, group evaluations, displacement analysis, and profitability.
- Maintain ownership of sales forecasting, booking pace, conversion metrics, budget performance, and disciplined use of Opera Sales & Events (OSEM) and CRM tools.
Qualifications
- Minimum 7 years of progressive hotel sales experience, including at least 3 years in a sales leadership role with direct team accountability.
- Proven personal group sales production and successful leadership of high-performing teams in a large, full-service upper-upscale or luxury hotel.
- Demonstrated ability to lead Group, Business Travel, and Catering Sales strategies while maintaining personal ownership of strategic accounts.
- Strong knowledge of complex group contracting, corporate negotiations, room-block management, market segmentation, and account development.
- Advanced commercial and financial judgment, including forecasting, business mix optimization, sales conversion, pricing, and displacement analysis.
- Proficiency with hotel sales and CRM systems, preferably Opera Sales & Events (OSEM), and strong analytical capability in Microsoft Excel.
- Confident, collaborative leadership style with excellent communication, negotiation, coaching, and organizational skills.
Nice to have
- Convention-market experience.
- Experience supporting a hotel renovation, repositioning, or periods of significant inventory disruption.
Benefits
- Generous Paid Time Off policy.
- Comprehensive Medical, Dental, and Vision Insurance.
- Competitive 401K retirement savings plan.
- Complimentary shift meals.
- Exclusive Employee Benefit Card offering discounted room rates at Accor hotels worldwide.
- Professional development through the Accor Academy.
- Corporate Social Responsibility initiatives, including Planet 21.
Full listing
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