Director of Sales

MG - Sales; Glasgow; On-site; GBP 150,000 - 200,000; Full time

Job summary

A leading hospitality company in Glasgow is seeking an experienced Director of Sales to drive B2B revenue and manage high-value accounts. This senior role involves leading on-property sales teams, fostering customer relationships, and developing sales strategies. Candidates should have at least 2 years of hospitality sales experience and a degree in business or related fields. The position offers a competitive salary and the chance to shape sales strategy in a dynamic environment.

Benefits

Competitive salary and benefits package

Dynamic, customer-focused environment

Senior leadership team with real commercial influence

Qualifications

• Minimum 2 years’ experience in hospitality sales and marketing.
• Adaptable and resilient in a fast-paced environment.
• Strong communicator with professional presence and confidence.

Responsibilities

• Lead all on-property commercial and sales activity.
• Manage complex, high-value accounts with significant customer expectations.
• Drive sales activity including sales calls and trade shows.

Skills

Strong negotiation and closing ability

Excellent customer relationship management skills

Strong business and financial acumen

Results-driven with strong planning and organizational skills

Education

Degree or diploma in Business Administration, Marketing, Hotel & Tourism

Tools

CRM systems

RFP platforms

Job description

Director of Sales

Location: Glasgow Marriott Hotel
Department: Sales & Marketing
Reports to: General Manager
Job Type: Full-time

About the Role

We are seeking an experienced Director of Sales to lead and drive B2B revenue performance for our hotel (or portfolio of hotels). This is a senior commercial leadership role, responsible for proactively securing new business, growing existing accounts, and embedding a strong sales culture across the property.

As a key member of the General Manager’s Executive Team, you will lead all on-property sales activity, maximise revenue opportunities across multiple segments, and ensure exceptional customer experiences that drive long-term loyalty.

Key Responsibilities

Driving Revenue & Market Growth

• Lead all on-property commercial and sales activity as part of the Executive Team
• Proactively target Group & Catering, Sports, Entertainment, Business Travel, and Travel Trade segments
• Develop and execute a robust Sales Intensity Plan
• Lead Business Travel sales strategy in collaboration with Revenue Management teams
• Complete RFPs within required deadlines (e.g. MarRFP, Lanyon, direct submissions)
• Upsell creative packages, including food and beverage, to maximise total revenue
• Analyse market conditions, competitor activity, supply and demand, and economic trends
• Close the most profitable opportunities aligned with property and market needs
• Ensure brand marketing standards and activations are executed on property

Customer Experience & Relationship Management

• Manage complex, high-value accounts with significant customer expectations
• Build and maintain strong relationships with new and existing clients
• Drive sales activity including sales calls, client entertainment, FAM trips, and trade shows
• Strengthen community relationships to grow group and catering opportunities
• Deliver service excellence throughout the entire customer journey
• Ensure flawless handover of booked business for successful event and stay delivery
• Act as a trusted advisor by understanding client needs and recommending tailored solutions

Leadership & Collaboration

• Work collaboratively with off-property sales teams (National, Global, Groups & Reservations)
• Coordinate sales efforts to ensure alignment and avoid duplication
• Manage relationships with key internal and external stakeholders
• Hold teams accountable for execution of proposals, contracts, and service delivery

Additional Duties

• Conduct site inspections and client presentations
• Create and manage contracts as required
• Use internal systems (e.g. MGS) for reporting, resources, and insights

About You

Experience & Education

• Minimum 2 years’ experience in hospitality sales and marketing
  and/or
• Degree or diploma in Business Administration, Marketing, Hotel & Tourism, or related field

Leadership Competencies

• Strong communicator with professional presence and confidence
• Adaptable and resilient in a fast-paced environment
• Proven ability to solve problems and make sound commercial decisions
• Results-driven with strong planning and organisational skills
• Collaborative leader who builds trust and high-performing teams

Sales & Commercial Skills

• Strong negotiation and closing ability
• Strategic sales planning and execution experience
• Excellent customer relationship management skills
• Strong business and financial acumen
• Comfortable working with CRM systems, RFP platforms, and standard office software

Why Join Us?

• Be part of a senior leadership team with real commercial influence
• Opportunity to shape and lead the sales strategy
• Dynamic, customer-focused environment with strong brand support
• Competitive salary and benefits package

Ready to lead, inspire, and drive results?
Apply now with your CV and take the next step in your sales leadership career.

Compensation: To be discussed