Description
Position SummaryThe Director of Sales is a senior commercial leader responsible for developing and executing the hotel's sales strategy to maximize revenue, market share, profitability, customer acquisition, and long-term business relationships.The Director of Sales will represent the hotel at the highest level with key corporate, government, diplomatic, leisure, MICE, wholesale, travel trade, and strategic partner accounts, while ensuring that all sales activities are aligned with the hotel's positioning, brand standards, and commercial objectives.The position is accountable for achieving agreed annual revenue, market share, customer acquisition, profitability, and customer satisfaction targets.Key Responsibilities1. Commercial Strategy & Business DevelopmentDevelop and implement the annual Sales Strategy aligned with the hotel's business plan, budget, and market positioning.Translate business objectives into sales plans, account strategies, and measurable KPIs.Partner with the General Manager and Director of Revenue to maximize revenue and profitability.Identify new business opportunities, market segments, feeder markets, and revenue streams.Build and maintain a strong sales pipeline and ensure effective prospecting and conversion.Monitor market trends, competitor activity, customer behavior, and economic developments to identify opportunities and risks.Maintain the hotel's competitive position within the luxury hospitality market.2. Revenue & Financial PerformanceTake ownership of sales contributions to budget, forecasts, and overall commercial success.Work closely with Revenue Management on forecasting, demand analysis, pricing strategies, and business planning.Participate in revenue and commercial strategy meetings.Analyze performance metrics, including ADR, occupancy, RevPAR, TRevPAR, account production, and conversion rates.Ensure sales activities support optimal profitability and revenue generation.Contribute to annual budgeting, sales and marketing planning, and forecasting processes.3. Market SegmentationDevelop and execute strategies across key segments, including:Corporate and multinational accountsGovernment and diplomatic businessLeisure travelMICE and group businessConferences, events, weddings, and social functionsWholesale and tour operatorsLuxury travel advisors and consortiaAirline, crew, long-stay, and extended-stay businessStrategic partnerships and local business communitiesGCC and international feeder marketsEstablish growth plans, account acquisition targets, retention strategies, and market-specific sales initiatives.4. Key Account ManagementManage and grow relationships with the hotel's most important accounts.Build strong partnerships with senior decision-makers, government stakeholders, travel professionals, event planners, DMCs, PCOs, and luxury travel advisors.Develop account plans with clear revenue targets and growth strategies.Conduct regular business reviews and monitor account performance.Ensure executive-level engagement for key clients and high-value customers.Drive account retention and revenue growth.5. MICE, Groups & EventsLead the development of group, conference, incentive, wedding, and event business.Build relationships with meeting planners, agencies, corporate organizations, and government entities.Optimize pricing, space utilization, and profitability in collaboration with Revenue Management and Operations.Monitor enquiry handling, conversion rates, and sales pipelines.Participate in major client negotiations and key events when required.6. Sales LeadershipLead, motivate, and develop a high-performing Sales team.Establish clear goals, KPIs, and performance expectations.Promote accountability, collaboration, proactive selling, and continuous improvement.Conduct coaching sessions, performance reviews, and regular sales meetings.Recruit, train, and retain talented sales professionals.Support succession planning and employee development.Monitor productivity, sales activities, account penetration, and revenue performance.7. Customer ExperienceEnsure all sales activities reflect the hotel's luxury service standards.Build strong relationships with customers before, during, and after stays or events.Personally engage with VIP guests, key accounts, and high-value groups.Review customer feedback and satisfaction results to identify improvements.Work closely with Operations to ensure commercial commitments are delivered consistently.Support customer retention, loyalty, and repeat business initiatives.8. Sales Channels & PartnershipsCollaborate with Area, Regional, and Global Sales teams to maximize business opportunities.Ensure clear account ownership, communication, and lead management processes.Represent the hotel at trade shows, networking events, sales missions, exhibitions, and industry conferences.Develop strong partnerships with tourism authorities, airlines, travel agencies, DMCs, PCOs, luxury travel networks, and corporate organizations.9. Market IntelligenceMaintain strong knowledge of local, regional, and international hospitality markets.Monitor competitor strategies, pricing, promotions, new openings, and market developments.Analyze market intelligence and recommend commercial actions.Stay informed on hospitality, tourism, government, diplomatic, business, and MICE trends.Provide commercial insights and recommendations to the General Manager and Executive Committee.10. Sales Administration & ReportingEnsure accurate maintenance of account information, sales activities, opportunities, and forecasts within CRM systems.Monitor pipeline performance, account production, conversion ratios, and business on the books.Produce regular sales reports with actionable analysis and recommendations.Ensure contracts, agreements, proposals, and commercial documentation comply with company standards.Maintain strong data accuracy and reporting integrity.Qualifications & ExperienceBachelor's degree in Hotel Management, Business Administration, Sales & Marketing, or a related discipline preferred.Minimum 8–10 years of progressive sales experience within the luxury/five-star hotel industry, with at least 3–5 years in a senior Sales leadership position.Proven track record of achieving and exceeding hotel sales and revenue targets.Strong experience in luxury hospitality, corporate sales, MICE, groups, leisure, and key-account management.Strong knowledge of the Qatar hospitality market and preferably GCC and international feeder markets.Existing relationships with key corporate, government, diplomatic, MICE, travel-trade, DMC, PCO, and luxury travel stakeholders are highly advantageous.Strong understanding of Revenue Management, forecasting, segmentation, pricing, distribution, and hotel commercial strategy.Demonstrated ability to lead, motivate, develop, and retain a high-performing sales team.Strong financial and commercial acumen.Excellent negotiation, presentation, communication, networking, and interpersonal skills.Strong analytical and strategic-thinking capabilities.Proficiency in hotel sales systems, CRM platforms, Microsoft Office, and relevant commercial reporting tools.Experience working with international hotel brands and Area/Regional/Global Sales structures is preferred.Fluency in English is essential; Arabic and/or additional languages would be an advantage.