Cluster Director of Sales (Weddings)

Fairmont is a collection of luxury hotels and resorts worldwide, each distinguished by its luxury, elegance and residential charm. Fairmont Hotels & Resorts are one-of-a-kind properties, each one a landmark in its respective city, positioned at the top of its local market and rated among the very best in the world.

Under the general guidance of the Director of Sales (DOS) is responsible for leading all proactive and reactive sales efforts, while directly overseeing the Group Sales team, Catering & Conference Services team, Weddings and supporting administrative staff. This role is responsible to enhance leadership presence on-property, ensuring alignment, accountability, and consistency across all stages of the sales and service delivery process.

The DOS must actively foster an inclusive and communicative culture grounded in collaboration, openness to feedback, and a strong desire to understand the on-property dynamics and broader hotel culture. Flexibility, adaptability to market shifts, and openness to change are essential for success in this evolving role. The DOS will be expected to test new ideas, remain solutions-driven, and demonstrate emotional intelligence when navigating different communication styles and team needs.

Duties & Functions:

• Attend daily team morning huddle as scheduled
• When on property, attend morning meeting to communicate group arrivals and business.
• Direct and manage all group and transient sales activities to maximize revenue for the hotel
• Prepare, implement and compile data for the strategic sales plan, monthly SMART goals, annual goals, sales and marketing budget, forecasts and other reports as directed/required
• Develop strategies through review of competitive data, demand analysis and mix management
• Recruit, direct, manage, train and coach sales, catering and conference service staff. Oversee departmental matters as they relate to federal, state and local employment laws in collaboration with the People and Culture department.
• Participate in sales presentations, property tours and customer meetings
• Conduct and attend strategic sales meetings, management meetings and other meetings as required/requested
• Represent the hotel in community and industry organizations and events
• Participate as team player with other key executive members
• Be a leader and role model to all team members
• Supervise, administer and ensure timely completion of all activities of the Sales Department
• Develop a full working knowledge of the operations of the hotel, including Food and Beverage, Guest Services, Front Office, Housekeeping and Revenue Management and Baha Mar resort operations and key leaders.
• Develop a complete knowledge of company sales policies and SOPs,and ensure knowledge of and adherence to those policies by the sales team. Assist in re-writing, through a refined approach, to optimize standards at the highest level for team success.
• Develop and maintain market awareness to ensure ability to predict revenue opportunities and set proactive strategies.
• Meet or exceed established team goals
• Responsible for group rooms and banquets forecast in collaboration with Director of Conference Services
• Initiate and follow up on leads
• Monitor production of all top accounts and evaluate trends. Ensure sales staff is accountable for those accounts within their respective territories
• Ensure proper management of group turnovers. In absence of Director of Conference Services, the Assistant Director of Conference Services will assign group turnovers to managers; DOS supports in absence of both.
• Collaborate with the banquets department-head to ensure meeting space readiness and support team fluidity
• Conduct weekly sales meetings, reviews of prospects and tentatives, and bi-weekly strategic discussions to support team goals
• Review meeting planner evaluations and resolve issues proactively
• Modify procedures to solve process inefficiencies
• Conduct periodic on-property visits to engage with the team and ensure consistent presence and awareness across departments
• Foster a culture of collaboration, transparency, and responsiveness across all direct reports
• Manage group sales team travel schedule and oversee budget adherence
• Maintain consistent and strategic communication with Accor Global Sales to ensure maximum exposure in the network and unlock lead generation opportunities
• Identify opportunities for brand exposure through webinars, speaking opportunities, and strategic partnerships
• Support DOSM in executing long-term commercial plans, adapting to evolving market conditions, required reporting
• Any other reasonable duties as assigned by the supervisor or manager.
• We recognize we are in the hospitality industry and that may require us to provide lateral service.  We will on occasion call for each individual in the team to on a routine basis perform various related tasks as needed in the spirit of providing exceptional guest service