Associate Director of Sales

Company Description

At Pullman & Mercure Melbourne Albert Park, We grow through curiosity!
Situated opposite Albert Park Lake, our dual-brand hotel hosts 378 rooms, restaurant, bar, pool, gym and one of the largest conference spaces in Melbourne with 31 conference spaces; offering business and leisure travellers a lavish space to meet and rejuvenate.

Together, We Champion Progress...
At Pullman, Progress is at the heart of what we do! By joining Accor and Pullman & Mercure Melbourne Albert Park, every chapter of your story is yours to write and together we can imagine tomorrow's hospitality. 

At Accor, we believe that hospitality is a work of heart. We understand the ways in which individual passion for our work and a shared sense of accomplishment create a more rewarding experience for our guests. We foster this culture through a diverse and inclusive workplace that values the contribution of each and every member of our team. We are committed to taking positive action in terms of business ethics and integrity, responsible tourism, sustainable development, community outreach, and diversity and inclusion. With an expansive portfolio of iconic hotels and brands, Accor offers boundless opportunities for career advancement and professional development across the globe. 

Job Description

Key duties:

• Lead, mentor and develop the Conference & Events Sales, Event Planning and Business Development (MICE) teams, fostering a high-performing, collaborative and commercially focused culture through coaching, recruitment, succession planning and performance management.
• Drive achievement of the annual Conference & Events revenue budget across accommodation, venue hire, food & beverage and audio-visual revenue streams, ensuring strong profitability and commercial outcomes.
• Maximise Conference & Events performance by optimising yield management, business mix, function space utilisation, conversion, operational flow-through and overall profitability.
• Develop and implement strategic sales initiatives to grow Conference & Events, Corporate and MICE business, maximise assigned accounts and identify new revenue opportunities.
• Build and maintain strong client relationships through proactive account management, contract negotiations, site inspections, networking and client engagement while securing new business opportunities.
• Collaborate with Commercial, Revenue, Marketing and Operational teams to optimise demand, pricing strategies, forecasting, budgeting and the delivery of exceptional client experiences.
• Partner with the Director of Sales and Director of Sales & Marketing on commercial planning, including budgeting, forecasting, pricing initiatives and the development of new revenue strategies.
• Oversee the effective utilisation of Delphi, ensuring data integrity, pipeline accuracy, compliance and accurate reporting of sales activity, forecasts and conversion performance.
• Monitor and report on departmental performance through regular analysis of sales activity, pipeline, conversion, monthly reporting and ad hoc commercial reporting.
• Champion the ALL – Accor Live Limitless loyalty program within the sales process, identifying opportunities to increase client engagement, recruitment and loyalty participation.
• Drive continuous improvement in the client experience by overseeing client feedback, service recovery initiatives and maintaining awareness of market conditions, competitor activity and emerging industry trends.
• Deputise for the Director of Sales as required, representing the Commercial department in meetings and presenting business performance, forecasts and strategic initiatives to internal stakeholders.

Qualifications

Skills & Experience:

• Proven leadership experience in Conference & Events, Sales or Commercial Management within the hospitality industry, with the ability to lead, develop and inspire high-performing teams.
• Demonstrated success in driving revenue growth, achieving sales targets and maximising profitability across Conference & Events, Corporate and MICE segments.  
• Strong commercial acumen with experience in budgeting, forecasting, pricing strategies, yield management and performance analysis.
• Exceptional relationship management, negotiation and communication skills, with the ability to build long-term partnerships with clients, stakeholders and internal teams.
• Proficiency in hotel sales and event management systems (Delphi preferred), Microsoft Office Suite and CRM reporting, with a strong focus on data integrity and pipeline management.
• Highly organised and results-driven with excellent problem-solving, strategic planning and decision-making abilities, and the capacity to thrive in a fast-paced, customer-focused environment

Additional Information

Benefits and Perks

• On-site car park while on duty.
• Access to confidential Employee Assistance Program.
• Inclusive and diverse environment.
• A friendly and supportive work environment.
• Reward and recognition programs.
• Mentoring and career development along-side experienced and dedicated professionals.
• Global discounts on hotel accommodation & Food and Beverage, including special rates with our partnership brands such as Europcar.

Apply today and see where your Accor career can take you!

We are unable to provide sponsorship for this role, so Australian working rights are required.