Director of Sales - Pre-opening Regent… at InterContinent… · Malaysia

To lead the hotel’s sales strategy and drive revenue growth across all market segments while positioning the property as a leading luxury destination within the market. The Director of Sales is responsible for developing strategic partnerships, maximizing commercial performance, and building long-term relationships that align with Regent’s ultra-luxury brand positioning and guest experience philosophy.

1. Sales Strategy & Commercial Leadership

• • Develop and execute a comprehensive sales strategy aligned with hotel business objectives and Regent brand positioning
• • Identify and grow key market segments including luxury leisure, corporate, MICE, diplomatic, entertainment, and high-net-worth clientele
• • Drive total hotel revenue performance across rooms, residences, events, wellness, and F&B experiences
• • Monitor market trends, competitor activity, and emerging opportunities to maintain strong market positioning

2. Business Development & Relationship Management

• • Establish and maintain strong relationships with luxury travel advisors, corporate accounts, entertainment partners, embassies, and key industry stakeholders
• • Represent the hotel at trade shows, networking events, luxury travel forums, and client engagements
• • Develop strategic partnerships that enhance visibility, revenue, and brand prestige
• • Drive account acquisition, retention, and market penetration strategies

3. Luxury Leisure & High-End Market Positioning

• • Position the property within luxury travel networks and premium consortia channels
• • Develop tailored experiences and packages targeting affluent travelers and VIP clientele
• • Collaborate with global sales teams and luxury travel partners to drive international business
• • Support bespoke and personalized sales approaches aligned with Regent’s luxury philosophy

4. MICE, Events & Group Sales

• • Drive group, meetings, incentive, and social event business aligned with the hotel’s positioning
• • Work closely with Events and Operations teams to ensure seamless execution and client satisfaction
• • Identify high-value opportunities for weddings, luxury celebrations, and executive retreats
• • Ensure commercial success while maintaining brand exclusivity and service standards

5. Revenue & Performance Management

• • Collaborate with Revenue Management to optimize ADR, occupancy, and total hotel profitability
• • Ensure proactive management of pace, forecasting, and business mix strategies
• • Monitor sales production, conversion rates, and account performance
• • Prepare and present regular sales reports, forecasts, and commercial insights

6. Brand Representation & Marketing Collaboration

• • Work closely with Sales & Marketing teams to ensure consistent luxury brand positioning
• • Support PR campaigns, partnerships, media engagements, and promotional activations
• • Contribute to storytelling and experiential positioning of the hotel
• • Ensure sales messaging reflects Regent’s understated luxury and experiential philosophy

7. Leadership & Talent Development

• • Lead, mentor, and develop the Sales team to achieve high performance and commercial excellence
• • Foster a culture of accountability, relationship-driven selling, and collaboration
• • Support succession planning, coaching, and career development within the department
• • Ensure strong engagement and alignment with hotel objectives

8. Financial & Budget Management

• • Develop and manage departmental budgets and sales expenses
• • Drive revenue growth while ensuring efficient resource allocation
• • Evaluate ROI of sales initiatives, travel, and partnership investments
• • Ensure achievement of revenue targets and profitability objectives

9. Stakeholder & Owner Relations

• • Maintain strong communication with ownership, corporate teams, and regional commercial leadership
• • Support owner presentations, business reviews, and strategic planning discussions

• -Collaborate with Operations teams to align commercial strategies with service delivery

10. Compliance & Standards

• • Ensure adherence to IHG commercial standards, reporting systems, and brand guidelines
• • Maintain compliance with contracting procedures and ethical sales practices
• • Ensure accuracy and confidentiality in client and commercial data handling Key Skills & Competencies
• • Strong luxury hospitality sales leadership experience
• • Exceptional relationship-building and networking capability
• • Strategic commercial and revenue-driven mindset
• • Strong negotiation, presentation, and communication skills
• • Deep understanding of luxury guest expectations and travel trends
• • Leadership capability with strong team development focus Qualifications & Experience
• • Bachelor’s degree in Hospitality, Business Administration, Marketing, or related field
• • 10–15 years of progressive sales experience within luxury hotels or resorts
• • Minimum 3–5 years in a senior sales leadership role
• • International luxury hospitality exposure preferred Preferred Experience
• • Pre-opening luxury hotel experience
• • Strong network within luxury travel, corporate, and MICE segments
• • Experience with global luxury consortia and premium travel partnerships
• • Multi-market or regional sales exposure advantageous Key Performance Indicators (KPIs)
• • Total hotel revenue and rooms revenue achievement
• • ADR, RevPAR, and market share growth
• • Account production and conversion performance
• • Group and event revenue contribution
• • Client retention and relationship growth
• • Employee engagement and sales team productivity Regent Brand Lens (Differentiation)

• Sales should reflect refined relationship-building, not transactional selling

• Position Regent as a destination of understated luxury and curated experiences

• Focus on attracting high-value, experience-driven, and globally connected clientele

• Ensure commercial success while preserving brand prestige, exclusivity, and service integrity

• Every partnership and account should strengthen Regent’s reputation as a leader in luxury hospitality