Director, Group Sales

Fairmont Hotels & Resorts is a renowned luxury hotel brand with a global presence and a commitment to creating lasting memories for our guests. With over 30,000 colleagues worldwide, we are dedicated to delivering exceptional service, fostering a culture of excellence, and making special happen.

Hotel Overview:

Located in the heart of downtown Fairmont New Orleans will be an impressive new addition to Fairmont’s luxury portfolio, offering 250 luxury guest rooms, four food & drink venues, a rooftop pool with expansive views of the city, more than 19,000 square feet of function space, and a 10,000 square-foot spa.

This property is destined to become an illustrious destination in the Central Business District, nearby the city’s renowned and historic French Quarter.

Summary of Position

Reporting to the Director of Sales and Marketing, the Director, Group Sales is accountable for generating budgeted revenue on an established account base through personal selling and through the management of their direct reports.  The Director of Group Sales is the first line supervisory position within the sales organization.  He/she is responsible for the training, development and performance of the direct reporting personnel. It assists in making operational decisions on business within broad parameters.

Responsibilities:

• Planning and overseeing the group sales effort of the hotel, specifically the achievement of targeted room revenues and sales mix.
• Direct and manage all group sales training, yearly sales targets, group sales quotas, the incentive plan and all other corporate and hotel learning required to maintain the most effective sales professionals in the market.
• Keep informed of the competition's sales and marketing strategies and report on a timely basis sales intelligence of benefit to our organization.
• Collect market and competitive intelligence to assess and implement strategy and long term goals.
• Evaluate and initiate opportunities for developing new sources of business in all market segments and thereby broaden the account base.
• Provide overall direction, leadership, training and development to the Group Sales team
• Participate in the development and management of the annual marketing plan.
• Prepare the annual group room’s revenue budget with the DOSM
• Set parameters for rate quotes and for negotiating group room’s contracts.
• Accountable for booking group business originating from own market segment and achieving individual and team booking goals
• Independently responsible for achievement of sales activities and all objectives outlined in the action plan.
• Responsible for day-to-day duties of prospecting accounts, account development, site inspections and proper Opera Sales & Catering account management practices, etc. for individual and team achievement
• Active in developing new business.
• Keep accurate records of potential customers and follow through on all potential business.
• Utilize Opera Sales & Catering System to track, solicit, book and follow-up accounts.
• Prepare weekly, monthly, quarterly and annual reports as required.
• Participate in sites, familiarization trips, industry trade shows and sales trips as required
• Schedule effective business trips and appointments within assigned markets.
• Participate in prescribed training and special projects.
• Plan and lead bi-monthly sales meetings as assigned
• Approve all group contracts and their terms in compliance with Fairmont standards
• Work closely with Director of Revenue Management to approve group bookings in support of hotel’s revenue / mix objectives
• Travel is expected 15% of the time into markets as required for Sales Calls, Tradeshows, Events and Conferences
• Accountable for leading the Group Sales effort by prospecting and booking group business (all segments) within defined territory
• Exceed personal sales goals monthly, quarterly, and annually
• Develop monthly sales strategy and action plans
• Build relationships with all relevant stakeholders: Accor Global Sales Office(s), Los Angeles Tourism & Convention board, attractions and Offsite Venues
• Partner with regional and national sister hotels to optimize Accor exposure and build incremental business
• Budget for, plan and organize site inspections, FAMS, sales trips and industry trade shows
• Utilize Opera Sales System to track, solicit, book and follow up on accounts
• Quote and negotiate rates within established parameters
• Upon closing, coordinate and follow up with convention services, catering and/or other hotel departments to ensure delivery of hotel's promised services

• Minimum of 5 years of experience in Sales management, with at least 3 years in a Director-level role, ideally in a luxury or lifestyle hotel environment.
• Degree in Hospitality or related field an asset
• Prior pre-opening experience is highly desirable.
• Strong knowledge of the local market and an established network within the hospitality industry.
• Proven ability to generate and drive business for both large and small events.
• Exceptional leadership and team management skills, with the ability to inspire and develop a high-performing team.
• Excellent communication, negotiation, and interpersonal skills, with the ability to build long-lasting client relationships.
• Strong financial acumen, with the ability to manage budgets, control costs, and maximize revenue.
• Experience with event management software and CRM systems (e.g., Opera) is a plus.
• Passionate about delivering unique and memorable guest experiences through events and group bookings.

Your team and working environment:

•  If creating memories and being part of an exceptional guest experience appeals to you, perhaps you would be interested in joining the outstanding team of hospitality professionals at The Fairmont New Orleans. 

Our commitment to Diversity & Inclusion:
We are an inclusive company and our ambition is to attract, recruit and promote diverse talent.