Revenue and Sales Director

Apex Hotels; City of Edinburgh; On-site; GBP 100,000 - 125,000; Full time

Job summary

A leading hotel chain seeks a Revenue and Sales Director to drive strategic sales initiatives and revenue optimization across the UK portfolio. The role involves analyzing market trends, managing OTA contract negotiations, and leading the sales and revenue teams. Ideal candidates will possess strong commercial insight and exceptional negotiation skills. The position offers competitive salary, performance-based bonuses, and comprehensive benefits including extensive holidays and staff discounts, based in Edinburgh with travel across the UK sites.

Benefits

Competitive salary

Performance-based bonus

Pension contributions

36 days holiday

Life Assurance cover

Employee Assistance Programme

Discounted room rates for employees

Qualifications

• Blend of strategic, commercial, and interpersonal skills.
• Proven expertise in revenue management and sales initiatives.
• Strong interpersonal skills to inspire teams and influence stakeholders.

Responsibilities

• Lead strategic sales initiatives and revenue optimization across the UK portfolio.
• Develop and execute sales strategies focused on luxury leisure and corporate travel.
• Forecast demand and revenue for budgeting and strategic planning.

Skills

Commercial insight and strategic thinking

Exceptional negotiation skills

Leadership and communication

Analytical skills

Revenue management and sales initiatives

Cross-functional collaboration

Adaptability

Job description

Overview of role

This role is responsible for leading strategic sales initiatives and revenue optimization across our UK portfolio. This role is pivotal in driving occupancy, yield, and profitability while strengthening Apex’s position in the luxury leisure and corporate hospitality markets. Identify opportunities to drive revenues and maximise profit conversion across each segment and revenue stream.

You’ll play a pivotal role on the Executive Leadership Team, shaping the future of our revenue and Sales strategy. Reporting directly to the Managing Director, you’ll be based in Edinburgh, with travel across our UK sites.

Key Accountabilities

• Setting sales strategy:Develop and execute sales and business development strategies focused on luxury leisure, corporate travel, and MICE (Meetings, Incentives, Conferences, and Exhibitions).
• MICE Business Development: Identification and pursuit of MICE business opportunities through proactive outreach, networking, and partnerships with event planners, DMCs, and corporate clients.
• Revenue management: Analyse booking trends, market conditions, and competitor pricing to inform dynamic pricing strategies, and optimise yield and occupancy across all properties. Balance long lead contracts from Sales and MICE opportunities with shorter lead leisure.
• Manage OTA and agent contract negotiations: Balancing commission rates and promotional costs with visibility and booking volume, navigating rate parity requirements.
• Oversee distribution channels: including OTAs, direct booking channels and GDS platforms to optimise channel mix.
• Embrace new technologies:
  • to maximise the effectiveness of revenue management systems and guest enquiry management. Ensure the guest stack is optimised and efficiently maintained, always on, and with ongoing plans to improve and optimise the guest experience.
  • as a sales tool to promote meetings and events spaces online, process enquiries and optimise space utilisation.
• Legal and data privacy: Navigating GDPR, PCI compliance, and OTA-specific data-sharing policies.
• Lead, mentor, and motivate the sales and revenue teams to drive targets and exceed expectations.
• Forecast demand and revenue to support budgeting and strategic planning. Manage cost of acquisition management analysis to manage distribution and profit optimisation.

Skills Required

The Revenue and Sales Director will possess a blend of strategic, commercial and interpersonal skills.

• Commercial insight and strategic thinking:The ability to develop a long-term revenue growth strategy for the brand, reflective of the strength of Apex Hotels product proposition and commercial opportunities
• Exceptional negotiation skills, with a track record of securing high-value contracts and partnerships.
• Leadership and communication:Strong interpersonal skills to effectively inspire teams, influence stakeholders, and clearly articulate Apex Hotel’s vision.
• Analytical skills:The capacity to interpret market trends to build accurate demand forecasts and enable make data-driven decisions.
• Revenue management and sales initiatives: Proven expertise in with excellent team management skills
• Cross-functional collaboration: Coordinating with marketing and operations teams to align goals.
• Adaptability:The flexibility to anticipate and react to economic forces and changing market dynamics.

What we offer

• Executive-level visibility and influence
• A collaborative and values-driven culture
• Competitive salary, performance-based bonus, Pension contributions and comprehensive benefits
• Travel across our UK sites and the chance to make a real impact
• 36 days holiday
• Life Assurance cover
• Various company benefits including Employee Assistance Programme, Financial Wellbeing App, discounts and wellbeing platform, long service recognition, probation and annual anniversary complimentary guest experience overnight stay and dinner for two, 50% discount in our restaurants, Cycle to Work Scheme, discounted room rates for employees, friends, and family, Spa treatments and product discounts