Director of Sales

Minor Hotels is an international hotel owner, operator, and investor with a portfolio of more than 536 hotels in operation. Minor Hotels passionately explores new possibilities in hospitality with a diverse portfolio of properties designed intelligently to appeal to different kinds of travelers, serving new passions as well as personal needs. Through our Anantara, Avani, Oaks, Elewana, Tivoli, NH Hotel Group, Four Seasons, St. Regis, Marriott, and Minor International properties, across Asia Pacific, the Middle East, Africa, the Indian Ocean, Europe, and South America.

Avani Hotels & Resorts is a vibrant upscale brand offering relaxed comfort and contemporary style. Avani was launched in response to an increasingly influential group of discerning travelers who appreciate stylish design and excellent service, but also demand great value. Avani hotels are designed for the way we travel now. And we think it’s all about balance. Balance between coolness and kindness, between design and function, and between service and privacy.

Avani Kota Kinabalu Hotel is set to open in Q2 2026 with 352 new keys ready to welcome business and leisure travellers with trademark AVANI sleep satisfaction, contemporary living spaces, and Honest Food. The hotel will feature an all-day dining restaurant and a rooftop pool & bar, as well as 855 square metres of meeting space, perfect for conferences or social functions.

Please note that this is not an exhaustive list of everything that needs to be done. Avani Kota Kinabalu Hotel team members always find new ways to look after the business, their guests, and their colleagues. Within this, the key responsibilities for this position are:

1. Commercial Leadership

• Lead the annual commercial plan and deliver revenue targets across all key segments.
• Shape market mix, pricing and distribution strategies with Revenue Management.
• Ensure all commercial decisions support NH and Minor Hotels’ brand positioning.
• Create and implement packages, promotions and tactical activities for low-occupancy periods.

2. Account Strategy & Market Development

• Ensure the team understands the priority of the current account base and focuses efforts accordingly.
• Continually review actual production against potential and upgrade the client base when required.
• Assign account responsibilities and targets to team members and keep them under ongoing review.
• Develop businesses across Leisure, Wholesale, Corporate, Groups and Online segments.
• Strengthening relationships with tour operators, OTAs, DMCs, corporate accounts and global partners.
• Participate in client familiarizations, site inspections, roadshows and sales trips.

3. Wholesale Team Management

• Lead and develop the Wholesale sales team, ensuring strong delivery performance.
• Set financial objectives for each team member and monitor progress closely.
• Support the team in converting business leads, negotiating contracts and improving productivity.

4. Sales Team Leadership & Capability Building

• Build a strong sales team with a structured KPI framework and clear responsibilities.
• Conduct coaching, performance reviews and ongoing skill development.
• Ensure all new team members are fully oriented to Minor Hotels' strategy and brand positioning.
• Ensure all sales team members have strong face-to-face selling skills and customer engagement capability.
• Identify skills gaps in the department and recommend development programs to close them.

5. Key Account Acquisition & Retention

• Identify high-value accounts and drive long-term, profitable relationships.
• Lead key negotiations and ensure timely contracting and activation each year.
• Drive upsells and cross-sell opportunities across Minor Hotels' properties.
• Review account performance regularly and take corrective actions where required.

6. Forecasting, Reporting & Performance Management

• Deliver accurate weekly, monthly and annual forecasts.
• Maintain strong pipeline discipline with structured follow-up.
• Provide clear management status reporting on business results and team action plans.
• Monitor competitor activity, market trends and rate integrity, adjusting tactics when needed.

7. Brand, Marketing & Cross-Department Collaboration

• Work with Marketing and E-Commerce teams to enhance visibility and digital performance.
• Support PR visits, influencer stays and brand campaigns.
• Ensure accurate product knowledge and updated information is maintained by all sales team members.
• Liaise effectively with operational departments to ensure delivery of promises to clients.
• Represent the property in cluster and regional commercial meetings with the General Manager.

8. Governance, Budget & Compliance

• Ensure contracting, RFPs, commissions and approvals follow Minor Hotels’ commercial governance.
• Maintain clean documentation, financial accountability and adherence to the departmental budget.
• Implement cost control procedures and ensure proper approval for expenditure.
• Ensure administrative processes within the department are completed efficiently.

• Bachelor's degree in any related field
• At least five years experience in hotel sales and marketing
• Experience in luxury hotel brands
• Revenue management experience
• Ability to influence and persuade with excellent negotiation skills
• Strong sales and analytical knowledge