Director of Sales

Italian Hospitality Collection | Full time

Director of Sales - Leisure | IHC

Italian Hospitality Collection is a portfolio of hotels, resorts and spas, hand-picked for their beauty, history and enchanting surroundings.

Chia Laguna Resort in Sardinia , featuring 3 different hotels - Conrad Chia Laguna Sardinia, Baia di Chia Resort Sardinia - Curio Collection by Hilton, and Hotel Village, with a total of 424 keys and a conference centre with 8 meeting rooms for up to 900 delegates.

Fonteverde Lifestyle & Thermal Retreat in Tuscany , a member of the Leading Hotels of the World, with 78 keys and 3 meeting rooms for up to 85 delegates.

Grotta Giusti Thermal Spa Resort in Tuscany , a member of the Autograph Collection by Marriott, with 68 keys and 4 meeting rooms for up to 60 delegates.

Bagni di Pisa Palace & Thermal Spa in Tuscany , a member of the Leading Hotels of the World, with 61 keys and 3 meeting rooms for up to 100 delegates.

Le Massif Hotel & Lodge in Courmayeur , a member of the Leading Hotels of the World, with 80 keys and nearby meeting facilities for up to 150 delegates.

Sister properties, part of the portfolio:

Ambasciatori Palace - 160 rooms, the first Intercontinental brand of IHG in Italy, built in 1900 to host ambassadors in Rome, then serving as the American Embassy Library in 1946, an historic building located in the heart of Via Veneto, is the ideal place to experience Rome’s fusion of ancient history and modern sophistication.

Anglo American Florence – 118 rooms, a historic hotel part of Curio Collection by Hilton , which dates to the 19th-century, is in a quiet area of central Florence, a 10-minute walk from Firenze Santa Maria Novella. The newest property part of the group, opened in 2024.

Duo Milan Porta Nuova - 239 rooms, vibrant design, and dynamic spaces that welcome coworking and socializing, the hotel marks the Marriott-Tribute Portfolio’s entry into Milan, Italy’s financial and design capital.

Our mission is to bring together out-of-the-ordinary properties, offer our guests memorable experiences in true Italian style, give our employees stimulating places to work and grow professionally, and achieve our shareholders’ financial goals.

We are currently recruiting talented and passionate people ready to make the difference and step above the crowd.

JOB AIMS

The Director of Sales Leisure directs and oversees leisure pro/active sales activities working in full synergy with sales on properties, sales representative teams, marketing, reservations, and revenue teams. His/her main objective will be maximizing room nights, ADR and total revenue in all properties, through consolidation of the existing markets, penetrating the new ones and constant seek for new business opportunities.

He/She should be extremely organized, able to set high standards, incredibly motivated to overachieve performance and to lead and inspire his/her team. Very well structured, results oriented with excellent analytical and computer skills.

Excellent knowledge and outstanding track record of incremental success related to luxury leisure trade sales; candidates with experience in entertainment segment are also welcome to apply.

Must have at least 5 years of experience with an international hospitality brand, minimum 8 years of pro-active leisure. Must have a minimum of 3 years in management of sales team within hospitality industry.

This position will be based in Milan, Italy. Direct reporting hierarchically to Group Director of Sales & Marketing.

KEY RESPONSIBILITIES

• Build a positive environment among the assigned sales team and colleagues.
• Conduct performance evaluation, assessments within assigned team.
• Coach, train, guide the team in the performance of their duties as to specific position responsibilities, sales techniques, reporting procedures etc.
• Recruit new sales members or sales reps, where needed.
• Develop and implement the Annual Sales Plan for the assigned segment, including key account plans, soliciting and servicing selected accounts.
• Participate in designated trade, service and community association and clubs.
• Represent IHC and sister properties on sales calls, workshops and trade shows on the assigned markets.
• Monitor, identify and report current and future business trends to ensure profitable sales in periods of low and high demand.
• Provide immediate sales assistance for all critical situations of key accounts, to maintain an active account load and to act as the sales leader of the assigned segment.
• Monitor competitive hotels to ensure continual market share improvement.
• Analyze and report sales results.
• Pro-actively plan (for him/herself and the team) and execute weekly sales appointments, sales promotion, and follow-ups to achieve and exceed the revenue targets.
• Constantly and timely update CRM software with sales calls, account information, tasks, projects etc.
• Accurately identify the level of influence and decision-making power of contacts in the customer organization and use these to secure business.
• Support the reservation department with the conversion of new and repeat enquiries, while making sure this is executed within all assigned sales team.
• Review customer base to determine new opportunities for account penetration.
• Contribute ideas to improve the products and services offered.
• Capitalize and leverage upon brand’s sales and marketing programs, resources and international sales offices to maximize impact of the brand’s system.
• Strategically plan for the seasonality factor, by targeting a wide scope of market segments suitable in providing a steady revenue stream during shoulder and low season periods, with the overall aim of maximizing business demand.

Internal Communication:

• Maintain a cooperative working relationship with other departments particularly those with mutual guest contact.
• Make sure that the Brand standards are met at all levels and adjust where needed.
• Participate in meetings when required sharing key information on sales activities, special bookings, business forecasts, competition, etc.
• Prepare reports as required by the Group DOSM.

PERSONAL COMPETENCIES

These are the personal skills, qualities, and attributes you will need to demonstrate to carry out your job effectively.

• Plans, organizes, and uses a systematic approach to get things done.
• Manages time and resources effectively. Prioritizes actions and manages tasks through to completion. Actively seeks opportunities to develop and learn from experience.
• Communicates openly and clearly both verbally and in writing. Pitches information at the appropriate level. Listens to the needs of others before contributing.
• Develops positive working relationships at all levels. Manages conflict effectively. Motivates and inspires others to perform.
• Continually seeks innovative solutions. Makes conscious decision to go for action.
• Not afraid to commit mistakes and learn from them. Accepts personal responsibility to make things happen. Constantly reviews in order to improve.
• Self-reliant, working with minimal control and direction. Acts on own initiative when appropriate. Takes calculated risks to achieve results.
• Thinks ahead, developing contingency plans where necessary. Has a drive and determination to succeed.
• Contributes and is effective when team working with peers.
• Presents powerful arguments which persuade others. Expresses confidence in own ideas and networks with others.
• Gains commitment to action from a range of people.
• Adapts quickly and positively to new situations. Continues to be productive in changing circumstances.
• Excellent business hunter.
• A passion for sales and target-based performance.

Languages: fluent Italian and English is mandatory. Fluent knowledge of French or German would be beneficial.

Computer Skills: proficiency in the use and operation of computer systems with the ability to navigate efficiently through Word, Excel, Outlook, Internet and Intranet.

KPI – KEY PERFORMANCE INDICATOR

• Total Revenue for the assigned markets.
• Number of New Qualified Accounts (personal and the team) updated in CRM.
• Market Share Goal.

Travels: business trips to meet property sales manager, clients or to participate at trade shows.