Director of Sales

The Director of Sales is responsible for leading and executing the hotel's sales strategy to maximize revenue, market share, and profitability across all segments, including Corporate, MICE, Luxury Leisure, Group, Consortia, and Wholesale. Working closely with the Commercial Director, this role drives business development efforts, strengthens strategic partnerships, and ensures the achievement of annual revenue goals while upholding the luxury standards and brand positioning of Rome Cavalieri, A Waldorf Astoria Hotel.

The Director of Sales provides leadership to the sales team, develops key customer relationships, and collaborates cross-functionally with Revenue Management, Marketing, Catering, and Operations to deliver sustainable business growth.

Sales Strategy & Business Development

Develop and execute the annual sales plan, aligned with the hotel's commercial objectives and supported by thorough analysis.

Follow the sales plan throughout the year and demonstrate a high level of adaptability when needed to adjust according to market conditions.

Identify and pursue new business opportunities across key market segments.

Support the Commercial Director in the development and implementation of commercial strategies and action plans.

Monitor market trends, competitor activity, and customer needs to identify opportunities and mitigate risks.

Revenue Generation

Achieve and exceed individual and team revenue targets for rooms, groups, meetings, and events.

Develop strategies to increase market share in corporate, MICE, luxury leisure, and group segments.

Manage a portfolio of key accounts and strategic partners.

Drive revenue growth through proactive sales activities, prospecting, account management, and relationship development

Ensure effective deployment of sales resources to maximize return on investment.

Client Relationship Management

Establish and maintain strong relationships with key clients, travel advisors, event planners, destination management companies, and corporate decision-makers.

Represent the hotel at sales missions, trade shows, networking events, and industry conferences.

Conduct customer visits, presentations, property tours, and contract negotiations.

Ensure high levels of customer satisfaction and long-term business retention.

Team Leadership

Lead, coach, and develop the sales team to achieve individual and collective goals.

Foster a high-performance culture focused on accountability, teamwork, and continuous improvement while demonstrating the highest levels of integrity and adherence to Hilton’s values.

Conduct regular performance reviews and provide ongoing coaching and development.

Support talent development and succession planning initiatives.

Commercial Collaboration

Ensure effective use of Hilton sales systems, CRM platforms, and reporting tools.

Financial & Performance Management

Contribute to the preparation and management of annual sales budgets and business plans.

Monitor sales productivity, conversion rates, and account performance.

Deliver accurate forecasting and pipeline management.

Analyze performance data and implement corrective actions where required.

Work closely with the Commercial Director, Director of Revenue Management, Director of Marketing, and operational leaders to optimize business performance.

Participate in forecasting, budgeting, and business planning processes.

Support strategic decision-making through market intelligence and sales performance analysis.

Education

Bachelor's degree in Hospitality Management, Business Administration, Marketing, or a related field preferred.

Experience

Minimum 5 years of progressive sales experience within luxury hospitality.

At least 3–5 years in a senior sales leadership position.

Proven success in corporate, MICE, group, and luxury leisure sales.

Experience within an international luxury hotel brand is highly desirable.