Director of Corporate Sales

Here’s a comprehensive job description tailored for a Director of Sales at a luxury 5-star hotel in Mumbai.

Job Title: Director of Sales

Location: Mumbai, Maharashtra

Property: 5-Star Luxury Hotel

Department: Sales & Marketing

Reports To: General Manager

Job Summary

We are seeking an experienced, dynamic, and strategic Director of Sales to lead the sales team at our luxury 5-star hotel in Mumbai. In this role, you will be responsible for driving top-line revenue, executing sales strategies across key segments (Corporate, MICE, Diplomatic, High-Net-Worth Individuals, and Leisure), and elevating market share in one of India's most competitive hospitality markets.

The ideal candidate possesses deep relationships across corporate accounts, luxury travel networks, and event planners in Mumbai and major feeder markets, combined with a strong analytical focus on RevPAR, RGI, and yield management.

Key Responsibilities

Strategic Leadership & Revenue Growth

• Develop and execute annual sales plans and commercial strategies to achieve or exceed budget, room revenue, F&B/banquet revenue, and market share (RGI) targets.
• Work closely with the Revenue Management and Marketing teams to analyze market trends, market mix, competitor pricing, and demand forecasts to maximize yield.
• Monitor competitor activity, industry trends, and economic indicators in Mumbai to continuously refine sales strategy.

Account & Business Development

• Build and maintain strong relationships with key corporate decision-makers, luxury travel agencies, event management companies, TMCs, and event planners.
• Proactively solicit new corporate accounts, high-profile MICE business, social events, and weddings.
• Lead contract negotiations, RFP submissions, and key client entertainment to secure multi-year agreements and preferred-supplier status.

Team Management & Development

• Lead, mentor, and motivate the hotel sales team, fostering a high-performance, accountable sales culture.
• Establish clear key performance indicators (KPIs) and sales targets for team members, conducting regular performance evaluations and coaching.
• Overseational workflow, room/banquet space allocations, sales commission structures, and CRM hygiene (e.g., Opera, Salesforce, or Delphi).

Cross-Functional Collaboration & Client Service

• Collaborate with Operations, Catering & Banquets, and Front Office teams to ensure seamless execution of large group bookings, VIP events, and key corporate accounts.
• Act as a key ambassador for the hotel at industry networking events, trade shows, and corporate receptions in Mumbai and major regional markets.

Required Qualifications & Experience

• Education: Bachelor’s degree or Diploma in Hotel Management, Hospitality, Business Administration, or Marketing.
• Experience: 8–12+ years of total sales experience in the luxury hospitality sector, with at least 3–5 years in a Director of Sales / Associate DOS role at a 5-star or luxury hotel property in Mumbai.
• Market Knowledge: In-depth understanding of the Mumbai hospitality landscape (MMR corporate ecosystem, BKC, South Mumbai, and Airport micro-markets).
• Track Record: Proven history of consistently exceeding sales targets, driving RevPAR growth, and managing large-scale MICE/wedding business.

Key Competencies

• Strong commercial acumen and fluency in hotel metrics (RevPAR, ADR, GOPPAR, Market Share Index).
• Exceptional negotiation, contract-drafting, and presentation skills.
• Proficiency with hotel technology stack (PMS like Opera, CRM systems, Delphi/Salesforce, Revenue tools).
• Strong leadership, conflict-resolution, and team-building capabilities.
• High emotional intelligence and comfort interacting with C-suite executives, high-net-worth clients, and VIP guests.