Director of Groups (Reactive Sales)

Role Overview

Reactive Groups Sales

• Lead the Reactive Groups Sales team and ensure enquiries are answered within agreed service level agreements.
• Drive enquiry-to-booking conversion while maximizing revenue, profitability, and commercial value.
• Oversee qualification, negotiations, contracts, and commercial terms for group business.

Revenue and Customer Management

• Partner with Revenue Management on pricing, occupancy, ADR, displacement, group pace, and market demand.
• Build relationships with clients, agencies, corporate travel managers, and intermediaries.
• Manage complex negotiations, high-value accounts, escalated concerns, and repeat-business opportunities.

Operations and Team Leadership

• Coordinate confirmed business handover with Events, Operations, Reservations, Revenue, Food and Beverage, Banqueting, and Front Office.
• Recruit, develop, coach, and review the performance of the Reactive Groups Sales team.
• Set performance objectives and promote accountability, collaboration, customer focus, and continuous improvement.

Performance and Reporting

• Monitor enquiry volumes, conversion rates, response times, revenue performance, group room nights, and related commercial indicators.
• Produce sales forecasts and business performance reports and identify trends and process improvements.
• Maintain accurate CRM and sales system records.

Qualifications and Expertise

• 7–10 years of experience in hotel group sales, reservations, or commercial operations.
• At least 3 years of leadership experience managing a reactive sales or groups team.
• Strong knowledge of hotel revenue management principles and group pricing strategies.
• Experience with Opera Sales & Catering, Delphi, Salesforce, or similar hotel sales platforms.

Core Competencies

• Commercial acumen, group sales expertise, revenue optimization, and negotiation and contract management.
• Customer relationship management, team leadership and development, and cross-functional collaboration.
• Analytical thinking, communication and presentation, decision-making, attention to detail, and service excellence.