Director, Sales

• We are empowered and fully accountable. Everyone is encouraged to take ownership, make decisions and drive impact.
• We act as One team. Global, Regions and Hotels build and drive our commercial and marketing strategy together, support each other and grow collectively. We learn from each other, we win collectively.

Your Mission / What you will be accountable for

As Director of Sales, you oversee the development and execution of the hotel’s sales strategy on all segments and regions.

Reporting to the General Manager working in close collaboration with the Revenue Management, Marketing and Ecommerce teams, you’ll drive the hotel’s revenue growth across Rooms, F&B, MICE, Wellness and beyond.

More than managing and converting incoming leads, you will champion a culture of proactivity — creating opportunities, building meaningful connections, and inspiring the team to shape our own path to success. We believe results are not left to chance, but crafted with vision, ambition, and action.

You will be fully accountable for achieving our annual B2B revenue targets.

Role Description / What you will do

Sales Leadership

• Play a key role in the budget planning process by defining ambitious targets by segment and feeder market
• Develop and implement an annual sales strategy that targets luxury leisure, corporate, MICE and group segments
• Nurture key partnerships in coordination with Accor global sales office, with luxury travel advisors (Amex FHR), consortia (Virtuoso, Signature), corporate clients and MICE
• Represent the hotel at industry events, trade shows, and networking functions to promote the property and generate qualified leads
• Organize and participate in sales missions, fam trips, client meetings, and promotional activities to enhance hotel visibility and attract new business opportunities
• Coordinate cross-functional internal teams to ensure every event is flawlessly executed and becomes a memorable, impactful experience for clients

Sales Performance

• Drive the sales team performance through data-driven decision-making and regular business reviews
• Analyse market trends, competitive benchmarks and guest insights to identify new opportunities
• Regularly audit booking channels, including online booking tools (OBTs) and self booking tools (SBTs)
• Collaborate with the [General Manager/Commercial & Marketing Director], Revenue, and Ecommerce Leaders to define the optimal business mix and contribute to monthly forecasts to improve accuracy, while developing targeted strategies for varying demand periods
• Work closely with Revenue Management and F&B teams to streamline and accelerate the quotation process, ensuring every lead receives a fast, high-quality response that maximizes conversion potential
• Leverage the ALL Accor loyalty program to drive guest engagement and business growth

Team Development

• Recruit, train and mentor a high-performing sales team
• Ensure every sales fundamental is impeccably executed, from lead capture to post-stay engagement, in full alignment with the brand’s SOPs
• Foster a culture of excellence, accountability and guest-centric service

Levers / How you will drive results

Client relationships (Direct & Indirect), B2B loyalty programs, B2B CRM tools and sales analytics (ANAIS), Online RFP platforms, MICE preferred agreements, TMC and consortia preferred agreements, Corporate & leisure FIT, Online leisure groups, Tradeshows, Famtrip, Sales missions

Deliverables & KPIs / How success will be measured

RevPAR, ADR, Total Revenue, RGI, Sales roadmap, B2B revenue, B2B loyalty contribution, Conversion rate, Lead response time, RPS, LQA, Loyalty members RPS

Experience & Qualifications / What you will bringhttps://careers.accor.com/global/en/job/director-sales-in-sofitel-washington-dc-lafayette-square-washington–jid-76126