Director of Sales

Mandarin Oriental; Kuala Lumpur; On-site; MYR 300,000 - 540,000; Full time

Benefits offered by this job

MOstay programme

Colleague wellness benefits

Higher than normal EPF/SOCSO

Job summary

Mandarin Oriental Kuala Lumpur is seeking a Director of Sales to join the Commercial team. The role drives new business, expands market share, and delivers incremental revenue across key segments.

You will partner with the Commercial Strategy lead to translate priorities into actionable sales plans and oversee productivity, pipeline, and performance. The role requires a proven track record in luxury/hospitality sales leadership, strong negotiation skills, and the ability to cultivate major

Qualifications

• Minimum 5 years' experience in a Director of Sales or senior sales leadership role within a luxury or upscale hotel environment.
• Proven track record of driving revenue growth and securing high-value accounts.

Responsibilities

• In partnership with the Director of Commercial Strategy, develop and execute sales strategies.
• Lead proactive business development across key market segments.
• Cultivate strategically important accounts and high-value opportunities.
• Drive prospecting and maintain a healthy sales pipeline across segments.
• Set and monitor productivity targets, pipeline health, and revenue metrics.
• Foster a high-performance sales culture focused on growth and engagement.
• Coach and mentor the sales team on development, negotiation, and penetration.
• Monitor market trends, competitor activity, and customer demand.
• Lead client presentations, contract negotiations, and strategic reviews.
• Collaborate with Revenue Strategy, Marketing, and Distribution to optimize revenue.
• Develop market-specific plans to increase penetration and strengthen position.
• Represent the hotel at events to generate new business opportunities.
• Ensure alignment between sales deployment and commercial priorities.

Skills

Sales leadership

Negotiation

Relationship building

Strategic thinking

Market insights

Revenue growth

Team coaching

Job description

DIRECTOR OF SALES

Mandarin Oriental, Kuala Lumpur is looking for a Director of Sales to join our Commercial team.

Mandarin Oriental, Kuala Lumpur is looking for a Director of Sales to join our Commercial team. Are you a master of craft? Do you thrive in a team that succeeds together, demonstrating integrity and respect while acting responsibly? Do you embrace a growth mindset? We invite you to become a fan of the exceptional. Mandarin Oriental is the award‑winning owner and operator of some of the most luxurious hotels, resorts and residences located in prime destinations around the world, with a strong development pipeline. Increasingly recognised for creating some of the world’s most sought‑after properties, the Group provides legendary service inspired by Asian heritage whilst representing the very cutting‑edge of luxury experiences. Mandarin Oriental, Kuala Lumpur is a luxurious urban resort located in the heart of Kuala Lumpur and enjoys an unrivalled location next to the iconic Petronas Twin Towers, KL Convention Centre, and prestigious Suria KLCC mall.

About The Job

The Director of Sales serves as the hotel’s primary business development leader, responsible for driving new business acquisition, expanding market share, and delivering incremental revenue across all key market segments. Lead commercial execution for the hotel, the role focuses on identifying new opportunities, developing strategic partnerships, penetrating priority accounts, and accelerating commercial performance through proactive sales activities. Working in close partnership with the Director of Commercial Strategy, the Director of Sales acts as the principal commercial execution leader for the hotel, translating commercial priorities into actionable sales plans, driving market share growth, and delivering revenue performance across all key segments. The position is accountable for sales productivity, pipeline generation, account growth, team performance, and achieving budgeted revenue objectives.

As Director of Sales, you will be responsible for the following duties:

• In partnership with the Director of Commercial Strategy, develop and execute sales strategies that drive market share growth, new business acquisition, and achievement of revenue objectives.
• Lead the hotel’s proactive business development efforts, identifying and securing new revenue opportunities across all key market segments.
• Personally cultivate and secure strategically important accounts, major partnerships, and high‑value revenue opportunities critical to the hotel’s commercial success.
• Drive prospecting activities and maintain a healthy sales pipeline across Corporate, MICE, Wholesale, Luxury Travel, and emerging segments.
• Establish and monitor sales productivity targets, pipeline health, conversion performance, and revenue contribution metrics for all sales managers.
• Foster a high‑performance sales culture focused on prospecting, account acquisition, market share growth, customer engagement, and revenue generation.
• Coach and mentor the sales team on business development, negotiation strategies, account penetration, and customer acquisition.
• Monitor business trends, competitor activity, and customer demand patterns to identify opportunities for revenue growth and market share expansion.
• Lead key client presentations, contract negotiations, and strategic account reviews to maximise commercial outcomes.
• Collaborate closely with Revenue Strategy, Marketing, and Distribution teams to optimise commercial performance and drive total hotel revenue.
• Develop and execute market‑specific action plans to increase account penetration, capture emerging demand, and strengthen competitive positioning.
• Represent the hotel at industry events, trade shows, sales missions, and networking forums to enhance brand visibility and generate new business opportunities.
• Act as the principal commercial execution partner to the Director of Commercial Strategy, ensuring alignment between sales deployment, commercial priorities, customer acquisition strategies, and revenue objectives.

As Director Of Sales, We Expect From You

• Proven track record of driving hotel revenue growth through proactive sales leadership and new business development.
• Minimum 5 years' experience in a Director of Sales or senior sales leadership role within a luxury or upscale hotel environment.
• Demonstrated success in securing high‑value corporate, MICE, and group business opportunities.
• Strong commercial acumen with the ability to translate market insights into measurable business results.
• Exceptional leadership, negotiation, influencing, and relationship‑building skills.

Our commitment to you

• Learning & Development. Your success is our success. We craft unique learning and development programmes for various stages in your career so that you grow, continuously.
• MOstay. When you work as hard as our colleagues do, it’s important to take time off. As a member of the #MOfamily, you can stay with us wherever you go in the world. The MOstay programme offers complimentary nights and additionally attractive rates on rooms for you and your loved ones.
• Heath & Colleague Wellness. Finding the right work‑life balance is important. Your wellbeing matters to us. A variety of health benefits and wellness programmes are offered to all our colleagues, globally.
• EPF (Employees Provident Fund) contributions (higher than the norm)
• SOCSO (Social Security Organisation) & EIS (Employment Insurance System)
• Public holiday entitlement based on Malaysian calendar
• Exceptional rest area & colleagues engagement activities.

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