Complex Director of Sales

Pine Cliffs Resort; Albufeira; On-site; EUR 100,000 - 160,000; Full time

Job summary

Pine Cliffs Resort in Algarve, Portugal, seeks a Complex Director of Sales to lead the resort's sales strategy across all market segments. The role directs proactive and reactive sales teams, drives revenue growth, and strengthens relationships with key clients and partners to secure high-value business.

Reporting to senior leadership, the Director will forecast, optimize channels, and ensure deals align with Marriott brand standards and owner expectations, while mentoring the sales team to

Qualifications

• 3–5 years of experience in hotel sales with proven leadership.
• Track record of meeting revenue targets and driving growth.
• Fluent English; additional languages are a plus.

Responsibilities

• Develops and implements the complex-wide sales strategy and annual plan.
• Leads the sales teams, sets booking goals and KPIs, and tracks performance.
• Forecasts monthly budgets with Revenue Management and Finance.
• Represents Pine Cliffs Resort at trade shows, missions and events.
• Oversees contract terms, RFPs, and negotiation for high-value opportunities.

Skills

Hotel sales leadership

Forecasting & budgeting

Negotiation

Client relationship management

Fluent English

Education

Bachelor's or higher in Hospitality/Business

Tools

CRM systems

Marriott systems

Job description

The Complex Director of Sales is responsible for leading the Pine Cliffs Resort’s sales strategy and revenue generation across all market segments. The role oversees proactive and reactive sales teams, drives the achievement of revenue goals, fosters key client and partner relationships, and ensures the seamless conversion and delivery of business. Through effective forecasting, channel optimization, and team leadership, the position supports the resort’s commercial objectives, profitability, and alignment with Marriott brand standards and owner expectations.

Main Responsibilities

• Develops and executes the complex-wide sales strategy and annual sales plan, addressing revenue, customers and market segments, in line with Marriott International and UHM guidelines.
• Defines sales deployment and priorities across wholesale, groups, consortia and weddings.
• Partners with Revenue Management and Marketing on pricing, segment mix, promotions and campaigns.
• Leads the rollout of Marriott global and regional promotions, both internal and external.
• Identifies new markets and accounts aligned with the resort’s luxury positioning and budgeted revenue targets.
• Creates, updates and ensures compliance with brand standards, LSOPs and internal sales procedures.
• Provides positive and aggressive leadership to ensure maximum revenue potential across rooms and catering.
• Sets booking goals and KPIs for each segment and team member, and tracks performance against them.
• Analyses market intelligence, competitor activity and booking pace using Marriott and UHM sales systems.
• Delivers accurate monthly forecasts, budgets and projections with Revenue Management and Finance.
• Approves group and catering business, space release and contract terms to secure the highest-value opportunities.
• Presents sales performance, results and action plans in business review meetings.

3. Client Relationship Management & Market Development

• Builds long-term relationships with key clients, tour operators, groups, consortia, DMCs and TMC accounts.
• Manages a portfolio of strategic accounts and participates in sales calls to acquire and close new business.
• Represents Pine Cliffs Resort at trade shows, sales missions and roadshows, and hosts FAM trips and site inspections.
• Oversees the contracting process, including RFPs, proposals, negotiation and correspondence.

4. Internal Collaboration & Cross-Functional Alignment

• Works collaboratively with off-property sales channels (Regional UHM Sales and Marriott GSO) to ensure coordinated, non-duplicated efforts.
• Builds strategic working relationships with Revenue Management, Marketing, Front Office and F&B leaders.
• Coordinates with Human Resources, Engineering and Finance to ensure compliance with regulations.
• Chairs weekly sales meetings and oversees group backlog and banquet forecast reviews.
• Leads and develops the entire sales team.
• Monitors the daily activities of direct reports, with clear objectives, delegation and structured follow-up.
• Interviews, hires and onboards team members, and uses on-the-job training tools.
• Conducts performance reviews, coaching and succession planning to sustain productivity and engagement.

6. Customer Experience & Quality Assurance

• Displays leadership in guest hospitality and upholds the standards of The Luxury Collection brand.
• Obtains client feedback on product quality and service levels, including pre- and post-convention meetings.
• Reviews sales and guest satisfaction results with the team and turns them into action plans.
• Empowers employees to deliver excellent service and ensures each client’s business needs are understood.

Requirements

• University degree (Bachelor’s or higher), ideally in Hospitality Management, Tourism, Business, Marketing or a related field.
• 3–5 years of experience in hotel sales, preferably in a luxury or upscale resort, with proven results in team leadership.
• Solid knowledge of the main market segments: wholesale and tour operators, groups and MICE, consortia, DMCs/TMCs and weddings.
• Proven track record of hitting revenue targets, with strong skills in forecasting, budgeting and analysing booking pace and the competition.
• Strong negotiation skills, with experience managing RFPs and contracts and closing high-value deals.
• Excellent communication and relationship-building skills, with the ability to influence key clients, partners and internal stakeholders.
• Strong client focus and a commitment to service standards that go beyond guest expectations.
• A strategic, proactive and creative mindset, with a strong analytical sense, attention to detail and a structured approach to solving problems.
• Advanced command of digital tools and sales/CRM systems; experience with Marriott systems is a plus.
• Fluent English (essential); other languages are an advantage.
• Willingness to travel to trade shows, sales missions and roadshows.