Director, Sales

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Emerging as a pioneering French luxury hospitality brand in 1964, Sofitel brings French zest and inspires heartfelt encounters to the most sought-after destinations worldwide. Seamlessly melding local culture with the French zest for life through remarkable savoir-faire and generous service, Sofitel is for free-minded travelers and arts and culture afficionados who have an appreciation for a refined and understated sense of modern luxury.

With over 115 Sofitel and Sofitel Legend hotels in more than 45 countries, our reach is truly global, making the sky the limit for growth opportunities. As our portfolio expands each year, there are ample opportunities to be involved in both our existing properties, and our future openings. 

Rate of Pay: $ 140,000.00 - $ 175,000.00 per annum

Our Mindset / Who we are

• We believe in performance, agility, innovation, fun, collective intelligence, and empowerment.
• We take great pride in celebrating successes, yet we do also accept to fail so we can bounce back even stronger.
• 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 bring

• 5+ years of experience in sales in luxury hospitality
• Data-driven with a strong business sense and the ability to think critically, make strategic decisions, and contribute effectively to budgeting processes
• Curious: you like being up to date with best practices and trends
• Excellent interpersonal skills with the ability to build strong relationships with external partners, and luxury clientele.
• Energized by teamwork between Sales, Marketing, Revenue and Ecommerce teams
• Very good verbal and written communication skills in English
• Bachelor’s degree in Marketing, Hospitality, or Business

Our Culture / What we stand for

• Passion for Excellence
• Passion and pride for our brands, our people, our guests
• Entrepreneurial spirit & confidence: you are Entrepreneurs, fully accountable, with strong KPIs and freedom too
• Proximity: Family spirit, responsiveness, solidarity & constant dialogue with the field
• Trust and transparency: share everything, no taboo. Feedback is a gift
• Long-Term relationship: with owners as well as talents. Creating a strong sense of belonging
• Bespoke & Free: 100% experience driven. Tailored services. Unlock creativity

Living Sofitel / How you will shine

• Express entrepreneurial spirt & leadership, embody French Art de Vivre
• Demonstrate humble excellence, distinguished presence, excellence, savoir-faire and attention to details (Cousu Main)
• Be a team player, passionate, warm, social, with genuine care for others
• Show a good sense of luxury, create stories, rituals and traditions
• Be a “Francophile”: interest and curiosity about French language, culture, history, cuisine
• Demonstrate open-mindedness, creativity & innovation
• Cultural link: demonstrate interest in local arts & culture, gastronomy, fashion, modern designs:
• Care for committed luxury

Additional Information

Your team and working environment:

• Opportunity to work with a diverse group, representative of over 20 countries worldwide
• Experienced group of individuals to train and hone innate skills and abilities

Visa Requirements: Must be legally authorized to work in the U.S.A. Sofitel Washington DC Lafayette Square is unable to assist with work authorization.