Job Description Here's a comprehensive job description tailored for a Director of Sales at a luxury 5-star hotel in Mumbai.
n Job Title: Director of Sales
n Location: Mumbai, Maharashtra
n Property: 5-Star Luxury Hotel
n Department: Sales & Marketing
n Reports To: General Manager
n Job Summary
n We are seeking an experienced, dynamic, and strategic Director of Sales to lead the sales team at our luxury 5-star hotel in Mumbai. In this role, you will be responsible for driving top-line revenue, executing sales strategies across key segments (Corporate, MICE, Diplomatic, High-Net-Worth Individuals, and Leisure), and elevating market share in one of India's most competitive hospitality markets.
n The ideal candidate possesses deep relationships across corporate accounts, luxury travel networks, and event planners in Mumbai and major feeder markets, combined with a strong analytical focus on RevPAR, RGI, and yield management.
n Key Responsibilities
n Strategic Leadership & Revenue Growth
n n Develop and execute annual sales plans and commercial strategies to achieve or exceed budget, room revenue, F&B;/banquet revenue, and market share (RGI) targets.
n Work closely with the Revenue Management and Marketing teams to analyze market trends, market mix, competitor pricing, and demand forecasts to maximize yield.
n Monitor competitor activity, industry trends, and economic indicators in Mumbai to continuously refine sales strategy.
n n Account & Business Development
n n Build and maintain strong relationships with key corporate decision-makers, luxury travel agencies, event management companies, TMCs, and event planners.
n Proactively solicit new corporate accounts, high-profile MICE business, social events, and weddings.
n Lead contract negotiations, RFP submissions, and key client entertainment to secure multi-year agreements and preferred-supplier status.
n n Team Management & Development




n n Lead, mentor, and motivate the hotel sales team, fostering a high-performance, accountable sales culture.
n Establish clear key performance indicators (KPIs) and sales targets for team members, conducting regular performance evaluations and coaching.
n Overseational workflow, room/banquet space allocations, sales commission structures, and CRM hygiene (e.g., Opera, Salesforce, or Delphi).
n n Cross-Functional Collaboration & Client Service
n n Collaborate with Operations, Catering & Banquets, and Front Office teams to ensure seamless execution of large group bookings, VIP events, and key corporate accounts.
n Act as a key ambassador for the hotel at industry networking events, trade shows, and corporate receptions in Mumbai and major regional markets.
n n Required Qualifications & Experience
n n Education: Bachelor's degree or Diploma in Hotel Management, Hospitality, Business Administration, or Marketing.
n Experience: 8–12+ years of total sales experience in the luxury hospitality sector, with at least 3–5 years in a Director of Sales / Associate DOS role at a 5-star or luxury hotel property in Mumbai.
n Market Knowledge: In-depth understanding of the Mumbai hospitality landscape (MMR corporate ecosystem, BKC, South Mumbai, and Airport micro-markets).
n Track Record: Proven history of consistently exceeding sales targets, driving RevPAR growth, and managing large-scale MICE/wedding business.
n n Key Competencies
n n Robust commercial acumen and fluency in hotel metrics (RevPAR, ADR, GOPPAR, Market Share Index).
n Exceptional negotiation, contract-drafting, and presentation skills.
n Proficiency with hotel technology stack (PMS like Opera, CRM systems, Delphi/Salesforce, Revenue tools).
n Strong leadership, conflict-resolution, and team-building capabilities.
n High emotional intelligence and comfort interacting with C-suite executives, high-net-worth clients, and VIP guests.
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