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Director of Sales

Washington, DC, United States, Washington, United States

Director of Sales

  • Washington, DC, United States
  • Sales & Marketing Division
  • Full time

The Group

Mandarin Oriental Hotel Group is the award-winning owner and operator of some of the world’s most luxurious hotels, resorts and residences. Having grown from its Asian roots into a global brand, the Group now operates 32 hotels and six residences in 23 countries and territories, with each property reflecting the Group’s oriental heritage and unique sense of place. Mandarin Oriental has a strong pipeline of hotels and residences under development and is a member of the Jardine Matheson Group. 

Our Hotel

Set at the heart of the U.S. capital between Maine and Maryland Avenues and 12th and 14th Streets, SW, Mandarin Oriental, Washington DC has redefined luxury in the city. Just streets away from the nation’s most revered monuments and the Smithsonian Institution, the hotel is also within easy reach of Capitol Hill and District Wharf.

Overview of Position

It is the mission and intent of this position that the incumbent will keep the guests’, colleagues’, and owners’ perspectives in mind at all times and carry out the mission of the Sales Department.

The incumbent is responsible for leading the hotel sales team in achieving the rooms revenue goals as laid out in the hotel Marketing Plan as well as taking responsibility for all rooms sales, solicitation of new business, managing the success and development of the commercial sales team, and assisting the Director of Sales & Marketing in implementing sales action plans set forth in the Marketing Plan.

The Director of Sales reports to the Director of Sales and Marketing and supervises the Group and Transient Sales team, supporting all Sales Managers and Sales Executives.

Essential Functions

Major responsibilities 

  • Actively works in conjunction with the Sales colleagues to qualify leads, conduct site inspections, negotiate contracts, and close bookings from commercial clients (MICE events, meeting planning companies, associations, corporate travel managers, travel agencies, consortia, etc.)
  • Directs sales activities for Sales Managers and ensure that they meet the goals of the Marketing Plan and those of the Measurable Results System
  • Establishes and maintains effective employee working relations both within the department and with other departments
  • Works with the Director of Sales & Marketing to determine deployment of group and transient markets and establishes and monitors the flow of business
  • Meets frequently with the Sales staff to provide guidance and leadership to the team.  Provides regular feedback and regular performance reviews of the Sales Staff.
  • Assists the Director of Sales & Marketing in the analysis and review of market conditions, and implements programmes with the Sales Team to meet these changes, e.g. segment-specific promotions, changes to the FIT segment, inflation, or competitor initiatives
  • Organizes and accompanies familiarization site inspection trips with major clients
  • Regularly entertains major clients of the hotel
  • Ensures up-to-date information in Delphi.fdc
  • Oversees corporate rate negotiations with the Director of Revenue Management and approves final contracts with clients in coordination with the Transient Sales team
  • Explore new markets and potential accounts for follow-up by Sales Managers
  • Pays regular visits to all major accounts
  • Evaluates and recommends strategic plans on how to address changing market conditions, including trends on the competition, as a result of direct sales solicitation, telephone, reading material and interaction with competitive hotel staff
  • Assists the Director of Sales & Marketing in the implementation of sales action plans in the Marketing Plan
  • Chairs regular meetings of the Commercial Sales Team and the Daily Business Review Meeting


  • 5+ years’ experience in Hotel Sales, preferably at the Senior Sales Manager level or above
  • Demonstrated ability to set and exceed goals and quotas
  • Luxury Hotel experience strongly preferred
  • Superior communication and presentation skills required
  • Fluent in English
  • Demonstrated superior command of negotiation skills
  • Able to direct and guide a team of sales professionals through challenging negotiations when necessary
  • Knowledge of luxury Group Sales markets strongly preferred
  • Bachelor’s Degree

Working with us means…

We are dedicated to delighting our guests and colleagues. We are committed to becoming the best and we emphasize working together to achieve this goal. We support acting with responsibility.

Working with us means working harmoniously, respectfully, passionately, and towards personal growth. Working with us means that you will be personally valued. From the initial interview through the comprehensive orientation to the numerous Learning and Development programmes, we are committed to providing a Mandarin Oriental ‘Colleague Journey’ that exceeds colleague expectations.

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Equal Employer Opportunity statement

Mandarin Oriental Hotel Group provides equal employment opportunities (EEO) to all colleagues and applicants for employment without regard to race, color, religion, sex, national origin, age, disability or genetics. In addition to federal law requirements, Mandarin Oriental Hotel Group complies with applicable state and local laws governing nondiscrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, and transfer, leaves of absence, compensation and training.

Mandarin Oriental Hotel Group expressly prohibits any form of workplace harassment based on race, color, religion, gender, sexual orientation, gender identity or expression, national origin, age, genetic information, disability, or veteran status. Improper interference with the ability of Mandarin Oriental Hotel Group’s colleagues to perform their job duties may result in discipline up to and including discharge.


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