Director of Sales

AccorHotel•Dallas, TX

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 position 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 Director of Sales works closely with Revenue Management, Conference Services, Operations, Marketing, and Accor/Fairmont commercial partners.

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 and strong analytical capability in Microsoft Excel and related reporting tools.
Confident, collaborative leadership style and excellent communication, negotiation, coaching, and organizational skills, with commitment to client service and follow-through.

Nice To Haves

Convention-market experience.
Experience supporting a hotel renovation, repositioning, or period of significant inventory disruption.
Experience with Opera Sales & Events (OSEM).

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 individual 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, revenue production, and coordination 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 sales reporting tools, maintaining accurate account records, activity tracking, opportunity status, and forecasting data.
Develop sales plans for renovation-related inventory constraints, communicate approved timelines and limitations, protect client relationships, and build a pipeline for 2028 and beyond.
Review significant contract terms, concessions, attrition, and cancellation exposure, ensuring documentation and required commercial and financial approvals.
Ensure complete handoffs to Conference Services and Operations, including guest and client commitments, VIP arrangements, special requests, and operational requirements.
Maintain executive-level relationships with key accounts and manage client concerns through appropriate escalation, resolution, and follow-through.
Build partnerships with Accor Global Sales, Visit Dallas, industry organizations, and travel and meeting intermediaries to generate business and expand market presence.