Full Time Director of Sales (Local Hire Only) Jobs, in Sofitel Damansara Kuala Lumpur Federal Territory - Maukerja

Position Summary

The Director of Sales is responsible for leading and managing the overall sales strategy and commercial activities of Sofitel Kuala Lumpur Damansara, with the objective of maximising revenue, market share, profitability and business opportunities across all market segments.

The position provides strategic leadership to the Sales team and works closely with the Director of Sales & Marketing, Director of Revenue, Executive Assistant Manager, Food & Beverage and other departments to drive hotel performance, strengthen key account relationships, develop new business opportunities and achieve the hotel's financial and commercial objectives.

The Director of Sales is also responsible for maintaining strong relationships with key clients, corporate accounts, travel partners, event organisers and other business stakeholders while ensuring that the hotel's luxury positioning and Sofitel brand standards are consistently represented.

Key Responsibilities

1. Sales Strategy & Business Development

• Develop and implement the hotel's annual sales strategy in line with overall business objectives and commercial priorities.
• Identify and develop new business opportunities across corporate, leisure, MICE, government, diplomatic, wholesale, travel trade and other relevant market segments.
• Develop action plans to increase room revenue, occupancy, ADR and overall hotel revenue.
• Monitor market trends, competitor activities, economic conditions and customer behaviour to identify opportunities and potential risks.
• Develop strategies to increase market share and strengthen the hotel's competitive positioning.
• Conduct regular reviews of sales performance and adjust strategies based on business requirements.
• Ensure sales activities are aligned with the hotel's positioning as a luxury Sofitel property.

2. Revenue & Sales Performance

• Work closely with Revenue Management to maximise room revenue and achieve budgeted financial targets.
• Monitor business on the books, pickup, pace, forecast and market performance.
• Analyse sales performance by market segment, account and business source.
• Identify opportunities to improve revenue generation during high- and low-demand periods.
• Ensure sales activities contribute effectively to the hotel's overall revenue and profitability objectives.
• Monitor and evaluate the effectiveness of sales initiatives, promotions and commercial campaigns.

3. Key Account Management

• Develop and maintain strong relationships with key corporate accounts, travel agencies, tour operators, event organisers and strategic business partners.
• Conduct regular client visits, sales calls, business reviews and account meetings.
• Identify opportunities to increase business from existing accounts and develop new accounts.
• Negotiate corporate agreements, contracts and commercial terms within approved guidelines.
• Ensure key account information, production and business potential are accurately maintained and monitored.
• Maintain a high level of client satisfaction and respond promptly to commercial concerns or issues.
• Represent the hotel professionally during client meetings, networking events and industry functions.

4. Sales Team Leadership & People Management

• Lead, coach and motivate the Sales team to achieve individual and departmental targets.
• Establish clear sales objectives, KPIs and performance expectations for team members.
• Monitor individual and team sales performance and provide regular feedback and coaching.
• Conduct regular sales meetings, briefings and strategy sessions.
• Ensure effective allocation of accounts and market segments among Sales team members.
• Support recruitment, onboarding, training, performance reviews and career development of Sales colleagues.
• Identify high-potential colleagues and support succession planning and talent development.
• Foster a professional, collaborative and performance-driven working environment.

5. Corporate & MICE Sales

• Develop and maintain strong relationships with corporate clients, government agencies, embassies, associations and multinational organisations.
• Drive business opportunities within the Meetings, Incentives, Conferences and Events (MICE) segment.
• Work closely with Events, Banquet and Food & Beverage teams to maximise MICE and group business opportunities.
• Participate in site inspections, client presentations, business proposals and negotiations.
• Ensure group and event business is properly qualified, contracted and handed over to the relevant operational teams.
• Develop strategies to increase group and conference business during need periods.

6. Leisure & Travel Trade Sales

• Develop strong relationships with travel agencies, tour operators, wholesalers, destination management companies and online travel partners.
• Identify opportunities to grow leisure and international market segments.
• Participate in relevant trade shows, sales missions, roadshows and industry networking events.
• Develop and maintain strategic partnerships that support the hotel's business objectives.
• Monitor production from travel trade accounts and evaluate their commercial contribution.

7. Sales Activities & Market Intelligence

• Develop and maintain an effective sales call plan and account coverage strategy.
• Conduct regular sales calls, client visits, presentations and networking activities.
• Monitor competitor rates, promotions, packages, positioning and sales activities.
• Maintain up-to-date knowledge of local, regional and international market trends.
• Provide management with relevant market intelligence and recommendations.
• Identify emerging markets, potential accounts and new business opportunities.
• Ensure all sales activities and client interactions are properly documented and followed up.

8. Marketing & Commercial Collaboration

• Work closely with the Marketing, Revenue, Digital Marketing and Food & Beverage teams to develop integrated commercial strategies.
• Support hotel campaigns, promotions, packages and special events that generate business and revenue.
• Provide market and customer insights to support marketing initiatives.
• Collaborate with the Food & Beverage team to identify opportunities for restaurant, catering and event sales.
• Support brand initiatives and ensure all sales activities are consistent with Sofitel's luxury positioning.
• Represent the hotel at relevant industry events, networking sessions and promotional activities.

9. Sales Administration & Reporting

• Prepare and monitor the annual sales plan, action plans and departmental budget.
• Review monthly sales performance against budget, forecast and previous year.
• Prepare regular sales reports, account production reports and performance updates.
• Ensure accurate maintenance of customer profiles, account information and sales activities within the hotel's systems.
• Monitor sales expenses and ensure effective utilisation of the departmental budget.
• Provide regular updates and recommendations to the Director of Sales & Marketing and hotel management.
• Ensure all sales documentation, contracts and commercial records are properly maintained.

10. Financial & Budget Management

• Assist in preparing the annual Sales budget and business plan.
• Monitor departmental expenses and ensure expenditure remains within approved budget.
• Evaluate the commercial return on sales activities, client entertainment, business travel and promotional initiatives.
• Ensure appropriate approval processes are followed for contracts, rates, discounts and commercial agreements.
• Focus on profitable business generation while maintaining long-term account relationships.

11. Guest & Client Experience

• Ensure all clients and business partners receive professional, personalised and timely service.
• Monitor client feedback and take appropriate action to resolve commercial or service-related concerns.
• Maintain strong relationships with VIP clients, key accounts and strategic partners.
• Work closely with operational departments to ensure commitments made to clients are properly delivered.
• Promote a culture of guest-centricity and service excellence within the Sales team.

12. Management Support

• Work closely with the Director of Sales & Marketing and hotel leadership team in achieving overall commercial and operational objectives.
• Participate in Executive Committee, commercial and management meetings as required.
• Provide recommendations on market strategy, pricing, business development, account management and revenue opportunities.
• Support the implementation of hotel-wide business strategies and commercial initiatives.
• Represent the hotel in the absence of the Director of Sales & Marketing when required.
• Perform other duties and responsibilities as assigned by the Director of Sales & Marketing or General Manager.

Key Performance Indicators

• Achievement of annual sales and revenue targets
• Room revenue and overall hotel revenue performance
• Market share and competitive positioning
• Corporate and key account production
• MICE and group business contribution
• New business acquisition and account development
• Sales conversion and productivity
• Client retention and satisfaction
• Sales team performance and development
• Achievement of departmental budget
• Sales activities and account coverage
• Quality and accuracy of sales reporting and forecasting
• Contribution to overall hotel profitability
• Compliance with Sofitel and hotel standards

Qualifications & Experience

• Diploma or Bachelor's Degree in Hospitality Management, Business Administration, Sales & Marketing or a related discipline.
• Minimum 8–10 years of progressive sales experience within the hospitality industry, preferably in a luxury or international hotel environment.
• Previous experience in a Director of Sales, Associate Director of Sales, Senior Sales Manager or similar senior commercial position.
• Strong knowledge of hotel sales, business development, account management and revenue generation.
• Proven track record in achieving sales targets and developing new business.
• Strong understanding of corporate, MICE, leisure and travel trade markets.
• Excellent knowledge of local and international hospitality market trends.
• Strong negotiation, presentation and business development skills.
• Excellent leadership, communication and interpersonal skills.
• Strong commercial awareness and analytical capabilities.
• Guest-focused with a strong understanding of luxury hospitality standards.
• Proficient in hotel sales systems, CRM tools and Microsoft Office applications.
• Able to work effectively under pressure in a fast-paced hotel environment.
• Willingness to travel and participate in sales missions, trade shows, networking events and client engagements.

Core Competencies

• Strategic Sales Leadership
• Business Development
• Commercial Acumen
• Key Account Management
• Negotiation & Influencing
• Revenue & Market Awareness
• Leadership & People Development
• Communication & Presentation
• Relationship Management
• Analytical & Problem-Solving Skills
• Guest & Client Focus
• Results Orientation
• Adaptability & Agility

Benefits:

• Additional leave
• Health insurance
• Meal provided
• Opportunities for promotion
• Professional development

Work Location: In person