All Accor

Global hotel management, franchising, loyalty program

Director of Sales

Field SalesUpdated on Nov 11

Full-timeOxford, UK£45 - £50 /yrIn-person

About the Job

Requirements

Hotel sales experience, ideally in a high-volume hotel with a large meetings and events operation.
Experience across meetings, incentives, conferences and exhibitions, corporate, and some leisure segments.
Experience with Lanyon/CVENT, Delphi, ANAIS, and Opera.
Experience with travel management company and meetings and events distribution platforms.
Reporting experience and prior team management experience.
Financial acumen, including profit and loss, budgets, and forecasts.
A commercial mindset.
Strategic and process-driven approach.
Organization and communication skills.
Must have the right to work in the United Kingdom.

Responsibilities

Target, qualify, and contract primarily local and global corporate accounts that are not yet using the property.
Grow current consortia accounts that can bring incremental revenue to the property and grow the business group segment through total account management or business development with travel management companies, key agencies, and destination management companies.
Maximize sales opportunities through strategic business development and relationships with the local area, chamber of commerce, destination management companies, tourism bureaus, and Accor stakeholders.
Manage the Sales office Manager, Events Coordinator, Reservation Coordinator, and Wedding Coordinator.
Create and implement a proactive sales strategy for group room accommodation, business groups, meetings and incentives groups, transient negotiated corporate business, and ancillary revenue streams including room hire and catering.
Negotiate and renegotiate requests for proposals in C-Vent.
Generate and prospect new business in the local market to grow corporate share while managing current accounts and developing a long-term plan to grow the existing portfolio.
Maximize room sales and incremental revenue for supplementary departments such as food and beverage and meetings and events.
Manage and grow current business group segments through direct channels, agencies, destination management companies, and other channels.
Perform daily sales activities, including lead generation, account management, face-to-face meetings, contracting and rate negotiation under the Director of Sales and Marketing’s direction, site inspections, trade show attendance, client entertainment, and domestic and international sales trips.
Achieve key performance metrics for appointments, revenue, new business, and account development.
Attend and assist with in-house marketing activities, familiarization trips, client hospitality evenings, presentations, show rounds, and promotional activities.
Work closely with the Accor Sales Network to help achieve the hotel’s overall corporate sales target.
Conduct sales trips to specified business areas domestically and internationally as required.
Produce reports of completed sales activity, including face-to-face client appointments, presentations, familiarization trips, and other related client interactions.
Update and maintain market-segment sales contact lists and account information in ANAIS, Delphi, and other systems as directed.
Compile sales packs and ensure adequate supplies of relevant stationery, brochures, and giveaways are available.
Liaise with front office and reservations about new corporate business opportunities, develop leads referred by those teams, act as an ambassador for the hotel and department, and coordinate, negotiate, and contract business while tracking production and volume generated by those teams.
Assist with office administration by ensuring accounts have the necessary documentation, contracts, contact forms, and current account development plans focused on corporate business.
Maintain familiarity with the hotel’s financial position and selling strategy compared with the previous year and current budget.
Monitor key competitors’ financial performance, client interactions, key accounts and corresponding rates, and property developments.
Attend weekly and monthly sales meetings.
Report monthly production and plan how to drive or recover producing and under-producing accounts.
Use sales systems to generate new leads and diversify the hotel’s business mix.
Present a professional, friendly, and efficient impression of the hotel.
Prioritize tasks related to guest comfort, satisfaction, and the impression guests receive of the hotel.
Establish good working relationships with guests, visitors, and colleagues, supporting effective teamwork across departments.
Contribute to guest satisfaction by providing high-quality personalized services throughout guests’ stays.
Participate in workplace consultation on health and safety matters under the hotel’s agreed arrangements.
Follow Accor health, safety, and environment policies and safe work practices, including safe manual handling, safe use of hazardous chemicals and machinery, working-at-heights procedures, maintaining a tidy work environment, and other required safety practices.
Ensure equipment is kept in good working order and used only for its intended purpose.
Participate in and contribute to the risk assessment process.
Maintain food-handling and presentation hygiene standards required by council and legislative regulations.
Remain fully familiar with departmental fire and evacuation procedures.

Desired Qualifications

Dynamic, self-motivated, and enthusiastic.
Dependable and adaptable.
Self-starter who is resilient and has an appetite for business development.

Job Description

The Director of Sales is responsible for targeting, qualifying and contracting predominately local and global corporate accounts not yet utilising the property. Additional targets are to grow current consortia accounts that can bring incremental revenue to the property and grow the business group segment through total account management or business development with TMC’s, key agencies and DMC’s. The Director of Sales will be proficient in maximising sales opportunities through strategic business development, building relationships with the local area, chamber of commerce, DMC’s, Tourism Bureau’s and leverage relationships with Accor stakeholders to name a few. This is an exceptional role for an entrepreneurial process led individual, focused on achieving results, personal development and working collaboratively within a dynamic sales and events team. All duties that are carried out should be conducted to the highest standard and in accordance with the hotel standards, company policies & procedures, objectives and legal requirements.

HOD position to manage team (Sales office Manager, Events Coordinator, Reservation Coordinator, Wedding Coordinator)

Create and implement a proactive sales strategy for Room accommodation in the Group (Business Groups and MICE Groups) & Corporate segment (Transient Negotiated) along with ancillary revenue streams not limited to F & B managed streams such as Room Hire & Catering
Contract negotiation and re-negotiation of RFP’s in C-Vent

Accountable for generating and prospecting new business from local market to grow corporate share whilst managing current accounts with long term plan to grow existing portfolio

To maximise room sales and incremental revenue for supplementary departments such as food & beverage and M & E

Manage/Grow current business groups segments, through direct channels, agencies, DMC’s and others to name a few

Perform day to day sales activity including lead generation, account management, face to face meetings, contracting & rate negotiation (under the DOSM’ direction), site inspections, attendance at trade shows, client entertainment and national/international sales trips

To achieve key performance metrics in appointments, revenue, new business and account development

Attend and assist with in-house marketing activities, familiarization trips, client hospitality evenings, presentations, show rounds and promotional activities

To work closely with the Accor Sales Network in order to assist with the achievement of the overall corporate sales target for the hotel

Carry out Sales Trips to all business areas as specified both domestically and internationally as required

Admin

Produce required reports of completed sales activity including details of face to face client appointments, presentations, familiarization trips and any other related client interaction

Update/maintain all market segment sales contact lists/account information in ANAIS, Delphi and other systems as directed

Compile sales packs and ensure that an adequate supply of relevant stationary, brochures, giveaways are in stock

To liaise with front office and reservations in regards to new corporate business opportunities, farming leads referred by respective teams, acting as ambassador for hotel and department, coordinating, negotiating and contracting business while ensuring production and volume is tracked for corporate business generated by respective teams

Assist with office administration ensuring all accounts have on file the necessary documentation, contracts, contact forms, and up to date Account Development Plans focused on corporate

Ensure constant familiarity with the hotels financial position and selling strategy versus previous year and current budget

Maintain awareness of the hotels key competitors’ financial performance, of their client interaction, their key account base and corresponding rates and any property developments

To attend Sales meetings weekly & monthly

Reporting on production monthly, while planning on driving/recovering accounts either producing/under producing

Utilising various sales systems to generate new leads and diversify hotels business mix

Guest Centric

To present a professional, friendly and efficient impression of the hotel at all times

To ensure that all tasks relating to guest comfort, guest satisfaction or the impression the guest receives of the hotel must be treated with utmost priority

To establish a good working relationship with guest, visitors and colleagues creating a team that works well together and with other departments

Contributes to guest satisfaction at all times by providing high quality personalised services throughout their stay.

Health & Safety

Participate in workplace consultation on matters pertaining to Health and Safety, as per the hotels agreed arrangements.
Comply with safe work practices by following Accor Health, Safety and Environment policies, including the use of safe manual handling techniques, safe use of hazardous chemicals and machinery, working at heights procedures, tidy work environment, and any other safety practice promoted and required by the Hotel
Ensure all equipment is kept in good working order and used only for the purpose for which it was intended.
Participate and contribute to the risk assessment process.
Maintain standards of hygiene for food handling and presentation as prescribed by council / legislative regulations.
Be fully conversant with departmental fire and evacuation procedures.

Qualifications

Hotel Sales experience (Ideally from large volume led hotel with large M & E operation)

Segments : MICE, Corporate & some Leisure

Lanyon/CVENT, Delphi, ANAIS, Opera

TMC & MICE distribution platforms

Reporting & Prior team management

Competent financial acumen e.g. P & L/ Budget / Forecasts

Dynamic, Self-motivated, Enthusiastic

Dependable and Adaptable

Commercial Mind-set

Self-Starter, resilient & appetite for business development

Strategic and Process driven

Organised with excellent communication

Additional Information

PERKS FOR YOU:

Employee benefit card offering discounted rates at Accor worldwide
Free and delicious meal breaks on duty
Complimentary stays in UK and North Ireland
Friends & Family discounts
30% food discounts in our restaurants
Pension Scheme
Learning programs through our Academies
Opportunity to develop your talent and grow within your property and across the world!

Candidates must have the right to work in the UK.

Compensation: 45 to 50 (GBP) (YEARLY)

About the Company

All Accor

Global hotel management, franchising, loyalty program

Accor is a global hospitality group with a wide range of hotel brands spanning economy to luxury. It earns revenue from room bookings, food and beverage services, and management fees from franchised properties, while providing hotel management and franchising services to partners. The company runs a loyalty program, A Club, to keep guests returning, and expands its capabilities through acquisitions like Adoria and a stake in Squarebreak to broaden its offerings. Its goal is to grow its footprint and deliver consistent, responsible guest experiences worldwide by leveraging global expertise and local know‑how, with a strong focus on sustainability.

Company size: 10,001+
Company stage: IPO
Headquarters: Issy-les-Moulineaux, France
Founded: 1967

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