Focus Hotels Management Limited
Director of Sales
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Transformation Opportunity – Be Part of an Exciting New Chapter
About the Role
City Hotel Derry ~ Londonderry, proudly managed by Focus Hotels Management, is embarking on a significant investment programme, with a full hotel refurbishment underway as part of an exciting repositioning of the property. This transformation will culminate in the hotel's transition to DoubleTree by Hilton in 2027, creating a unique opportunity for a talented Director of Sales to help shape the future of one of Derry's leading hotels.
This role offers the chance to drive commercial success during a landmark period for the hotel. As Director of Sales, you will play a pivotal role in maximising revenue opportunities throughout the refurbishment journey, strengthening the hotel's market position, and developing a strategic sales plan that supports both the immediate business objectives and the future brand transition.
Who You Are
You are a dynamic and commercially focused sales leader who thrives in a fast-paced environment and embraces change. You are passionate about building lasting client relationships, identifying new business opportunities, and delivering exceptional commercial results.
You are excited by the opportunity to contribute to a major hotel transformation project, working collaboratively with stakeholders to ensure the hotel continues to perform strongly throughout its refurbishment while laying the foundations for a successful future as a globally recognised Hilton brand.
Role Overview
We are seeking a results-driven Director of Sales with a proven ability to develop and execute successful hotel sales strategies across multiple market segments. Using customer insights, market intelligence, and strong commercial acumen, you will drive revenue growth, build long-term partnerships, and enhance the hotel's profile within both local and national markets.
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Experience in hotel refurbishments, repositioning projects, brand transitions, openings, or major commercial change programmes would be highly advantageous. The successful candidate will have the vision and leadership skills to capitalise on the opportunities presented by this exciting period of investment and growth.
Duties Include
- Lead generation and conversion of enquiries, ensuring all activity is accurately recorded in the hotel PMS and Salesforce to Focus Hotels standards.
- Conduct client meetings, site tours, and sales activity across a 7-day operation as required, including occasional evenings, early mornings, or weekends.
- Ensure guest expectations are consistently met or exceeded throughout the sales journey.
- Maintain high visibility with customers, gathering feedback and strengthening relationships.
- Work to predetermined sales KPIs and deliver against commercial targets.
- Ensure all account management activity is fully documented in Salesforce.
- Attend business reviews, executive board meetings, and regional forums; international travel may be required to promote the hotel.
- Demonstrate full understanding of Focus Hotels and Hilton brand standards, values, and procedures.
- Uphold and champion the DoubleTree by Hilton service culture in all sales interactions.
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Key Requirements
- Proven hotel proactive sales management experience with results across multiple segments.
- Excellent communication, presentation, and mentoring skills.
- Strong understanding of market segmentation, total account revenue, and commercial drivers.
- Experience within an independent white-label or management company environment.
- Exceptional relationship-building and negotiation skills.
- Knowledge of revenue management principles, account profitability, RFP processes, and relevant systems.
- Strong organisational, decision-making, and problem-solving abilities.
- Ability to build compelling business cases to secure buy-in for new initiatives.
- Financial acumen with experience delivering budgeted revenue results.
- Ability to develop and execute successful sales and marketing strategies.
- Experience using market intelligence tools such as Agency360 and Forward STR, working closely with revenue teams to evaluate pricing decisions based on market trends.
- Ability to analyse competitor strategies and identify opportunities to grow TRevPAR.
- A proactive, innovative approach to generating new ideas and growing market share.
What is in it for you?
- Staff Rates across Focus Hotels – Accommodation / Rooms – Food & Beverage Discounts
- Use of the hotel leisure facilities
- Staff Training
- AXA Insurance Discounts
- Company Group Pension
- Free staff meals while on shift
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