Director of Sales

We are looking for a highly qualified Director of Sales to lead the commercial strategy of an exclusive property in the luxury hospitality sector. The role will be an integral part of the Sales & Marketing team and, reporting directly to the Director of Sales & Marketing, will play a key role in defining, implementing, and evolving the property’s commercial positioning across international markets.

The ideal candidate combines a strong strategic vision with solid operational expertise, a natural results-oriented mindset, and proven experience in managing teams and complex markets.

Key Responsibilities

Commercial Strategy & Business Development

Contribute to defining the annual commercial strategy, developing plans for all segments and channels (leisure, corporate, high-end travel designers, wholesale, private events) in line with the property’s overall objectives.

Identify new growth opportunities through analysis of global luxury trends, competitive dynamics, market demand evolution, and customer purchasing behavior.

Develop strategic partnerships with key industry stakeholders (luxury travel agencies, consortia, niche operators, DMCs, top-tier corporate clients).

  Account Management & Sales Execution

Proactively manage a portfolio of priority markets (defined with management), nurturing relationships with top clients and strengthening the property’s presence in high-potential areas.

Conduct advanced prospecting activities, roadshows, sales calls, highly customized site inspections, and attend international trade shows and sales missions to maximize the destination’s visibility.

Oversee the sales pipeline, ensuring a constant flow of qualified opportunities and efficient management of acquisition and conversion processes.

  Revenue Management, Forecasting & Performance

Collaborate with the Revenue & Reservations team to develop accurate forecasts, define the annual budget, optimize pricing, and balance demand across the year.

Monitor commercial and financial performance (KPIs such as RevPAR, ADR, Occupancy, GOP, Total Revenue), identify variances, and implement corrective actions.

Ensure optimal yield management of spaces and pricing, evaluating opportunities to increase average guest value and market share.

  Team Leadership & Management

Lead the Sales team with authoritative, inclusive, and competency-focused leadership.

Set individual and departmental objectives, continuously measuring performance and supporting the professional growth of team members.

Foster a commercial culture based on collaboration, accountability, service excellence, and results orientation.

Ensure effective and consistent communication within the department and across operational teams.

  Coordination & Reporting

Participate in key meetings (daily business review, revenue meetings, P&L reviews, marketing strategy meetings), providing detailed analysis, insights, and strategic recommendations.

Prepare comprehensive reports on market performance, results achieved, competitor analysis, campaign progress, and short- and medium-term forecasts.

Collaborate with Marketing to develop targeted campaigns, special packages, content, and brand positioning initiatives

    Requirements

Minimum of 6 years of Sales experience in the luxury hospitality sector, with at least 3 years in a comparable managerial role.

In-depth knowledge of international luxury standards, including LQA/Forbes best practices, guest experience management, upselling techniques, and high-level relationship management.

Advanced proficiency in Opera PMS and key sales & CRM management systems.

Fluent in Italian and English, with excellent communication, negotiation, and public speaking skills.

Strong analytical skills, results-oriented, proactive, and strategically minded.

Proven people management skills, with the ability to motivate, coach, and develop team members.

Professional elegance, discretion, empathy, and the ability to build long-lasting, high-level relationships

 

Location: Tuscany