Director of Sales - 5* hotel Barcelona (Barcelona)

Descripción de la oferta

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Funciones

The Director of Sales is a key member of the Executive Committee and is responsible for defining, leading and executing the commercial strategy of Grand Hotel Central, a 5-star classic luxury property in the heart of Barcelona.

The role encompasses Sales (Leisure, Corporate, Groups & Events), Reservations and Revenue Management, ensuring total alignment between commercial objectives, brand positioning and profitability. The Director of Sales leads, coaches and develops the Sales, Reservations and Revenue teams, driving performance while maintaining the highest luxury service standards.

This position plays a critical role in maximizing total hotel revenue, strengthening the hotel’s positioning within the luxury segment, increasing direct business contribution and ensuring sustainable long-term growth.

KEY RESPONSIBILITIES
Commercial & Strategic Leadership
    • Define and implement the overall Sales and Revenue strategy in line with hotel objectives, brand standards and market conditions.
    • Lead the annual budgeting process, including rooms, F&B, MICE and ancillary revenues, with full ownership of forecasting and commercial KPIs.
    • Actively monitor market trends, demand patterns, competitor set and distribution landscape to proactively adapt strategies.
    • Ensure total alignment between Sales, Reservations, Revenue, Operations and Finance.
Sales (Leisure, Corporate, Groups & Events)
    • Oversee and drive all Sales activities across Leisure, Corporate, MICE and Events segments, ensuring achievement of budgeted revenues.
    • Lead the proactive and reactive sales strategies, including key account management, prospecting, contracting and conversion.
    • Maintain and develop relationships with luxury consortia, key travel partners, DMCs, corporate clients and event agencies.
    • Support and guide the team in negotiations of high-value contracts, groups and events.
    • Represent the hotel at selected trade shows, sales missions, workshops and key commercial events.
Revenue Management & Distribution
    • Oversee the Revenue Management strategy, ensuring optimal pricing, inventory control and channel mix.
    • Work closely with the Revenue Manager and Reservations Manager to maximize RevPAR, ADR and GOP.
    • Supervise distribution strategies across all channels (direct, OTA, consortia, wholesalers) ensuring rate parity and content accuracy.
    • Lead regular forecast, revenue and business review meetings, providing strategic direction and clear action plans.
Reservations
    • Provide strategic oversight of the Reservations Department, ensuring efficient processes, high conversion rates and luxury service standards.
    • Ensure reservations systems, rate codes, packages and upselling strategies are correctly implemented and optimized.
    • Support the development of training programs to align Reservations and Front Office teams with commercial objectives.
    • Team Leadership & Development
    • Lead, inspire and develop the Sales, Reservations and Revenue teams, fostering a culture of accountability and excellence.
    • Set clear objectives, monitor performance and support professional growth through coaching and training.
    • Actively participate in Executive Committee meetings and contribute to the overall strategic direction of the hotel.
    • Participate in Duty Manager rotations when required.

Requisitos

    • Minimum 5–7 years of senior commercial experience within 5-star luxury or lifestyle hotels.
    • Proven experience in overseeing Sales, Reservations and Revenue Management functions.
    • Strong understanding of the luxury hospitality market, including leisure, corporate, MICE and high-end distribution channels.
    • Strategic mindset with strong analytical, financial and revenue management skills.
    • Excellent leadership, communication and negotiation abilities.
    • Fluent in English and Spanish; French or additional languages are a plus.
    • High level of professionalism, autonomy and ability to perform under pressure in a dynamic luxury environment.
    • Strong systems knowledge (PMS, RMS, CRM, BI tools); luxury consortia experience is highly desirable.