Director of Sales - Stamford Plaza Melbourne

About the role

Stamford Hotels and Resorts, part of the Stamford Group, which manages nearly 1800 rooms across its Australian luxury hotel portfolio, is seeking an experienced, commercially driven Director of Sales for Stamford Plaza Melbourne. The role leads the hotel's sales strategy, revenue performance and business development, and builds a high-performing Sales team, working closely with the Deputy General Manager and senior leadership.

Key responsibilities

• Develop and execute the annual sales and business development strategy, and lead budgeting, forecasting and business planning with Revenue Management
• Own sales targets, budgets and forecasts, and monitor performance to ensure targets are met
• Identify new revenue opportunities across accommodation, conferencing and events, corporate, leisure and groups, and build a strong, measurable sales pipeline
• Manage key corporate accounts personally, negotiate commercial agreements and optimise negotiated rates, RFPs, consortia and wholesale contracts
• Build relationships with agencies, conference organisers and industry partners, and represent the hotel at industry events and client activities
• Lead, coach and develop the Sales team, set KPIs, run pipeline reviews and account planning, and support succession planning
• Work with Revenue Management, Conference & Events, Food & Beverage, Front Office, Finance, Marketing and Operations

Required profile

• Proven experience as Director of Sales, Assistant Director of Sales or senior sales leader in a hotel or hospitality setting
• Track record of exceeding revenue and sales targets, and of developing and executing sales strategies
• Strong understanding of corporate, MICE, leisure and group accommodation markets
• Experience managing sales budgets, forecasts and performance reporting
• Experience in the Melbourne hospitality and corporate market is highly regarded

Required skills

• CRM and sales management platforms such as Delphi
• Understanding of hotel distribution systems, corporate RFP processes, consortia programmes and channel management
• Negotiation, relationship management and business development skills
• Excellent communication, presentation and influencing skills

To apply, submit a resume and cover letter; only shortlisted candidates will be contacted, and recruitment agencies are not accepted.