Director of Sales

Job Description

The Director of Sales leads the hotel’s day-to-day sales operations across all market segments. The role focuses on driving revenue growth, developing profitable business opportunities, managing key Leisure accounts, and ensuring the Sales team consistently achieves its financial and operational objectives.

Key Responsibilities

• Supervise the daily activities of the Sales team across all assigned market segments.
• The Director of Sales needs to implement departmental standards, strategies, quality guidelines established by Ibis Styles Johor Iskandar Puteri.
• Lead the department’s financial, administrative, and operational activities.
• Assist in preparing sales reports, annual business plans, revenue forecasts, and departmental expense budgets.
• Manage and develop top-producing accounts within the Leisure segment, ensuring agreed revenue targets are achieved.
• Identify and secure new business opportunities while developing existing accounts into profitable, long-term partnerships.
• Develop, implement, monitor, and evaluate sales strategies designed to achieve and exceed forecasted Rooms and Food & Beverage revenue.
• Conduct regular sales calls, account reviews, market analysis, and competitor assessments to identify new opportunities.
• Train, coach, motivate, and develop Sales team members to improve performance and support career growth.
• Maintain strong working relationships with clients, business partners, hotel departments, and regional sales teams.
• Ensure all sales activities and documentation comply with company policies, procedures, and relevant operational standards.
• Maintain a thorough understanding of the hotel’s emergency procedures and remain prepared to respond appropriately when required.
• Participate in task-force assignments and provide Sales support for new hotel openings when requested.

Qualifications

Alongside these key competencies, the incumbent of the role will be required to demonstrate the fundamentals of the company’s Heartist service culture to be responsive, respectful and deliver a great experience.

Leading Myself

• Positive Orientation
• Operational Decision Making
• Self-Development & Management

Leading Others

• Developing an Empowered Team
• Leading an Engaged and Diverse Team
• Communication

Leading the Business

• Advocating Guest Passion
• Business Planning and Analysis
• Business Improvement and Change

Experience/Certificates/Education

• Experience: At least 3–5 years of experience in revenue management or related roles in the hospitality industry, ideally in a luxury hotel setting.
• Education: Bachelor’s Degree in Hospitality Management, Business Administration, or a related field.
   
• Skills & Attributes:

• Strong knowledge of revenue management principles, including forecasting, pricing strategies, and market segmentation.
• Experience with revenue management software and proficiency in using Excel for data analysis and reporting.
• Solid understanding of hotel distribution channels, GDS systems, OTAs, and direct booking platforms.
• Strong analytical and problem-solving skills with the ability to interpret data and make data-driven decisions.
• Excellent communication and interpersonal skills to collaborate effectively with other departments and external partners.
• Knowledge of the Malaysia hospitality market and trends would be an advantage.

Additional Information

WHY WORK FOR ACCOR

• Employee benefit card offering discounted rates at Accor hotels worldwide.
• Develop your talent through Accor’s learning programs.
• Opportunity to grow within your property and across the world!
• Ability to contribute to the community and make a difference through our Corporate Social Responsibility and Environmental, Social, and Governance (ESG) activities.