Director of Sales

Position Overview

The Director of Sales is responsible for leading and managing all sales and marketing activities of the resort to maximise revenue generation across Rooms, Food & Beverage, Meetings, Events, and other revenue-producing departments.

The role focuses on developing and implementing strategic sales initiatives, strengthening key client relationships, identifying new business opportunities, and ensuring the achievement of revenue targets.

Working closely with the General Manager and operational departments, the Director of Sales ensures alignment between the resort's sales strategy, marketing initiatives, and overall business objectives while maintaining strong brand representation in line with IHG's True Hospitality service culture.

Key Responsibilities

1. Develop and implement the resort's overall sales strategy to drive revenue growth across Rooms, Meetings & Events, and Food & Beverage segments.
2. Lead, manage, and motivate the Sales & Marketing team to achieve departmental sales targets and overall business objectives.
3. Identify and secure new business opportunities across corporate, leisure, MICE, weddings, retreats, and group segments.
4. Build and maintain strong relationships with corporate clients, travel agents, event planners, tourism partners, wedding organizers and key industry stakeholders.
5. Monitor market trends, competitor activities, and industry developments to ensure the resort remains competitive and well positioned in the market.
6. Prepare and manage the annual sales plan, departmental budget, and revenue forecasts in line with business objectives.
7. Analyse sales performance and market data to implement strategies that maximise occupancy, average room rates, and overall revenue.
8. Schedule, lead and participate in sales missions, networking events, trade shows, and client engagement activities to promote the resort and generate new business.
9. Develop and manage key corporate and group accounts while expanding the resort's client portfolio.
10. Work closely with the Revenue Management, Rooms Division, and Food & Beverage teams to optimise pricing strategies, inventory allocation, and overall commercial performance.
11. Ensure effective coordination and communication between the Sales team and operational departments for successful execution of group bookings, meetings, and events.
12. Maintain accurate sales reports, client databases, and performance tracking systems to support strategic decision-making.
13. Drive brand visibility and market presence for Mangala Estate Kuantan – IHG within the hospitality and tourism industry.

Qualifications & Experience

1. Qualifications & Requirements
2. Bachelor's degree in Marketing, Hospitality Management, Business Administration, or related field.
3. Minimum 4–6 years of sales leadership experience in a Resort or hospitality environment.
4. Well-established industry network and client portfolio with the ability to drive new business opportunities.
5. Proven ability to develop and implement successful sales strategies.
6. Strong leadership, negotiation, and relationship management skills.
7. Excellent communication and presentation skills.
8. Proficiency in Microsoft Office.
9. Strong analytical and strategic thinking abilities.

Key Competencies

• Strong leadership and team management capabilities.
• Proven ability to develop and implement effective sales strategies.
• Excellent business development and relationship management skills.
• Strong negotiation and commercial acumen.
• Strategic thinking with strong analytical and problem-solving skills.
• Excellent communication and presentation abilities.
• Ability to work in a fast-paced hospitality environment and deliver results under pressure.
• Strong networking skills and industry connections are an advantage.