Director of Sales

Summary of Position

Reporting to the Director of Sales & Marketing, the Director of Sales leads day-to-day sales execution across Group Sales, Business Travel (BT) and Catering Sales. This is a hands-on, producing leadership role with direct accountability for team performance and an assigned strategic market segment or portfolio of key accounts. The position drives profitable revenue growth, accurate forecasting, strong client relationships and disciplined sales execution, while supporting the hotel through renovation-related displacement and building demand for 2028 and beyond. The Director of Sales works closely with Revenue Management, Conference Services, Operations, Marketing and Accor/Fairmont commercial partners. 

Responsibilities

•  Provide direct day-to-day leadership for Group Sales, Business Travel and Catering Sales; translate the hotel’s commercial strategy into clear production goals, sales activity, priorities and accountability.

•  Personally manage an assigned strategic group market segment or portfolio of key accounts, with measurable individual targets for room nights, revenue, new business acquisition and account growth.

•  Drive proactive prospecting, client engagement, site inspections, negotiations and conversion of qualified opportunities, including complex conventions, citywide programs and multi-year group business.

•  Oversee Business Travel sales strategies, including corporate negotiated accounts, account retention, production reviews and targeted acquisition of high-value transient business.

•  Direct Catering Sales performance across meetings, weddings and social events, strengthening lead conversion, revenue production and alignment with Food & Beverage and event operations.

•  Recruit, coach and develop a high-performing sales team through regular pipeline reviews, individual production plans, constructive feedback, succession planning and performance management.

•  Partner with Revenue Management on business mix, pricing, group evaluations, displacement analysis and overall profitability; prioritize profitable total-hotel revenue rather than volume alone.

•  Maintain ownership of sales forecasting, booking pace, definite and tentative business, conversion metrics and budget performance; identify shortfalls early and implement measurable action plans.

•  Ensure disciplined use of Opera Sales & Events (OSEM), CRM and sales reporting tools, with accurate account records, activity tracking, opportunity status and forecasting data.

•  Develop and execute sales plans to manage renovation-related inventory constraints, communicate approved timelines and limitations accurately, protect client relationships and build a strong pipeline for 2028 and beyond.

•  Review significant contract terms, concessions, attrition and cancellation exposure, ensuring proper documentation and required commercial and financial approvals before commitments are made.

•  Establish reliable handoffs to Conference Services and Operations, with complete documentation of guest and client commitments, VIP arrangements, special requests and operational requirements.

•  Maintain executive-level relationships with key accounts, respond promptly to client concerns and ensure appropriate escalation, resolution and follow-through when service or delivery issues arise.

•  Strengthen partnerships with Accor Global Sales, Visit Dallas, industry organizations and relevant travel and meeting intermediaries to generate incremental business and expand market presence.