Director of Sales
We are looking for a highly qualified Director of Sales to lead the commercial strategy of an exclusive property in the luxury hospitality sector. The role will be an integral part of the Sales & Marketing team and, reporting directly to the Director of Sales & Marketing, will play a key role in defining, implementing, and evolving the property’s commercial positioning across international markets.
The ideal candidate combines a strong strategic vision with solid operational expertise, a natural results-oriented mindset, and proven experience in managing teams and complex markets.
Key Responsibilities
Commercial Strategy & Business Development
* Contribute to defining the annual commercial strategy, developing plans for all segments and channels (leisure, corporate, high-end travel designers, wholesale, private events) in line with the property’s overall objectives.
* Identify new growth opportunities through analysis of global luxury trends, competitive dynamics, market demand evolution, and customer purchasing behavior.
* Develop strategic partnerships with key industry stakeholders (luxury travel agencies, consortia, niche operators, DMCs, top-tier corporate clients).
Account Management & Sales Execution
* Proactively manage a portfolio of priority markets (defined with management), nurturing relationships with top clients and strengthening the property’s presence in high-potential areas.
* Conduct advanced prospecting activities, roadshows, sales calls, highly customized site inspections, and attend international trade shows and sales missions to maximize the destination’s visibility.
* Oversee the sales pipeline, ensuring a constant flow of qualified opportunities and efficient management of acquisition and conversion processes.
Revenue Management, Forecasting & Performance
* Collaborate with the Revenue & Reservations team to develop accurate forecasts, define the annual budget, optimize pricing, and balance demand across the year.
* Monitor commercial and financial performance (KPIs such as RevPAR, ADR, Occupancy, GOP, Total Revenue), identify variances, and implement corrective actions.
* Ensure optimal yield management of spaces and pricing, evaluating opportunities to increase average guest value and market share.
Team Leadership & Management
* Lead the Sales team with authoritative, inclusive, and competency-focused leadership.
* Set individual and departmental objectives, continuously measuring performance and supporting the professional growth of team members.
* Foster a commercial culture based on collaboration, accountability, service excellence, and results orientation.
* Ensure effective and consistent communication within the department and across operational teams.
Coordination & Reporting
* Participate in key meetings (daily business review, revenue meetings, P&L reviews, marketing strategy meetings), providing detailed analysis, insights, and strategic recommendations.
* Prepare comprehensive reports on market performance, results achieved, competitor analysis, campaign progress, and short- and medium-term forecasts.
* Collaborate with Marketing to develop targeted campaigns, special packages, content, and brand positioning initiatives.
Requirements
* Minimum of 6years of Sales experience in the luxury hospitality sector, with at least 3 years in a comparable managerial role.
* In-depth knowledge of international luxury standards, including LQA/Forbes best practices, guest experience management, upselling techniques, and high-level relationship management.
* Advanced proficiency in Opera PMS and key sales & CRM management systems.
* Fluent in Italian and English, with excellent communication, negotiation, and public speaking skills.
* Strong analytical skills, results-oriented, proactive, and strategically minded.
* Proven people management skills, with the ability to motivate, coach, and develop team members.
* Professional elegance, discretion, empathy, and the ability to build long-lasting, high-level relationships.
Location: Tuscany
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