Area Director of Sales – Phuket Hotels
Hotels Covered
The role will oversee sales activities for the company's Phuket hotel portfolio, including:
- Mercure Phuket Patong Journeyhub Journeyhub
- Upcoming Mövenpick Phuket Kamala property
- JonoX Phuket
The scope may be expanded based on future portfolio growth.
Reporting Line
Reports to: Area General Manager / General Managers of the assigned hotels
Functional/Dotted line reporting to: AVP Commercial – Hospitality, BCPCL
Works closely with: Revenue Management, Marketing, F&B and Reservations
Position Summary
The Area Director of Sales – Phuket Hotels is responsible for leading and driving the sales strategy across the Phuket hotel portfolio. The role will focus on revenue generation, account development, market penetration, commercial partnerships, and business mix optimization across rooms, meetings, events, groups, corporate accounts, leisure segments, wholesale, travel trade, and F&B-related opportunities.
This position will play a key role in strengthening the Phuket hotels market presence, increasing direct and contracted business, leading and supporting pre-opening commercial activities for the upcoming Mövenpick Phuket Kamala property, and maximizing revenue opportunities across rooms, meeting spaces, restaurants, events, and other hotel facilities.
Key Responsibilities
1. Area Sales Strategy and Revenue Growth
- Develop and execute the annual sales strategy for the Phuket hotel portfolio.
- Drive revenue growth across rooms, groups, meetings, events, corporate, leisure, wholesale, travel trade, and F&B segments (wherever applicable).
- Identify new business opportunities and create tactical sales plans for each hotel based on positioning, facilities, demand periods, and market conditions.
- Support each hotel in achieving budgeted room revenue, total revenue, occupancy, ADR, and segment targets.
- Work closely with Revenue Management to align sales activities with pricing strategy, demand periods, need dates, and business mix objectives.
- Ensure proper focus on high-value accounts, contracted business, group leads, MICE opportunities, and direct revenue channels.
2. Portfolio and Hotel-Specific Sales Leadership
- Lead the sales approach for Mercure Phuket Patong Journeyhub, focusing on existing business recovery, account development, leisure, OTA support, wholesale, corporate, and group opportunities.
- Lead and Support the commercial planning and pre-opening sales strategy for the upcoming Mövenpick Phuket property, including account mapping, group pipeline development, MICE positioning, F&B sales opportunities, and launch-related sales activities.
- Lead and support Support JonoX Phuket / other assigned properties with appropriate sales coverage based on brand positioning, target markets, and business needs.
- Ensure that each hotel has a clear sales action plan with measurable activities, owner accountability, and follow-up discipline.
3. MICE, Groups, Meeting Rooms, and Events (wherever applicable)
- Build and manage a strong pipeline for meetings, incentives, conferences, events, corporate groups, weddings, social events, and local business opportunities.
- Position the upcoming Mövenpick property as a strong option for meetings, F&B events, and group business.
- Work with hotel teams to create meeting packages, event offers, group proposals, and F&B-led promotions.
- Ensure timely follow-up on group and event inquiries, proposals, site inspections, and contract negotiations.
- Collaborate with F&B and operations teams to maximize revenue from meeting rooms, restaurants, coffee breaks, banquets, private dining, and special events.
. Account Management and Business Development
- Develop and maintain strong relationships with key accounts, including corporate clients, DMCs, travel agents, OTAs, wholesalers, airlines, embassies, government accounts, wedding planners, event organizers, and local business partners.
- Conduct regular sales calls, client meetings, site inspections, networking activities, and trade partner engagements.
- Identify feeder markets and source markets relevant to Phuket, including domestic Thailand, India, Middle East, China, Southeast Asia, Europe, and other applicable markets.
- Maintain a strong account database and ensure proper account ownership, follow-up, and production tracking.
- Negotiate contracts and commercial agreements in line with company guidelines and hotel revenue strategy.
5. Pre-Opening Sales Support for Mövenpick Phuket
- Lead pre-opening sales planning, account targeting, market positioning, and commercial launch activities.
- Build early awareness among key corporate, leisure, travel trade, MICE, and F&B accounts.
- Develop a pre-opening sales pipeline for rooms, groups, meetings, events, and F&B.
- Coordinate with brand, marketing, revenue, and operations teams to ensure the property enters the market with clear positioning and strong commercial momentum.
- Support the development of opening offers, familiarization trips, site inspections, and launch-related sales activities.
6. Team Leadership and Performance Management
- Lead, guide, and support hotel-based sales team members where applicable.
- Set clear sales targets, activity goals, account responsibilities, and weekly priorities.
- Conduct regular sales meetings, pipeline reviews, and performance follow-ups.
- Coach team members on account handling, negotiation, proposal quality, client communication, and closing techniques.
- Create a disciplined sales culture focused on measurable actions, accountability, and conversion.
7. Commercial Coordination
- Work closely with Revenue Management to ensure sales efforts support hotel pricing, demand strategy, and business mix.
- Coordinate with Marketing to support campaigns, tactical promotions, destination visibility, social media activations, and brand awareness.
- Collaborate with Reservations and Front Office to ensure smooth handling of corporate, group, and VIP bookings.
- Work with F&B and Operations to convert event, meeting, and restaurant-related business opportunities.
- Ensure communication between the hotels and corporate office is clear, structured, and commercially focused.
8. Reporting and Market Intelligence
- Prepare weekly and monthly sales reports, including activity updates, account production, pipeline status, market feedback, lost business, and competitor insights.
- Track key accounts, group leads, conversion rates, sales activities, production, and business opportunities.
- Monitor competitor hotels, market rates, demand trends, destination activity, and major events affecting Phuket performance.
- Provide recommendations to improve sales performance, market share, and revenue opportunities.
Required Qualifications and Experience
- Minimum 10–15 years of hotel sales experience, preferably with multi-property or area sales responsibility.
- Strong experience in Phuket, Thailand, or similar resort/leisure-driven markets.
- Proven background in leisure, wholesale, corporate, group, and MICE sales.
- Experience with branded hotels is preferred.
- Pre-opening hotel experience is an advantage.
- Strong understanding of hotel revenue management, business mix, market segmentation, and commercial planning.
- Experience selling meeting rooms, events, restaurants, banquets, and group business.
- Strong network with travel agents, DMCs, corporate accounts, event planners, wholesalers, and local business partners.
- Excellent negotiation, presentation, communication, and relationship management skills.
- Ability to work across multiple hotels, brands, stakeholders, and priorities.
- Fluent English and Thai communication skills required.
Desired Candidate Profile
The ideal candidate should be commercially aggressive, well-connected in the Phuket market, disciplined in sales follow-up, and capable of handling both existing hotel performance and pre-opening sales development. The candidate must be comfortable working across different hotel positioning, from lifestyle/select-service products to internationally branded properties with rooms, meetings, events, and F&B revenue opportunities.
