Director Of Sales And Distribution

Job Description

PRIMARY RESPONSIBILITIES:

Sales Leadership

• Develop and execute comprehensive sales strategies to achieve revenue targets, market share, and occupancy goals
• Lead the sales team through providing mentorship, guidance, and motivation to achieve individual and collective performance objectives
• Foster a culture of excellence, teamwork, and accountability within the sales department
  
  

• Conduct thorough market analysis to identify emerging trends, competitive positioning, and potential growth opportunities
• Collaborate with the marketing team to align sales strategies with the overall brand and marketing initiatives
  
  

• Oversee the management of all distribution channels, including Online travel agencies (OTAs), Global Distribution Systems (GDS), direct sales, and partnerships
• Monitor channel performance, adjust pricing strategies, and negotiate contracts to maximise revenue and profitability
  
  

• Cultivate relationships with key Corporate clients, Travel Management Company (TMC), Destination Management Company (DMC), Leisure Wholesalers, Travel Agencies, Tour Operators, Online Travel Agencies (OTA), Profesional Conference Organiser (PCO), Wedding Planners, Event Planners, National Tourism Organisations and other stakeholders to drive business and establish long-term partnerships
• Represent the hotel at industry events, conferences, and networking opportunities to expand the hotel’s presence
  
  

• Collaborate with the revenue management team to develop pricing strategies, packages, and promotions that elevate revenue and occupancy levels
• Monitor competitors’ pricing and adjust strategies accordingly
  
  

• Recruit, train, and develop a high-performing sales team, foster a culture of continuous learning and professional growth.
• Set clear performance goals, conduct regular performance evaluations, and provide constructive feedback
  
  

• Generate regular sales reports, performance metrics, and forecasts for the senior management team
• Utilise data-driven insights to make informed decisions and identify areas for improvement
  
  

• Collaborate with other department heads, including marketing, operations, and finance, to ensure seamless cross-functional alignment and execution of business strategies.
  
  

• Bachelor’s degree in Business, Hospitality Management, or a related field. A Master’s degree is a plus.
• Proven track record of success in hotel sales and distribution, with at least ten years of experience in a leadership role
• Strong analytical and strategic thinking abilities
• Excellent communication and negotiation skills
• Proficiency in using sales and customer relationship management (CRM) software
• In-depth knowledge of hotel market and industry trends
• Demonstrated ability to build and maintain strong relationships with clients and partners
• Flexibility to travel and attend industry events as required