Cluster Director of Sales- London West

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Summary of Role

The Cluster Director of Sales role will have an overview of all the B2B segments and input into the commercial strategy, performance and budgets of the hotels in their cluster. The primary sales focus and targets will be driving revenue growth from corporate and ad hoc groups, convention, and residential meeting & events segments through conversion and retention of accounts.   

This is a senior sales role reporting into the Regional Director of Hotel Sales UK&I. The Cluster Director of Sales will also have a dotted line reporting to the General or Hotel Managers in each cluster. The role will be the key sales point of contact for their hotels and will drive sales culture and attend key meetings and deliver required reporting outputs within their cluster.

The role will liaise closely with the Central Sales team on day-to-day sales activity and will support or request support based on the performance strategy of each hotel.

This position requires an experienced and commercially astute sales leader who can influence at all levels, build strong internal and external partnerships and deliver constant performance across a cluster of hotels.

Management of a small team may be required as part of this role.

From time to time, this role may require travel in the UK & Ireland and overseas.

Key Responsibilities

What you will be doing:

• Develop an in-depth understanding of the local hotel markets based on intelligence and knowledge

of competitor activity and rates.

• Support the conversion of key business Group and M&E Enquiries.
• Ensure we maintain and grow revenue and market share via existing and new customers,

developing a network of contacts to help to cross sell the group.

• Build and maintain strong, long-lasting client relationships.
• Lead the negotiation of contracts and close agreements to maximize profits as required.
• Forecast and track key account metrics (e.g. monthly sales results and annual forecasts).
• Produce accurate and timely, weekly, monthly and annual reporting that meets the needs of the Senior Sales and Hotel Management teams.
• Participate in the annual budgeting process for the Managed segments.
• Complete and execute hotel/s sales plan, review and update in line with strategy and hotel business
• needs.
• Using data and market research, conduct telesales and campaigns to identify opportunities for hotels.
• Maintain an up-to-date Pipeline of target accounts in the focus segments, directly, or through the Assistant Director of Sales or Sales Managers as appropriate.
• Effectively lead, manage, train and coach the junior cluster sales team as appropriate.
• Ensure the use of the CRM system, is in line with the minimum standard of use for self and team as required.
• Attend any Leonardo Hotels Team Meetings, Sales Meetings, Blitzes and Events as requested.
• Supporting show rounds as required by the business to support all segments.

Personal responsibilities

• Manage your team effectively by maintaining great communication and sharing knowledge to aid your team member development as appropriate to each role.
• Utilise all relevant systems correctly to complete tasks in a timely manner.
• Adhere to Company policies, procedures and relevant legislation at all times.
• Complete any other reasonable request made by a member of the management team.

What we will expect from you:

To succeed in this role, you’ll need to be a pro-active self-starter who is able to proactively drive business, maintain or grow market share from existing accounts and delivery of any potential new business. There will be a significant reliance on the individual to understand and analyse market data to identify opportunities for new business wins. In addition, the role may require:

• Experience of leading and managing individuals/teams and driving sales performance in a fast moving, challenging and multi-channel environment.
• Effective selling skills.
• Excellent communications and relationship building skills.
• Ambitious and driven, with a good understanding of the value hotel sector.
• Results driven, self-motivated, flexible and resilient.
• Strong background in commercial negotiations to secure additional revenue generation.
• The ability to present the Leonardo brand in a compelling manner to influence new business acquisition.
• Commercially aware, numerate and the ability to identify opportunities.

Essential:

• Previous Sales Experience.
• Strong Commercial Outlook.
• Ability/experience to manage direct reports/team.
• Ability to plan, prioritize, work under pressure and remain focused.
• Attention to detail.
• Highly motivated, enthusiastic & team player.
• Driven and determined to achieve results.
• Report writing skills.

• Special rates on Leonardo Hotel rooms across the UK & Europe

• Company-wide recognition scheme: you could earn vouchers to spend on a wide range of high street shops

• Talent referral scheme

• Thank You Week: from ice cream trucks to yoga classes and lots in between!

• Wellbeing Calendar

• Ongoing job-related training programmes with clear paths for progression

We’re committed to creating a workplace where every individual—regardless of background, identity, or lived experience—is welcomed, valued, and respected for who they are. Belonging means embracing our differences and ensuring everyone feels seen, heard, and empowered.

We look after our colleagues just as well as we look after our guests. Our regular Learning Bites, “Come Join Us Guest Care” training and Wellbeing webinars all help your progress with us. With support on tap, top-notch practical training and clear progression you’ll be on track for a brilliant future in Hospitality!