Director of Sales - Leisure IHC

Italian Hospitality Collection is a portfolio of hotels resorts and spas handpicked for their beauty history and enchanting surroundings.

Chia Laguna Resort in Sardinia featuring 3 different hotels Conrad Chia Laguna Sardinia Baia di Chia Resort Sardinia Curio Collection by Hilton and Hotel Village with a total of 424 keys and a conference centre with 8 meeting rooms for up to 900 delegates.

Fonteverde Lifestyle & Thermal Retreat in Tuscany a member of the Leading Hotels of the World with 78 keys and 3 meeting rooms for up to 85 delegates.

Grotta Giusti Thermal Spa Resort in Tuscany a member of the Autograph Collection by Marriott with 68 keys and 4 meeting rooms for up to 60 delegates.

Bagni di Pisa Palace & Thermal Spa in Tuscany a member of the Leading Hotels of the World with 61 keys and 3 meeting rooms for up to 100 delegates.

Le Mif Hotel & Lodge in Courmayeur a member of the Leading Hotels of the World with 80 keys and nearby meeting facilities for up to 150 delegates

Sister properties part of the portfolio:

Ambasciatori Palace 160 rooms the first Intercontinental brand of IHG in Italy built in 1900 to host ambadors in Rome then serving as the American Emby Library in 1946 an historic building located in the heart of Via Veneto is the ideal place to experience Rome s fusion of ancient history and modern sophistication.

Anglo American Florence 118 rooms a historic hotel part of Curio Collection by Hilton which dates to the 19thcentury is in a quiet area of central Florence a 10minute walk from Firenze Santa Maria Novella. The newest property part of the group opened in 2024.

Duo Milan Porta Nuova 239 rooms vibrant design and dynamic spaces that welcome coworking and socializing the hotel marks the MarriottTribute Portfolio s entry into Milan Italy s financial and design capital.

Our mission is to bring together outoftheordinary properties offer our guests memorable experiences in true Italian style give our employees stimulating places to work and grow professionally and achieve our shareholders financial goals.

We are currently recruiting talented and pionate people ready to make the difference and step above the crowd.

JOB AIMS

The Director of Sales Leisure directs and oversees leisure pro/active sales activities working in full synergy with sales on properties sales representative teams marketing reservations and revenue teams. His/her main objective will be maximizing room nights ADR and total revenue in all properties through consolidation of the existing markets penetrating the new ones and constant seek for new business opportunities.

He/She should be extremely organized able to set high standards incredibly motivated to overachieve performance and to lead and inspire his/her team. Very well structured results oriented with excellent ytical and computer ss.

Excellent knowledge and outstanding track record of incremental success related to luxury leisure trade sales; candidates with experience in entertainment segment are also welcome to apply.

Must have at least 5 years of experience with an international hospitality brand minimum 8 years of proactive leisure. Must have a minimum of 3 years in management of sales team within hospitality industry.

This position will be based in Milan Italy. Direct reporting hierarchically to Group Director of Sales & Marketing.

KEY RESPONSIBILITIES

• Build a positive environment among the igned sales team and colleagues.
  
• Conduct performance evaluation essments within igned team.
  
• Coach train guide the team in the performance of their duties as to specific position responsibilities sales techniques reporting procedures etc.
  
• Recruit new sales members or sales reps where needed.
  
  Sales Activities:
  
• Develop and implement the Annual Sales Plan for the igned segment including key account plans soliciting and servicing selected accounts.
  
• Participate in designated trade service and community ociation and clubs.
  
• Represents IHC and sister properties on sales calls workshops and trade shows on the igned markets.
  
• Monitor identify and reports current and future business trends to ensure profitable sales in periods of low and high demand.
  
• Provide immediate sales istance for all critical situations of key accounts to maintain an active account load and to act as the sales leader of the igned segment.
  
• Monitor competitive hotels to ensure continual market share improvement.
  
• yze and reports sales results.
  
• Proactively plans (for him/herself and the team) and execute weekly sales appointments sales promotion and follow ups BBOBs to achieve and exceed the revenue targets.
  
• Constantly and timely updates CRM software with sales calls account information tasks projects etc.
  
• Accurately identifies the level of influence and decisionmaking power of contacts in the customer organization and uses these to secure business.
  
• Support the reservation department with the conversion of new and repeat enquiries while making sure this is executed within all igned sales team.
  
• Reviews customer base to determine new opportunities for account penetration.
  
• Contributes ideas to improve the products and services offered.
  
• Capitalizes and leverages upon brand s sales and marketing programs resources and international sales offices to maximize impact of the brand s system.
  
• Strategically plans for the seasonality factor by targeting a wide scope of market segments suitable in providing a steady revenue stream during shoulder and low season periods with the overall aim of maximizing business demand.
  
  

Internal Communication:

• Maintain a cooperative working relationship with other departments particularly those with mutual guest contact.
  
• Make sure that the Brand standards are met at all levels and adjust where needed.
  
• Participate in meetings when required sharing key information on sales activities special bookings business forecasts competition etc.
  
• Prepare reports as required by the Group DOSM.
  

PERSONAL COMPETENCIES

These are the personal ss qualities and attributes you will need to demonstrate to carry out your job effectively.

• Plans organizes and uses a systematic approach to get things done.
  
• Manages time and resources effectively. Prioritizes actions and manages tasks through to completion. Actively seeks opportunities to develop and learn from experience.
  
• Communicates openly and clearly both verbally and in writing. Pitches information at the appropriate level. Listens to the needs of others before contributing.
  
• Develops positive working relationships at all levels. Manages conflict effectively. Motivates and inspires others to perform. Collects and yses relevant information about a problem.
  
• Continually seeks innovative solutions. Makes conscious decision to go for action.
  
• Not afraid to commit mistakes and learn from them. Accepts personal responsibility to make things happen. Constantly reviews in order to improve.
  
• Selfreliant working with minimal control and direction. Acts on own initiative when appropriate. Takes calculated risks to achieve results.
  
• Thinks ahead developing contingency plans where necessary. Has a drive and determination to succeed.
  
• Contributes and is effective when team working with peers.
  
• Presents powerful arguments which persuade others. Expresses confidence in own ideas and networks with others.
  
• Gains commitment to action from a range of people.
  
• Adapts quickly and positively to new situations. Continues to be productive in changing cirstances.
  
• Excellent business hunter.
  
• A pion for sales and targetbased performance.
  
  

Languages: fluent Italian and English is mandatory. Fluent knowledge of French or German would be beneficial.

Computer ss: proficiency in the use and operation of computer systems with the ability to navigate efficiently through Word Excel Outlook Internet and Intranet

KPI KEY PERFORMANCE INDICATOR

• Total Revenue for the igned markets.
  
• Number of New Qualified Accounts (personal and the team) updated in CRM.
  
• Market Share Goal.