Director of Sales - NSO Mumbai

Fairmont Hotels & Resorts is where the intimate equally coexists with the infinite – an unrivaled portfolio of more than 90 extraordinary hotels where grand moments of life, heartfelt pleasures and personal milestones are celebrated and remembered long after any visit. Since 1907, Fairmont has created magnificent, meaningful and unforgettable hotels, rich with character and deeply connected to the history, culture and community of its destinations – places such as The Plaza in New York City, The Savoy in London, Fairmont San Francisco, Fairmont Banff Springs in Canada, Fairmont Peace Hotel in Shanghai, and Fairmont The Palm in Dubai. Famous for its engaging service, awe-inspiring public spaces, locally inspired cuisine, and iconic bars and lounges, Fairmont also takes great pride in its pioneering approach to hospitality and leadership in sustainability and responsible tourism practices. Fairmont is part of Accor, a world leading hospitality group counting over 5,400 properties throughout more than 110 countries, and a participating brand in ALL - Accor Live Limitless – a lifestyle loyalty program providing access to a wide variety of rewards, services and experiences.

Position Summary

The Director of Sales – National Sales Office (NSO) is responsible for developing and executing the national sales strategy across Accor's portfolio of hotels to maximize revenue, market share, and long-term business growth. The role focuses on managing key national accounts, driving strategic partnerships, leading high-performing sales teams, and ensuring alignment with regional and hotel commercial objectives.

Key Responsibilities

1. National Sales Strategy

• Develop and implement a comprehensive national sales strategy for Corporate, Leisure, Group, MICE, and Event segments.
• Align national sales initiatives with Accor's overall commercial strategy and business objectives.
• Identify emerging market opportunities and implement proactive sales initiatives to drive sustainable business growth.

2. Key Account Management

• Build, develop, and maintain strategic relationships with key national accounts, including corporates, travel management companies, consortia, wholesalers, event planners, and government organizations.
• Serve as the primary contact for national accounts and ensure long-term customer retention.
• Conduct regular business reviews with clients and identify opportunities to expand partnerships.

3. Revenue Growth & Business Development

• Drive national revenue performance by acquiring new business and maximizing existing account potential.
• Increase market share through strategic account penetration and cross-selling opportunities across the hotel portfolio.
• Collaborate with hotel commercial teams to optimize pricing strategies and revenue opportunities.

4. Leadership & Team Development

• Lead, mentor, and develop the National Sales team to achieve individual and collective performance objectives.
• Foster collaboration between National Sales, Regional Sales, Marketing, Revenue Management, and Hotel Operations.
• Conduct regular coaching, performance reviews, and capability development initiatives.

5. Market Intelligence & Performance Reporting

• Monitor market trends, competitor activity, and customer behavior to identify new opportunities.
• Prepare sales forecasts, business reports, and performance analysis for senior leadership.
• Track key performance indicators (KPIs) and recommend strategic actions to improve results.

6. Strategic Partnerships

• Develop strategic alliances within the Corporate Travel, Meetings, Incentives, Conferences & Exhibitions (MICE), Leisure, and Events sectors.
• Represent Accor at industry events, trade shows, networking forums, and customer engagements to strengthen brand visibility and generate new business.

7. Contract Negotiation

• Lead negotiations for national contracts and commercial agreements.
• Ensure contracts achieve commercial objectives while maintaining profitability and long-term customer relationships.
• Oversee the complete contract lifecycle from opportunity identification through successful execution.

8. Brand Representation

• Act as a brand ambassador by promoting Accor's values, brands, and commercial offerings.
• Deliver exceptional client experiences that enhance customer satisfaction, loyalty, and advocacy.

Performance Responsibilities

• Achieve National Sales budget and revenue targets.
• Deliver regional objectives aligned with the Commercial Strategy.
• Monitor and improve Regional Market Share and Revenue Generation Index (RGI) performance.
• Maintain accurate sales activity within Accor systems including ANAIS and Connex.
• Record new business opportunities, client meetings, lead generation activities, and conversion progress.
• Ensure achievement of personal and team sales objectives.

Financial Responsibilities

• Achieve National Sales revenue and profitability targets.
• Maximize revenue opportunities while maintaining commercial discipline.
• Proactively manage expenses in line with approved budgets.
• Monitor business forecasts and optimize profitability without compromising service standards.

Customer Service Responsibilities

• Deliver service excellence that consistently meets or exceeds customer expectations.
• Respond promptly and professionally to client enquiries, requests, and complaints.
• Build long-term client relationships through proactive communication and effective problem resolution.
• Collaborate with hotel operations to ensure seamless delivery of customer commitments.

General Responsibilities

• Provide professional, efficient, and courteous service to both internal and external stakeholders.
• Demonstrate strong ownership, accountability, and follow-through on commitments.
• Take initiative to improve business processes and customer experiences.
• Promote and embody Accor's Heartist culture in all interactions.
• Participate actively in Planet 21 sustainability initiatives.
• Attend all required training programs and professional development activities.
• Comply with the Welcome to Accor induction standards, company policies, and confidentiality requirements.
• Maintain strict confidentiality regarding company information, commercial transactions, and customer data.
• Support workplace health and safety by following all safety procedures, reporting hazards promptly, and participating in emergency preparedness activities.
• Ensure compliance with all applicable company policies, legal requirements, and ethical standards.