Head of Sales in London

BRAND INTRODUCTION

At Montcalm Collection, we believe that timeless style and genuine hospitality are more than just values, they’re a way of life. Our people are the heart of our hotels: passionate individuals working together as a team, united by an unwavering commitment to providing first-class personal service.

Our collection spans some of London’s most storied buildings, from elegant Georgian townhouses and an 18th-century brewery to a historic head office and a contemporary architectural landmark. Each hotel has its own unique story, and within everyone, our team creates unforgettable experiences for our guests.

While our walls speak of history, it’s our people, their ambition, and their creativity that shapes our future.

Join us, and become part of a culture that celebrates individuality, nurtures potential, and upholds the very highest standards of the art of hospitality.

ROLE OVERVIEW

The Head of Sales is a senior commercial leader responsible for driving total sales performance across the Montcalm Collection portfolio, including Montcalm Hotels, Montcalm Townhouses and Inhabit Hotels.

Reporting to the Head of Hotels and working closely with our General Managers, Commercial, Revenue and Marketing teams, this role leads all sales segments including Corporate, Business Travel, Consortia, Travel Trade, Leisure, Wholesale, Groups & Events, Government and Embassy business.

The Head of Sales will shape and execute the overarching sales strategy to maximize revenue, market share, ADR and long-term account value across the London portfolio. This position requires strategic vision, strong leadership capability, deep London market knowledge, and the ability to align brand positioning with commercial delivery.

LEADERSHIP COMPETENCIES

1. Team Leadership & Structure

· Lead, mentor and develop a high-performing sales function.

· Establish clear KPIs, segmentation ownership, and performance accountability.

· Conduct structured quarterly performance reviews and strategic planning sessions.

· Foster a culture of agility, ownership and commercial accountability.

2. Segment Ownership

· Oversee performance and strategy across:

o Corporate & Business Travel

o Consortia

o Travel Trade & Wholesale

o (Luxury) Leisure & Transient

o Groups & Events

o Embassy & Government

· Ensure structured account planning, production analysis and targeted acquisition strategies per hotel and segment.

3. Account Management & Business Development

· Maintain executive relationships with key global and London-based accounts.

· Identify and secure new high-value corporate and consortia partnerships.

· Ensure proactive account planning with measurable revenue growth targets.

· Oversee contract negotiation ensuring rate integrity and brand protection.

4. Revenue & Market Performance

· Drive ADR growth strategies aligned with revenue management.

· Utilise STR, Agency360 and market intelligence tools to increase RGI.

· Monitor comp set performance and ensure proactive sales action plans.

· Support pricing strategy discussions to balance occupancy, ADR and mix.

5. Budget & Commercial Planning

· Design and manage annual sales budgets and segment forecasts.

· Develop annual sales & marketing plans per segment aligned with brand strategy.

· Ensure ROI accountability across trade shows, sales missions and marketing initiatives.

6. Brand & Representation

· Act as a senior ambassador for Montcalm Collection within London and international markets.

· Ensure brand consistency in all sales communications.

· Support positioning of Montcalm Collection as a luxury-led, design-forward, service-driven portfolio.

7. Cross-Functional Collaboration

· Work closely with:

o Revenue Management

o Marketing & Digital

o E-Commerce

o Finance

o Operations

· Ensure a cohesive commercial strategy across distribution and direct channels.

8. Compliance & Governance

· Ensure contractual compliance and rate integrity.

· Protect parity obligations versus OTA and brand agreements.

· Ensure adherence to UK regulatory and commercial standards.

9. Innovation & Market Intelligence

· Stay ahead of London market trends, emerging travel patterns and corporate shifts.

· Identify technology solutions to enhance sales performance and reporting.

· Drive data-led decision-making within the sales function.

KEY RESPONSIBILIES

· Strategic Planning: collaborate across functions, with corporate and revenue leadership and hotel teams on account strategy and facilitating revenue and market share growth.

· Develop and implement the Montcalm Collection group-wide sales strategy aligned with annual budgets and long-term business plans.

· Drive revenue growth, ADR optimisation, and market share expansion across all segments.

· Collaborate closely with Revenue Management, E-Commerce and Marketing to ensure total revenue optimisation.

· Ensure sales strategy supports brand differentiation across Montcalm Hotels, Montcalm Townhouses and Inhabit Hotels.

· Client Relationship Management: build and maintain strong relationships with clients, partners, and key stakeholders to enhance business opportunities and customer satisfaction. Provide regular progress reports and detailed summaries of production and sales activities.

· Market Analysis: conduct thorough market analysis to identify trends, opportunities for ADR enhancement and potential competitors within the Business Travel, Travel Trade & Consortia segment.

· Working with the Sales team, Revenue, E-Commerce managers and Commercial Director to ensure Montcalm Collection’s growth, retaining a competitive market share based on STR data.

This job description sets out the main responsibilities related to the role at Montcalm Collection. It is not intended to be exhaustive, and duties may be varied from time to time as required by management to meet the needs of the business.

SKILLS & QUALIFICATIONS

· Bachelor’s degree in hospitality, Business or related field (Master’s desirable).

· Minimum 10+ years senior sales leadership experience within 4- and 5-star hotels or luxury hotel groups.

· Proven success in leading multi-property London portfolios.

· Strong understanding of revenue management principles and commercial analytics.

· Demonstrated track record in driving ADR growth and market share.

· Deep knowledge of London corporate, consortia and international markets.

· Experience managing and restructuring high-performing sales teams.

· Advanced Excel and reporting capability.

· Strong negotiation and executive-level presentation skills.

· Strategic mindset with operational discipline.

· Results-driven and commercially astute.

WORKING CONDITIONS

· The role is based in the company’s offices in Paddington.

· Normal working hours are Monday to Friday, 9 am – 5.30 pm, during live events and build-up hours may vary.

· Out-of-hours work at events may be required.

BENEFITS & PERKS

· Competitive salary.

· A supportive, empowering team environment.

· Meals whilst on duty.

· Benefits platform with various discounts.

· Wellbeing support, workshops, and advice.

· 28 days of holiday each year, including bank holidays, this increases up to a maximum of 33 days (Pro-Rated).

· Excellent incentive schemes.

· Opportunities to get involved in our charitable and community activities.

· Most essentially, we’ll help you grow and develop you as an individual.