Senior Hospitality Sales Manager, North America - Luxury B2B Sales

Frette•New York, NY

1d•$150,000•Hybrid

About The Position

The Senior Hospitality Sales Manager, North America drives the growth and development of Frette’s Hospitality business across the United States, Canada, and Mexico. Reporting to the Director of Hospitality Sales, FNA & Global Accounts, the role translates commercial priorities into a regional sales strategy and directly manages strategic accounts and high-value opportunities. The role has direct reports and leads and develops a team of business development professionals by setting individual goals, providing ongoing coaching, and managing performance. It combines regional planning with active selling, including prospecting, senior client relationship management, and complex negotiations, while coordinating with internal teams to support project execution and ongoing account growth. Success is measured by achievement of regional sales and profitability targets, acquisition of new hospitality clients, growth of strategic accounts, development of a qualified pipeline, forecast accuracy, and effective leadership and development of direct reports.

Requirements

At least 8 years of progressive B2B sales or business development experience.
Proven success acquiring new clients, growing strategic accounts, and achieving sales and profitability objectives across a regional or multi-market territory.
Previous experience directly managing sales or business development employees, including setting goals, providing ongoing coaching, and managing performance.
Demonstrated ability to manage complex sales cycles, negotiate commercial agreements, and build trust with senior stakeholders.
Effective leadership skills, including motivating a team, delegating responsibilities, providing actionable feedback, and addressing performance gaps.
Excellent listening, communication, and presentation skills, with the ability to understand client priorities, influence decisions, and gain alignment.
Sound commercial judgment, balancing client needs with profitability, operational capabilities, and company priorities.
Proactive and accountable, with initiative to pursue new opportunities and consistently follow through on commitments.
Strong collaboration and problem-solving skills, including the ability to coordinate across departments and resolve client or project challenges constructively.
Adaptability and resilience when navigating long sales cycles, setbacks, and changing business priorities.
Strong organization and prioritization skills, balancing direct selling, team leadership, and regional market coverage.
Proficiency in Salesforce for pipeline management, forecasting, and reporting.

Nice To Haves

Experience in luxury hospitality, hospitality textiles, or a related sector.
Strong understanding of the North American luxury hospitality market and its purchasing processes; an established network of hospitality decision-makers is strongly preferred.
Bachelor’s degree in Business, Marketing, Hospitality, or a related field preferred.

Responsibilities

Develop and execute the North American hospitality sales plan in partnership with the Director of Hospitality Sales, identifying priority markets, client segments, and growth opportunities to achieve regional sales and profitability objectives.
Lead new business development across luxury hotels, resorts, hotel groups, ownership and management companies, developers, procurement organizations, and design partners.
Directly manage strategic accounts and complex sales opportunities, building relationships with senior decision-makers and developing account plans that support repeat business and portfolio expansion.
Oversee the full client acquisition cycle, from lead qualification and presentations through proposals, negotiations, onboarding, and first order confirmation.
Prepare and oversee proposals and quotations; negotiate pricing and commercial terms within company guidelines and approval requirements, balancing revenue growth with profitability.
Lead, coach, and develop the business development team, establishing individual and team goals, prospecting expectations, pipeline standards, and regular performance reviews.
Conduct regular pipeline and account reviews to assess opportunity quality, conversion, timing, and risks; address performance gaps through clear action plans and ongoing coaching.
Maintain accurate and current Salesforce records, including client activity, project status, opportunity value, and expected close dates; provide timely forecasts and commercial reporting to the Director of Sales.
Partner with Customer Service, Product Development, Supply Chain, and other internal teams to align client requirements, product specifications, lead times, and project commitments, and support a smooth handover for order execution.
Coordinate the resolution of client concerns and project issues, escalating when needed and protecting long-term relationships and Frette’s service standards.
Analyze sales performance, market potential, competitive activity, and hospitality development trends; recommend adjustments to priorities and identify opportunities for special projects and product development.
Represent Frette at client meetings, trade shows, conferences, and industry events; plan travel and market coverage to maximize client engagement and return on investment.