Senior Director of Sales

About the role

Fairmont Singapore and Swissôtel The Stamford, two Accor hotels in the heart of Singapore's shopping, dining and entertainment districts, are looking for a Senior Director of Sales. The role covers sales administration, personnel development, sales planning, communications, personal account servicing and inventory management, and reports on room revenue, RevPAR and sales KPIs.

Key responsibilities

• Establish leads and partnerships to meet groups, corporate, leisure, MICE, airline, luxury consortia and other room-night goals, and build ongoing client relationships
• Monitor sales production, adjust account coverage and priorities, and set account qualification criteria using market research
• Monitor weekly activity of Senior and Sales Managers and develop the annual sales budget and programs
• Report on room revenue, RevPAR/market share (STR) index and segment KPIs, and update ANAIS, Delphi and Salesforce accurately
• Recruit, train and coach sales staff, run the incentive plan, maintain personnel policies and build succession plans for Sales Directors and Managers
• Take part in the rolling commercial action plan, manage the RFP season, annual roadshows and trade fairs, and oversee commercial audits
• Manage forecasts for all segments, identify low-volume periods and coordinate with Revenue Management, Marketing and Banquet/F&B teams
• Serve key accounts jointly with Sales Managers, especially the luxury segment, and keep corporate transient contracts in a central file
• Monitor transient bookings against availability and room types, and follow safety, health, security and loss control policies

Required profile

• Bachelor's degree or diploma in Hospitality Management, Business Administration, Marketing or a related field
• Minimum 8 years of progressive hotel sales experience, including at least 3-4 years in a department head or senior sales leadership role managing Sales Managers and/or Directors
• Proven track record of revenue growth, sales target achievement and strategic business planning in luxury or upscale hospitality
• Experience managing Corporate, MICE, Leisure, Wholesale and Luxury Consortia accounts