Director of Sales

AccorHotel • Dallas, TX

5h

About The Position

The Director of Sales leads day-to-day sales execution across Group Sales, Business Travel, and Catering Sales at Fairmont Dallas. Reporting to the Director of Sales & Marketing, 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 Director 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 role works closely with Revenue Management, Conference Services, Operations, Marketing, and Accor/Fairmont commercial partners.

Fairmont Dallas is an iconic luxury hotel in the Dallas Arts District, with 545 guest rooms and suites and more than 73,000 square feet of flexible meeting space. It is part of Accor, a global hospitality leader with more than 45 brands and over 5,700 hotels worldwide.

Requirements

• At least 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.
• Ability to lead Group, Business Travel, and Catering Sales strategies while maintaining personal ownership of strategic accounts and measurable sales targets.
• Strong knowledge of complex group contracting, corporate negotiations, room-block management, market segmentation, and long-term 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; strong analytical capability in Microsoft Excel and related reporting tools.
• Confident and collaborative leadership style, with excellent communication, negotiation, coaching, and organizational skills, and a commitment to client service and follow-through.

Nice To Haves

• Convention-market experience is strongly preferred.
• Experience supporting a hotel renovation, repositioning, or periods of significant inventory disruption is preferred but not required.
• Experience with Opera Sales & Events (OSEM) is preferred.

Responsibilities

• Provide day-to-day leadership for Group Sales, Business Travel, and Catering Sales, translating commercial strategy into production goals, sales activity, priorities, and accountability.
• Personally manage an assigned strategic group market segment or portfolio of key accounts, with measurable targets for room nights, revenue, new business acquisition, and account growth.
• Lead prospecting, client engagement, site inspections, negotiations, and conversion of qualified opportunities, including complex conventions, citywide programs, and multi-year group business.
• Oversee Business Travel strategies, including corporate negotiated accounts, account retention, production reviews, and acquisition of high-value transient business.
• Direct Catering Sales performance across meetings, weddings, and social events, improving lead conversion and revenue production while aligning with Food & Beverage and event operations.
• Recruit, coach, and develop the sales team through pipeline reviews, individual production plans, feedback, succession planning, and performance management.
• Partner with Revenue Management on business mix, pricing, group evaluations, displacement analysis, and profitability.
• Own sales forecasting, booking pace, definite and tentative business, conversion metrics, and budget performance; identify shortfalls and implement action plans.
• Ensure disciplined use of Opera Sales & Events (OSEM), CRM, and reporting tools, including accurate account records, activity tracking, opportunity status, and forecasting data.
• Develop and execute sales plans to manage renovation-related inventory constraints, communicate approved timelines and limitations, protect client relationships, and build pipeline for 2028 and beyond.
• Review significant contract terms, concessions, attrition, and cancellation exposure, ensuring documentation and required commercial and financial approvals before commitments are made.
• Establish reliable handoffs to Conference Services and Operations, documenting guest and client commitments, VIP arrangements, special requests, and operational requirements.
• Maintain executive-level relationships with key accounts; respond to client concerns and ensure appropriate escalation, resolution, and follow-through.
• Strengthen partnerships with Accor Global Sales, Visit Dallas, industry organizations, and relevant travel and meeting intermediaries to generate business and expand market presence.

Benefits

• Paid time off
• Medical insurance
• Dental insurance
• Vision insurance
• 401K retirement savings plan
• Complimentary shift meal
• Discounted room rates at Accor hotels worldwide
• Professional development and learning programs through the Academy
• Career advancement opportunities, including national and international promotions

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Education Level: No Education Listed