Head of Hospitality Sales

Role Overview

This role owns the commercial engine behind a hospitality business — setting the revenue direction across accommodation, conference and event space, group travel, dining and other income streams, then making sure the team actually delivers against it. The work swings between coaching account managers, sitting across the table in rate and contract negotiations, and reading pipeline and conversion data closely enough to see where business is stalling before it is lost. Success shows up as a stronger calendar across every revenue line, a wider base of repeat clients and partners, and pricing decisions that are backed by evidence rather than instinct.

Key Responsibilities

• Convert the property's revenue objectives into workable annual, quarterly and monthly sales plans, each carrying named targets, priorities and KPIs the team can be held to.
• Grow income across rooms, MICE, conferences, events, food and beverage and group business, while opening new markets, customer segments and partnerships that expand share and profitability.
• Keep a live pipeline spanning corporate, institutional, leisure, group, MICE, travel agency and tour operator demand, and carry each opportunity from first enquiry through proposal, follow-up, negotiation and confirmed booking.
• Hold and expand major corporate, institutional and agency accounts, turning them into renewals, referrals and long-term relationships rather than one-off transactions.
• Negotiate corporate rates, group bookings, packages and commercial agreements, staying within the approved company framework.
• Lead, coach and hold the sales team to account — agreeing individual targets, running pipeline reviews and tracking performance against them.
• Coordinate closely with Marketing on campaigns, promotions, packages and lead generation, and with Reservations, Front Office, Food and Beverage and Operations so that confirmed business is delivered to the standard it was sold at.
• Track market trends, competitor activity and shifting customer preferences, and report regularly on pipeline, conversion, occupancy and revenue performance with practical recommendations for improving commercial results.

Requirements & Qualifications

• Diploma or bachelor's degree in Sales, Marketing, Hospitality Management, Business Administration or a closely related discipline.
• A minimum of five years in hospitality sales, business development or a comparable commercial position, ideally gained within a hotel, lodge, resort or hospitality group.
• A demonstrable record of meeting sales and revenue targets, winning new business and managing key corporate, institutional and agency accounts.
• Broad exposure across the hospitality sales mix — accommodation, MICE, conferences, events, food and beverage, partnerships and account management — together with experience leading and developing a sales team.
• Strong commercial, analytical and financial judgement, including proficiency with CRM systems, sales pipeline management and reporting, and the ability to turn market data into growth decisions.

Why This Role Stands Out

• Ownership of the full commercial picture rather than a single segment — the brief covers accommodation, MICE, events, dining, groups and partnerships.
• A genuine leadership mandate: setting targets, coaching the team and driving accountability for results.
• Regular external visibility, representing the property at client meetings, site inspections, trade shows, exhibitions, networking events and industry forums.
• Close working partnerships with Marketing, Reservations, Front Office, Food and Beverage and Operations, putting you at the centre of how the business performs.