Director of Sales & Marketing

Job Summary

The Director of Sales & Marketing is responsible for developing and executing the hotel's integrated commercial strategy to maximise revenue, market share, and long-term profitability across all business segments, including Corporate, Meetings, Incentives, Conferences and Exhibitions (MICE), Leisure, Food and Beverage, and Events. The role provides strategic leadership to the Sales, Events & Catering, Marketing Communications, and Commercial Development teams, ensuring alignment between commercial priorities and operational objectives. The position fosters trusted and productive partnerships with guests, clients, travel partners, owners, and internal stakeholders to maximise top-line revenue, strengthen brand value, and support business growth through timely market intelligence and commercial insights.

Areas of Focus

This role focuses on commercial strategy, sales leadership, revenue generation, marketing alignment, customer acquisition, corporate partnerships, distribution strategy, market intelligence, business development, and team leadership. The position ensures all commercial activities support sustainable business growth while strengthening the hotel's market position and competitive advantage.

Strategic Responsibilities / Duties

1. Develop and execute the hotel's integrated sales and marketing strategy to achieve revenue, market share, and profitability objectives.
2. Lead and manage the Sales, Events & Catering, Marketing Communications, and Commercial Development teams to deliver commercial performance and operational excellence.
3. Establish annual commercial objectives, budgets, business plans, and performance targets aligned with the hotel's strategic priorities.
4. Drive proactive business development initiatives to acquire new corporate, Meetings, Incentives, Conferences and Exhibitions, leisure, airline, travel trade, and consortia business.
5. Develop strategies to maximise revenue opportunities across all market segments while increasing the hotel's fair market share.
6. Lead the annual corporate Request for Proposal programme, including account selection, pricing strategy, negotiations, contract execution, and performance evaluation.
7. Develop and maintain strategic relationships with multinational corporations, travel management companies, airline partners, destination management companies, industry associations, and key intermediaries.
8. Oversee strategic account management to maximise production, account retention, and long-term commercial partnerships.
9. Work closely with Revenue Management to develop pricing strategies, business mix optimisation, demand generation initiatives, and revenue enhancement opportunities.
10. Collaborate with the General Manager and Director of Finance to develop commercial strategies that improve Revenue per Available Room, profitability, and overall business performance.
11. Lead the development and execution of integrated marketing initiatives to strengthen brand awareness, customer engagement, and revenue generation.
12. Ensure alignment between Sales, Marketing Communications, Revenue Management, and Operations to deliver consistent commercial strategies and guest experiences.
13. Oversee participation in trade shows, sales missions, networking events, industry conferences, and international business development activities.
14. Monitor market conditions, competitor activities, customer trends, and emerging business opportunities, providing timely commercial intelligence and strategic recommendations.
15. Develop strategic partnerships with hotel representation companies, consortia, online travel agencies, and distribution partners to maximise commercial opportunities.
16. Build, mentor, and develop a high-performing commercial leadership team through coaching, succession planning, and performance management.
17. Review commercial performance through regular analysis of key performance indicators, sales productivity, pipeline management, conversion ratios, and market share performance.
18. Manage departmental budgets, resource allocation, and investment priorities to maximise return on commercial expenditure.
19. Ensure compliance with company policies, contractual obligations, regulatory requirements, and commercial governance standards.
20. Perform other duties as assigned by the direct reporting manager.

Key Skills and Requirements

1. Bachelor's Degree in Marketing, Business, Hospitality Management, or a related discipline a Master of Business Administration qualification is advantageous.
2. Minimum 10 years of progressive commercial leadership experience within the hospitality industry, including at least 5 years in a senior sales and marketing leadership position.
3. Proven track record of leading integrated commercial functions, including Sales, Marketing, Revenue Management, and Events, with responsibility for achieving revenue and profitability targets.
4. Strong experience managing corporate Request for Proposal programmes, strategic account development, contract negotiations, and commercial partnerships.
5. Extensive knowledge of corporate, Meetings, Incentives, Conferences and Exhibitions, leisure, airline, travel trade, wholesale, and consortia market segments.
6. Strong commercial acumen with demonstrated success in revenue generation, market share growth, pricing strategy, business development, and commercial planning.
7. Excellent leadership, stakeholder management, negotiation, communication, and presentation skills with the ability to influence senior business partners and key clients.
8. Hands-on experience with hotel commercial systems including Delphi, Opera, Customer Relationship Management platforms, Agency360,Demand360, Lighthouse, Cvent, and Lanyon is highly advantageous.

We regret that only shortlisted candidate will be notified.