Cluster Director of Sales - Holiday Inn Melbourne Airport & Holiday Inn Dandenong
Hotel Brand: Holiday Inn
Location: Australia, Victoria, Dandenong
Australia, Victoria, Melbourne
Hotel: Dandenong (MELDG), 50-52 McCrae Street, 3175
Job number: 146462
What’s the job?
The Cluster Director of Sales is responsible for leading, developing, and executing the sales strategy across Holiday Inn Melbourne Airport and Holiday Inn Dandenong. This role drives revenue growth, maximises market share, and ensures both hotels are positioned as the preferred choice for key market segments. The Cluster Director of Sales oversees all sales activities, manages a multi-property team, and builds strong partnerships with clients, stakeholders, and the wider IHG network.
This role covers all major business segments—including but not limited to Corporate, MICE, Leisure, Airline, Association, Government, Entertainment, and Sports—and is accountable for both proactive and reactive sales. The Cluster Director of Sales is a key commercial leader, expected to deliver against budgeted revenue targets and drive continuous improvement through effective leadership, market insight, and operational excellence.
Key Responsibilities
Sales Leadership & Strategy
- Develop, implement, and monitor the cluster sales strategy to achieve and exceed revenue, occupancy, and market share targets across both hotels.
- Lead the identification and conversion of new business opportunities in all key segments (corporate, MICE, leisure, airline, group).
- Set and track measurable strategies for each account base, with clear quarterly and monthly targets.
- Oversee the creation, implementation, and management of targeted sales campaigns, especially during low-demand periods.
- Analyse business performance, market trends, and competitor activity; adapt strategies to maintain a competitive advantage.
- Ensure all sales activities adhere to IHG brand standards and support the hotels’ strategic positioning.
People Management & Team Development
- Lead, coach, and develop the cluster sales team, including Business Development Managers, Sales Executives, and Sales Coordinators.
- Set clear KPIs and performance targets for team members; conduct regular reviews and provide constructive feedback.
- Foster a collaborative, high-performance culture across both properties, promoting knowledge sharing and ‘one team’ ethos.
- Guide and support the professional development of direct reports, identifying training needs and succession planning opportunities.
- Engage positively with IHG’s National Sales Office (NSO) and Global Account leaders, leveraging resources to maximise results.
Revenue Management & Financial Accountability
- Achieve all personal and team sales goals, maximising profitability across rooms, meetings & events, and F&B.
- Meet or exceed all budgeted revenue targets; proactively address any forecast shortfalls in managed segments.
- Assist in the preparation of annual budgets and sales plans, ensuring alignment with the overall commercial strategy.
- Produce monthly sales reports and forecasts, analysing current and potential market trends to inform future actions.
- Monitor sales performance, market share, and RGI, using diagnostic tools to refine strategies and improve outcomes.
- Ensure accurate and timely maintenance of all relevant sales tools, systems, and databases (e.g., CRM, RFP tools).
Client & Stakeholder Engagement
- Build and nurture strong relationships with key accounts, travel partners, local businesses, and community stakeholders.
- Conduct regular client meetings, business qualifications, familiarisation tours, and site inspections to drive business conversion.
- Maintain a proactive approach to prospecting and telemarketing, expanding the cluster’s client base.
- Collaborate with hotel operations teams to ensure seamless execution of client requirements, events, and group bookings.
- Represent both hotels at trade shows, industry events, and networking opportunities, raising the profile of the Holiday Inn brand.
Responsible Business & Compliance
- Uphold the reputation of the hotels and IHG brands locally, ensuring all activities support responsible business practices.
- Ensure strict adherence to IHG policies, including Trade Practices Act, Gifts and Bribery, Data Privacy, and WH&S regulations.
- Identify opportunities for improvement in sales activities and overall performance, collaborating with other departments as needed.
- Undertake ad-hoc duties as required to support the achievement of cluster and business objectives.
What we need from you
- Bachelor’s degree or higher in Business, Marketing, Hospitality, or a related field (preferred).
- Minimum of four years’ experience in hotel sales, with direct supervisory experience and a proven record of success.
- Experience leading multi-property or cluster sales teams in a dynamic, fast-paced environment.
- Strong commercial acumen, analytical skills, and experience in budget management, forecasting, and market analysis.
- Excellent relationship-building, communication, and stakeholder management skills.
- Proficiency in CRM and database management tools; experience with IHG systems is an advantage.
- Self-motivated, results-driven, and able to work effectively both independently and as part of a team.
- Strong knowledge of the Victorian hotel market and business trends.
- Commitment to IHG’s brand values and the delivery of True Hospitality.
How do I deliver this?
We genuinely care about people, and we show this through living out our promise of True Hospitality each and every day. It’s what connects every colleague in all IHG® hotels.
Each IHG® hotel brand delivers True Hospitality in their own way, and at the heart of it all are specific, core service skills.
- True Attitude: being caring, wanting to make a positive difference, and building genuine connections with guests
- True Confidence: having the knowledge and skills to perform your role, and giving guests the confidence that they can trust you, to help and support them during their stay
- True Listening: focusing on what your guest is saying, picking up on body language that is often overlooked, and understanding what the guest wants and needs
- True Responsiveness: is about providing guests with what they need, and doing so in a timely and caring manner
What you can expect from us
You’ll receive a competitive salary that rewards all your hard work, and a wide range of benefits designed to help you live your best work life – including impressive room discounts and some of the best training in the business.
Most importantly, your career journey will be supported through our lifelong development programs, IHG career milestone celebrations, and transfer of leave entitlements as you move and grow with IHG.
Join us and you’ll become part of the global IHG family – and like all families, all our individual team members share some winning characteristics. As a team, we work better together – we trust and support each other, we do the right thing and we welcome different perspectives. You need to show us you care: that you notice the little things that make a difference to guests as well as always looking for ways to improve - visit www.http://careers.ihg.com to find out more about us
The statements in this job description are intended to represent the key duties and level of work being performed. They are not intended to be ALL responsibilities or qualifications of the job.
Don't quite meet every single requirement, but still believe you'd be a great fit for the job? We'll never know unless you hit the 'Apply' button. Start your journey with us today.
