Director, Sales

AccorHotel•Washington, DC

6d•$140,000 - $175,000

About The Position

Our Mindset / Who we are We believe in performance, agility, innovation, fun, collective intelligence, and empowerment. We take great pride in celebrating successes, yet we do also accept to fail so we can bounce back even stronger. We are empowered and fully accountable. Everyone is encouraged to take ownership, make decisions and drive impact. We act as One team. Global, Regions and Hotels build and drive our commercial and marketing strategy together, support each other and grow collectively. We learn from each other, we win collectively. Your Mission / What you will be accountable for As Director of Sales, you oversee the development and execution of the hotel’s sales strategy on all segments and regions. Reporting to the General Manager working in close collaboration with the Revenue Management, Marketing and Ecommerce teams, you’ll drive the hotel’s revenue growth across Rooms, F&B, MICE, Wellness and beyond. More than managing and converting incoming leads, you will champion a culture of proactivity — creating opportunities, building meaningful connections, and inspiring the team to shape our own path to success. We believe results are not left to chance, but crafted with vision, ambition, and action. You will be fully accountable for achieving our annual B2B revenue targets. Role Description / What you will do Sales Leadership Play a key role in the budget planning process by defining ambitious targets by segment and feeder market Develop and implement an annual sales strategy that targets luxury leisure, corporate, MICE and group segments Nurture key partnerships in coordination with Accor global sales office, with luxury travel advisors (Amex FHR), consortia (Virtuoso, Signature), corporate clients and MICE Represent the hotel at industry events, trade shows, and networking functions to promote the property and generate qualified leads Organize and participate in sales missions, fam trips, client meetings, and promotional activities to enhance hotel visibility and attract new business opportunities Coordinate cross-functional internal teams to ensure every event is flawlessly executed and becomes a memorable, impactful experience for clients Sales Performance Drive the sales team performance through data-driven decision-making and regular business reviews Analyse market trends, competitive benchmarks and guest insights to identify new opportunities Regularly audit booking channels, including online booking tools (OBTs) and self booking tools (SBTs) Collaborate with the [General Manager/Commercial & Marketing Director], Revenue, and Ecommerce Leaders to define the optimal business mix and contribute to monthly forecasts to improve accuracy, while developing targeted strategies for varying demand periods Work closely with Revenue Management and F&B teams to streamline and accelerate the quotation process, ensuring every lead receives a fast, high-quality response that maximizes conversion potential Leverage the ALL Accor loyalty program to drive guest engagement and business growth Team Development Recruit, train and mentor a high-performing sales team Ensure every sales fundamental is impeccably executed, from lead capture to post-stay engagement, in full alignment with the brand’s SOPs Foster a culture of excellence, accountability and guest-centric service Levers / How you will drive results Client relationships (Direct & Indirect), B2B loyalty programs, B2B CRM tools and sales analytics (ANAIS), Online RFP platforms, MICE preferred agreements, TMC and consortia preferred agreements, Corporate & leisure FIT, Online leisure groups, Tradeshows, Famtrip, Sales missions Deliverables & KPIs / How success will be measured RevPAR, ADR, Total Revenue, RGI, Sales roadmap, B2B revenue, B2B loyalty contribution, Conversion rate, Lead response time, RPS, LQA, Loyalty members RPS

Requirements

5+ years of experience in sales in luxury hospitality
Data-driven with a strong business sense and the ability to think critically, make strategic decisions, and contribute effectively to budgeting processes
Excellent interpersonal skills with the ability to build strong relationships with external partners, and luxury clientele.
Energized by teamwork between Sales, Marketing, Revenue and Ecommerce teams
Very good verbal and written communication skills in English
Bachelor’s degree in Marketing, Hospitality, or Business
Must be legally authorized to work in the U.S.A.

Responsibilities

Play a key role in the budget planning process by defining ambitious targets by segment and feeder market
Develop and implement an annual sales strategy that targets luxury leisure, corporate, MICE and group segments
Nurture key partnerships in coordination with Accor global sales office, with luxury travel advisors (Amex FHR), consortia (Virtuoso, Signature), corporate clients and MICE
Represent the hotel at industry events, trade shows, and networking functions to promote the property and generate qualified leads
Organize and participate in sales missions, fam trips, client meetings, and promotional activities to enhance hotel visibility and attract new business opportunities
Coordinate cross-functional internal teams to ensure every event is flawlessly executed and becomes a memorable, impactful experience for clients
Drive the sales team performance through data-driven decision-making and regular business reviews
Analyse market trends, competitive benchmarks and guest insights to identify new opportunities
Regularly audit booking channels, including online booking tools (OBTs) and self booking tools (SBTs)
Collaborate with the [General Manager/Commercial & Marketing Director], Revenue, and Ecommerce Leaders to define the optimal business mix and contribute to monthly forecasts to improve accuracy, while developing targeted strategies for varying demand periods
Work closely with Revenue Management and F&B teams to streamline and accelerate the quotation process, ensuring every lead receives a fast, high-quality response that maximizes conversion potential
Leverage the ALL Accor loyalty program to drive guest engagement and business growth
Recruit, train and mentor a high-performing sales team
Ensure every sales fundamental is impeccably executed, from lead capture to post-stay engagement, in full alignment with the brand’s SOPs
Foster a culture of excellence, accountability and guest-centric service