Head of Sales

Role Overview

The Head of Sales is responsible for driving total revenue performance across the Philema portfolio, with a primary focus on room revenue and associated commercial streams including meetings, events, spa, and ancillary income.

This is a senior leadership role with accountability for translating business strategy into measurable commercial outcomes. Working closely with the Head of Marketing and operational leadership teams, the role ensures alignment across sales, marketing, revenue management, and reservations to deliver sustained growth and market share.

The position also holds responsibility for performance reporting at director level, providing clear insight, analysis, and forward-looking strategy across all properties.

Salary: £50,000 | 40 hours per week

Key Responsibilities

Commercial Strategy & Revenue Growth

• Develop and execute a cohesive sales strategy to drive room revenue and total hotel profitability across the portfolio
• Identify and unlock new revenue opportunities across corporate, leisure, group, and events segments
• Lead proactive sales planning aligned to market trends, demand patterns, and business objectives
• Ensure optimal segmentation, pricing alignment, and distribution strategies in collaboration with Revenue Management

Leadership & Team Management

• Lead, motivate, and develop the sales, revenue, and reservations teams to deliver high performance
• Set clear objectives, KPIs, and accountability frameworks across all direct reports
• Foster a collaborative, commercially driven culture across departments
• Support succession planning and talent development within the sales function

Revenue & Performance Management

• Work closely with the Revenue Manager to optimise occupancy, ADR, and RevPAR
• Oversee demand forecasting, budgeting, and pace analysis
• Ensure effective management of group business, transient sales, and distribution channels
• Drive conversion and maximise yield across all enquiry channels

Sales Execution & Partnerships

• Maintain and develop key client relationships across corporate, agency, and group segments
• Oversee group and events strategy to maximise conversion and profitability
• Support high-value negotiations and contract agreements
• Represent Philema at industry events and within key commercial networks

Cross-Functional Collaboration

• Partner with the Head of Marketing to align sales and marketing strategies, campaigns, and brand positioning
• Work closely with operational teams to ensure delivery aligns with sales promises and guest expectations
• Contribute to wider business strategy, including new developments and market expansion

Reporting & Governance

• Produce and present regular performance reports to Director level, including revenue performance vs budget and forecast, market trends and competitor benchmarking and segment performance and strategic insights
• Provide clear recommendations and action plans to address performance gaps
• Ensure robust sales reporting systems

Experience

• Proven track record in a senior sales or commercial leadership role within hospitality
• Strong experience in multi-property or group hotel environments preferred
• Demonstrated success in driving revenue growth and market share
• Experience managing revenue management, group sales, and reservations functions
• Proven ability to operate at both strategic and operational levels

Skills

• Highly commercial mindset with strong analytical capability
• Advanced understanding of hotel revenue management principles
• Strong leadership and people management skills
• Excellent communication and presentation skills, with experience reporting to board/director level
• Ability to influence and collaborate across departments
• Results-driven with a proactive and solution-oriented approach

Employee Benefits

• Tronc / Service charge (Food & Beverage Departments only)
• Complimentary off peak gym & spa membership at Fistral Spa / Gaia Spa
• Tokens & recognition scheme
• 20% discount on Fistral Spa & Gaia Spa treatments
• 25% discount on food & beverage throughout the hotels and restaurants
• 50% discount on bed & breakfast stays throughout the hotels
• 30% discount on GAIA skincare products, 1 complimentary refill and 50% on refills thereafter
• Friends & Family rates across the group
• Recommend & Get Rewarded: £25 in "Love to Shop" vouchers if you recommend a friend to work

for us, receive £100 in "Love to Shop" vouchers when they pass probation

• Access to 360 Wellbeing - https://www.360-wellbeing.co.uk/
• Access to Wage stream - https://wagestream.com/en/
• Length of Service rewards: 1 Year, Afternoon Tea for 2, 3 Years - Dinner for 2 , 5 - 15 Years - 1 additional holiday day per year.
• Cycle 2 work Scheme
• Annual Christmas Event

Please send application to Becky Nowell ***email_hidden***.