Head of Sales
The Usual Hotels
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Benefits offered by this job
Job summary
The Usual is building a new generation of hotels and seeks a commercially driven Head of Sales to own the B2B sales strategy across our growing portfolio. You will drive corporate, group and MICE revenue, build strategic partnerships and shape a scalable commercial platform for the future.
You will lead a hands-on team, coordinate external representation partners, and help pre-open The Usual Florence with emphasis on opening accounts across Europe.
Qualifications
- Minimum of 5 years of experience in hotel sales.
- Proven success in Corporate, Group and MICE sales.
- Experience negotiating and managing commercial contracts.
- Strong commercial understanding of hotel distribution, corporate travel and group sales channels.
- Experience managing external sales partners, agencies or commercial stakeholders is highly desirable.
- Experience supporting hotel openings or commercial projects is a strong advantage.
- A relevant network within corporate travel, meetings or hospitality is highly beneficial.
- Excellent communication and relationship management skills.
- Fluency in Dutch and English, both spoken and written.
- French and/or Italian is considered a plus.
- A bachelor's degree or equivalent work and thinking level.
- You must be legally allowed to work in the Netherlands.
Responsibilities
- Own and execute the B2B sales strategy across the portfolio.
- Define annual sales objectives, target account strategies and segment priorities.
- Lead quarterly sales planning and account reviews together with Revenue Management and Marketing.
- Identify opportunities to improve portfolio-wide commercial performance and demand quality.
- Support the commercial preparation and opening of future hotels.
- Develop and execute targeted acquisition plans for Corporate Individual, Corporate Groups and MICE segments.
- Build and manage strategic relationships with corporate clients, travel buyers, agencies, event planners and key decision-makers.
- Develop key account plans for local, national and international clients.
- Generate new business opportunities and expand existing relationships.
- Achieve agreed revenue and production targets across the portfolio.
- For The Usual Brussels, maintain a particular focus on EU institutions, governmental organisations, associations and conference-related opportunities.
- Represent The Usual professionally at all times and act as a brand ambassador.
- Lead and direct The Usual's external sales representation network as an extension of the company's sales organisation.
Skills
Education
Job description
Welcome to The Usual. We are building a new generation of hotels that combine thoughtful design, meaningful hospitality and responsible business practices. Our hotels are places where guests feel instantly welcome, locals feel at home and teams are empowered to bring their authentic selves to work every day.
Welcome to The Usual. We are building a new generation of hotels that combine thoughtful design, meaningful hospitality and responsible business practices. Our hotels are places where guests feel instantly welcome, locals feel at home and teams are empowered to bring their authentic selves to work every day.
With hotels in Rotterdam and Brussels, Florence currently in development and further growth ambitions across Europe, we are looking for a commercially driven Head of Sales to help shape the next phase of our journey. This is an opportunity to take ownership of the sales strategy and execution across a growing hotel portfolio and play a key role in building a scalable commercial platform for the future.
At The Usual, we believe travel can be a force for good. We're not interested in hospitality for hospitality's sake. We want to create places that have a positive impact on people, communities and the environment, while building a successful and sustainable business.
Our culture is built on taking ownership, collaboration and continuous improvement. We own it, we care deeply and we stay curious together. We challenge ourselves to think differently, move fast and create experiences that matter.
As Head of Sales, you will own and lead the B2B sales strategy and execution across The Usual portfolio. You are responsible for driving corporate, group and MICE revenue growth, developing strategic partnerships and ensuring a healthy long-term commercial mix across all properties.
This is a hands-on leadership role. While you will continue to be actively involved in direct sales activities, you will also be responsible for coordinating and managing The Usual's wider sales ecosystem, including external sales representation partners and future sales resources. You will be the most senior sales professional within The Usual and the primary owner of the company's sales performance and sales development strategy.
A key focus of the role will be the commercial pre-opening and market positioning of The Usual Florence. You will help build the hotel's initial account base, establish strategic partnerships and ensure a successful commercial launch. As The Usual continues to grow, you will also support the commercial preparation and opening of future properties across Europe. You will work closely with Revenue Management, Brand Marketing, Operations and the wider leadership team to ensure a joined-up commercial strategy across the portfolio.
Success in this role will be measured through agreed KPIs, including revenue growth, account acquisition, account retention, group conversion, market penetration and the performance of commercial partnerships and representation networks.
- Own and execute the B2B sales strategy across the portfolio.
- Define annual sales objectives, target account strategies and segment priorities.
- Lead quarterly sales planning and account reviews together with Revenue Management and Marketing.
- Identify opportunities to improve portfolio-wide commercial performance and demand quality.
- Support the commercial preparation and opening of future hotels.
- Develop and execute targeted acquisition plans for Corporate Individual, Corporate Groups and MICE segments.
- Build and manage strategic relationships with corporate clients, travel buyers, agencies, event planners and key decision-makers.
- Develop key account plans for local, national and international clients.
- Generate new business opportunities and expand existing relationships.
- Achieve agreed revenue and production targets across the portfolio.
- For The Usual Brussels, maintain a particular focus on EU institutions, governmental organisations, associations and conference-related opportunities.
- Represent The Usual professionally at all times and act as a brand ambassador.
- Lead and direct The Usual's external sales representation network as an extension of the company's sales organisation.
- Set objectives, define priorities and monitor performance across all representation partners.
- Hold partners accountable for agreed KPIs, revenue targets and commercial output.
- Act as the central commercial coordinator between The Usual, representation companies, destination bureaus, conference centres, hotel partners and other key stakeholders.
- Support the commercial positioning and market launch of The Usual Florence.
- Build the initial corporate, group and MICE pipeline.
- Establish strategic local and international partnerships.
You are commercially ambitious, entrepreneurial and highly relationship driven. You enjoy building business, opening doors and creating long-term partnerships, while also thinking strategically about how sales contributes to the wider growth of the company. You are comfortable working independently, taking ownership and making decisions. At the same time, you know how to bring different stakeholders together and align them around common goals.
- Minimum of 5 years of experience in hotel sales.
- Proven success in Corporate, Group and MICE sales.
- Experience negotiating and managing commercial contracts.
- Strong commercial understanding of hotel distribution, corporate travel and group sales channels.
- Experience managing external sales partners, agencies or commercial stakeholders is highly desirable.
- Experience supporting hotel openings or commercial projects is a strong advantage.
- A relevant network within corporate travel, meetings or hospitality is highly beneficial.
- Excellent communication and relationship management skills.
- Fluency in Dutch and English, both spoken and written.
- French and/or Italian is considered a plus.
- A bachelor's degree or equivalent work and thinking level.
- You must be legally allowed to work in the Netherlands.
The role is based partly from our Amsterdam office and partly remote. Regular travel across the portfolio, including Florence, is expected.
- A competitive salary depending on experience and know-how.
- Performance bonus of up to 20% of annual gross salary.
- Pension contribution to take care of your old days.
- Travel allowance for commuting and business travel for sales calls and client meetings;
- A dynamic and collaborative work environment where your ideas are valued.
- Are you fond of your coworkers and enjoy spending time with them? Join us for get-togethers, which include food and beverages, to further strengthen those connections.
- Personal coaching based on (y)our goals, development and ambition.
- Discount for you and family while enjoying time off (relax, eat, sleep, meet, and play) in our hotels.
- Extra time off to volunteer with our charities.
We are proud to be an equal opportunity workplace. We strive to be open, honest and inclusive, and we believe these values are essential for everyone to be their best selves. We don't believe in a one‑size‑fits‑all approach. We want to hear about your ambitions and help you build a career that grows alongside the company.
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