Associate Director of Sales

Key duties:

• Lead, mentor and develop the Conference & Events Sales, Event Planning and Business Development (MICE) teams, fostering a high-performing, collaborative and commercially focused culture through coaching, recruitment, succession planning and performance management.
• Drive achievement of the annual Conference & Events revenue budget across accommodation, venue hire, food & beverage and audio-visual revenue streams, ensuring strong profitability and commercial outcomes.
• Maximise Conference & Events performance by optimising yield management, business mix, function space utilisation, conversion, operational flow-through and overall profitability.
• Develop and implement strategic sales initiatives to grow Conference & Events, Corporate and MICE business, maximise assigned accounts and identify new revenue opportunities.
• Build and maintain strong client relationships through proactive account management, contract negotiations, site inspections, networking and client engagement while securing new business opportunities.
• Collaborate with Commercial, Revenue, Marketing and Operational teams to optimise demand, pricing strategies, forecasting, budgeting and the delivery of exceptional client experiences.
• Partner with the Director of Sales and Director of Sales & Marketing on commercial planning, including budgeting, forecasting, pricing initiatives and the development of new revenue strategies.
• Oversee the effective utilisation of Delphi, ensuring data integrity, pipeline accuracy, compliance and accurate reporting of sales activity, forecasts and conversion performance.
• Monitor and report on departmental performance through regular analysis of sales activity, pipeline, conversion, monthly reporting and ad hoc commercial reporting.
• Champion the ALL – Accor Live Limitless loyalty program within the sales process, identifying opportunities to increase client engagement, recruitment and loyalty participation.
• Drive continuous improvement in the client experience by overseeing client feedback, service recovery initiatives and maintaining awareness of market conditions, competitor activity and emerging industry trends.
• Deputise for the Director of Sales as required, representing the Commercial department in meetings and presenting business performance, forecasts and strategic initiatives to internal stakeholders.