Director of Group Sales

THE FAENA CULTURE

The FAENA Movement is one of culture, art and community. The FAENA Culture is steeped in the warmth and traditions of the south combining authentic and attentive hospitality with the world’s finest amenities. We act as a catalyst in making dreams a reality with the collaboration of ideas. Creating carefully curated spaces paired with excellence in service to delight the most sophisticated guests as they are indulged by the FAENA Culture. 

JOB OVERVIEW

The Director of Group Sales is responsible for driving group revenue through strategic leadership, relationship development, and curated sales initiatives that reflect Faena’s distinct luxury positioning.

This role oversees all group sales efforts, ensuring alignment with the hotel’s financial objectives while maintaining the highest level of service, creativity, and brand integrity. The Director of Group Sales leads with intention—balancing performance with culture, and results with experience.

DUTIES AND RESPONSIBILITIES

Revenue Strategy, Lead Management & Business Development

• Develop and execute comprehensive group sales strategies to achieve and exceed revenue goals 
• Proactively identify, qualify, and follow up on all group leads in a timely and strategic manner to maximize conversion 
• Drive new business development by identifying and cultivating new revenue streams across corporate, incentive, entertainment, and luxury segments 
• Expand market share through targeted prospecting, strategic partnerships, and creative outreach initiatives 
• Optimize mix of business to maximize ADR and total revenue contribution 
• Lead forecasting, budgeting, and pace reporting for group segments 

Leadership & Team Development

• Lead, coach, and inspire the Group Sales team to achieve individual and collective performance goals 
• Foster a culture of accountability, responsiveness, and proactive selling 
• Ensure consistent follow-up discipline and pipeline management across the team 
• Partner with HR and Training to support onboarding, coaching, and performance management 

Client Relationship Management

• Build and maintain strong relationships with key accounts, agencies, and luxury travel partners 
• Personally manage high-profile and strategic accounts 
• Ensure seamless transition from sales to operations, maintaining Faena’s service excellence 

Brand & Experience Alignment

• Curate group experiences that reflect Faena’s identity as a Cultural Embassy 
• Collaborate with Marketing, Entertainment, and F&B to create bespoke offerings for group clients 
• Ensure all sales initiatives align with Faena’s aesthetic, storytelling, and guest journey 

Collaboration & Cross-Functional Leadership

• Work closely with Revenue Management to align pricing strategies 
• Partner with Events, Operations, and Culinary teams to deliver flawless execution 

Market Intelligence & Positioning

• Monitor market trends, competitor activity, and demand patterns 
• Position Faena competitively within the luxury group segment locally and internationally

REQUIREMENTS

• Minimum 7–10 years of luxury hotel sales experience, with at least 3–5 years in a leadership role 
• Proven track record of generating new business and exceeding group revenue targets 
• Strong relationships within corporate, entertainment, and incentive markets 
• Exceptional leadership, communication, and negotiation skills. 
• Requires flexibility with schedule, including evenings, weekends, and client events 
• Occasional travel for sales missions, trade shows, and client engagement
• Experience with Delphi, Opera, and CRM systems preferred
• Able to easily identify and utilize emerging trends and technology to generate revenue.
• Must exhibit an approachable, authentic and engaging demeanor, setting an example for all Team Members.
• Exhibits a professional attitude, diplomacy and an ability to handle difficult situations.
• Highly responsible, reliable and ethical. A reputation for honesty and integrity.
• Results oriented and highly motivated self-starter.