DIRECTOR OF SALES
Location: Bvlgari Hotel Milano, Via Privata Fratelli Gabba 7b, Milan, Italy
Department: Sales & Marketing
Reports to: Director of Sales & Marketing
Position Level: Senior Leadership — Number Two in the Department
Contract type: Permanent, Full-Time
ABOUT BVLGARI HOTEL MILANO
Nestled in the heart of Milan's prestigious Golden Triangle, Bvlgari Hotel Milano stands as the ultimate expression of Italian luxury and craftsmanship. Part of the Bvlgari Hotels & Resorts collection — a joint venture between the iconic Roman jewellery house and Marriott International — the property embodies the art of living with unrivalled elegance, discretion, and excellence. As a member of our Sales team, you will be an ambassador for these values in every interaction with clients and partners worldwide.
ROLE OVERVIEW
The Director of Sales is a pivotal senior leadership position within the Sales & Marketing department. Acting as the second leader in the department after the Director of Sales & Marketing, this role carries full accountability for driving revenue across all market segments, managing and inspiring a high-performing sales team, and building lasting relationships with the most discerning clients in the world. The successful candidate will be a natural ambassador for the Bvlgari brand — embodying its values of excellence, artistry, and sophisticated luxury in every client touchpoint.
KEY RESPONSIBILITIES
Sales Strategy & Revenue Generation
– Support developing and executing the hotel sales strategy aligned with the hotel's revenue objectives and brand positioning.
– Drive top-line revenue across all segments including Corporate, Leisure, Groups & Events, MICE, and Entertainment.
– Identify and capitalise on new business opportunities in domestic and international markets.
– Monitor market trends, competitive landscape, and client intelligence to adapt strategy proactively.
– Manage and grow a robust pipeline of accounts, ensuring a consistent flow of qualified leads and confirmed business.
Market Segment Expertise
– Oversee and personally manage key accounts across all relevant market segments: transient corporate, leisure, consortia, luxury travel trade, entertainment, VIP individual, and groups.
– Maintain deep expertise in the luxury hospitality sales landscape, understanding the specific needs and expectations of ultra-high-net-worth clients and their gatekeepers.
– Build and nurture relationships with entertainment industry professionals, talent agencies, production companies, and high-profile event organisers.
– Develop strong partnerships with global luxury travel agencies, tour operators, and concierge networks.
Team Leadership & Development
– Lead, mentor, and motivate the sales team, fostering a culture of excellence, accountability, and continuous improvement.
– Set individual and team performance goals; conduct account reviews and provide actionable coaching.
– Collaborate cross-functionally with Revenue Management, Marketing, Food & Beverage, and Operations to ensure a seamless client experience.
– Deputise for the Director of Sales & Marketing in their absence, representing the department at senior level.
Client Relationship Management
– Serve as a senior point of contact for top-tier accounts and VIP clients, providing a personalised, white-glove service experience.
– Attend and represent Bvlgari Hotel Milano at key industry events, trade shows, roadshows, and client entertainment occasions globally.
– Maintain an active and visible presence within the luxury hospitality and lifestyle communities.
– Act as a true brand ambassador — curating every client interaction to reflect Bvlgari's ethos of beauty, heritage, and Italian excellence.
Reporting & Analytics
– Produce accurate and insightful sales reports, forecasts, and performance analyses for the Director of Sales & Marketing and General Management.
– Monitor KPIs including revenue by segment, account production, conversion rates, and market share.
– Maintain data integrity and leverage data-driven insights to optimise sales efforts.
REQUIREMENTS & QUALIFICATIONS
Professional Experience
– Minimum 7 years of progressive sales experience within luxury 5-star or ultra-luxury hospitality, with at least 3 years in a senior sales leadership role.
– Proven track record of success across all key market segments: corporate transient, leisure, groups, MICE, entertainment, and luxury travel trade.
– Demonstrated ability to generate, manage, and convert significant revenue across multiple international markets.
– Experience working within globally recognised luxury hotel brands or independent ultra-luxury properties.
– A strong existing network of contacts across the corporate, entertainment, and luxury travel sectors is highly desirable.
Skills & Competencies
– Exceptional commercial acumen with a strategic mindset and a proactive, results-driven approach.
– Natural leadership presence — inspiring, empowering, and holding teams to the highest standards.
– Outstanding interpersonal and relationship-building skills; able to connect authentically with diverse clients, from C-suite executives to creative industry leaders.
– Highly organised, detail-oriented, and able to manage multiple priorities in a fast-paced luxury environment.
– Proficiency in hotel PMS, CRM systems (e.g., Salesforce), and revenue management tools.
– Strong negotiation skills balanced with a collaborative, solutions-oriented attitude.
– Presentation skills of the highest calibre — confident, polished, and persuasive.
Language Requirements
– Fluent English is mandatory (spoken and written to a professional standard).
– Italian is a significant advantage given the Milan location and client base.
– Additional languages (, Arabic, Mandarin, Russian, German ) are considered a strong plus
Personal Attributes
– A genuine passion for luxury, Italian culture, design, and the art of hospitality.
– Naturally proactive — anticipates market shifts and client needs before they arise.
– Team-oriented and collaborative; leads by example and elevates those around them.
– Impeccably presented, with a sophisticated personal style .
– Emotionally intelligent — able to navigate complex client relationships and internal dynamics with grace and discretion.
– Entrepreneurial spirit: treats the hotel's business as their own, always seeking opportunities to grow and improve.
– Resilient and adaptable; thrives under pressure and embraces challenges as opportunities.
– High level of integrity and professional ethics
Education
– Bachelor's degree in Hospitality Management, Business Administration, Marketing, or a related field.
– A Master's degree or postgraduate qualification in Hospitality, Business, or Luxury Management is a plus.
– Ongoing professional development in sales, leadership, or luxury brand management is valued.
WHAT WE OFFER
– An exceptional opportunity to represent one of the world's most prestigious luxury hotel brands.
– A senior leadership role with genuine impact and visibility at the highest levels of the organisation.
– Competitive remuneration package including performance-based incentive.
– Access to Marriott International's global benefits and career development framework.
– A dynamic, creative, and culturally rich working environment in the heart of Milan.
Developed in partnership with jeweler and luxury products designer Bulgari, our select Bulgari Hotels & Resorts are located in major cosmopolitan cities and luxury resort destinations. Join our team and help deliver the excitement, timeless glamour and heritage of the Bulgari brand. In joining Bulgari Hotels & Resorts, you join a portfolio of brands with Marriott International. Be where you can do your best work, begin your purpose, belong to an amazing global team, and become the best version of you.
