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Director of Sales

Casa Cipriani New York, New York, NY, United States

Position Purpose

We are seeking a highly experienced, strategic, and commercially driven sales leader to join Casa Cipriani New York. This role will serve as a senior owner for key luxury, group, corporate negotiated, entertainment, and consortia segments, with direct accountability for revenue growth, market penetration, and long-term client relationships across New York.

The Director of Sales will lead revenue strategy development, oversee complex negotiations, and act as a brand ambassador for Casa Cipriani, ensuring alignment with the Cipriani legacy of discretion, excellence, and ultra-luxury service.

Primary Market Segments

  • Luxury Consortia (existing relationships with top-producing travel advisors required)
  • Group & Corporate Negotiated
  • Entertainment
  • Strategic Partnerships (in collaboration with Global Sales leadership)

Works Closely With

  • Cipriani 10 South Street (Event Venue) to manage and convert all group and corporate leads
  • Membership Team to strategically share and leverage high-value leads
  • Reservations & Revenue Management to ensure rate integrity and yield optimization

Essential Functions & Duties

  • Own and direct multi-segment sales strategy to achieve and exceed annual revenue targets.
  • Lead proactive sales initiatives including site inspections, client entertainment, sales missions, trade shows, and global market visits, representing Casa Cipriani at the highest professional level.
  • Develop and execute quarterly and annual action plans, aligning commercial strategy with market conditions, demand trends, and revenue forecasts.
  • Serve as a subject-matter expert in the ultra-luxury suite market, demonstrating deep knowledge of high-rated accommodations, VIP expectations, and bespoke client servicing.
  • Maintain exceptional discretion and confidentiality while navigating high-profile clientele across finance, entertainment, fashion, and private membership sectors.
  • Actively network within the luxury, hospitality, and business communities to maintain high brand visibility and cultivate long-term relationships.
  • Partner closely with Revenue Management to analyze performance using Agency360, Demand360, and business intelligence tools, optimizing ROI and account production.
  • Ensure all sales activities, account profiles, reporting, and pipeline data are meticulously maintained within Delphi.fdc and CRM systems.
  • Communicate market intelligence, client feedback, and strategic recommendations to executive leadership, contributing to broader commercial decision-making.

Segment-Specific Leadership Responsibilities

GROUP

  • Manage and convert all group inquiries, ensuring proposals are delivered within 24 hours in collaboration with Revenue.
  • Oversee ballroom and Presidential Suite group bookings, positioning premium inventory strategically.
  • Prepare, issue, and negotiate group contracts; ensure timely collection of deposits and final payments.
  • Create and oversee Group Resumes for all contracted groups (8+ peak rooms).

CORPORATE NEGOTIATED

  • Proactively source and develop new corporate negotiated accounts using Hoteligence and Demand360.
  • Lead targeted solicitation within the Financial District and adjacent corporate corridors.
  • Partner with Membership to uncover and convert corporate opportunities.
  • Ensure seamless account setup across Delphi, GDS, Opera, and distribution systems.

ENTERTAINMENT

  • Establish and deepen relationships with major entertainment agencies and studios (e.g., TAG, Ascot, Altour).
  • Expand West Coast studio and production relationships to increase entertainment room night production.
  • Track and capitalize on major award shows, fashion weeks, concerts, and cultural events to grow market share.

LUXURY CONSORTIA

  • Manage and grow relationships within Virtuoso, Internova GTC, Signature, Serandipians, Ensemble, and Travel Edge.
  • Conduct agency office visits, presentations, site tours, and curated client entertainment.
  • Partner with agency leadership and top-producing advisors to drive incremental production.
  • Collaborate closely with the Global Director of Sales & Marketing to execute quarterly consortia action plans.

Experience & Qualifications

  • 8+ years of luxury hotel sales experience, with senior responsibility for multi-segment revenue.
  • Proven success within ultra-luxury or independent hotel environments strongly preferred.
  • Established local and national client network within luxury, corporate, and entertainment sectors.
  • Demonstrated ability to operate at both a strategic leadership level and hands on execution level.

Core Competencies

  • Strong business and financial acumen
  • Exceptional interpersonal and executive presence
  • Advanced negotiation and relationship management skills
  • Ability to prioritize, organize, and execute in a fast-paced luxury environment
  • Discretion, professionalism, and sound judgment

Technology Proficiency

  • Opera Cloud
  • Alliants
  • Microsoft Office Suite

Physical Activities and Requirements of This Position

  • Ability to stand, walk, and move around for extended periods, particularly during client meetings, presentations, and networking events.
  • Lift and carry promotional materials, sales collateral, and equipment weighing up to 40 pounds, as needed for presentations and demonstrations.
  • Visual acuity and depth perception to read and interpret documents, analyze data, and navigate sales materials effectively.
  • Ability to adapt to various work environments, including office settings, client sites, and remote locations, while maintaining focus and productivity.
  • Flexibility to work occasional evenings, weekends, and holidays as needed to accommodate client schedules and business demands.

Intent and Function of Job Descriptions

All descriptions have been reviewed to ensure that only essential functions and basic duties have been included. Peripheral tasks, only incidentally related to each position, have been excluded. Requirements, skills, and abilities included have been determined to be the minimal standards required to successfully perform the positions. In no instance, however, should the duties, responsibilities, and requirements delineated be interpreted as all-inclusive. Additional functions and requirements may be assigned by supervisors as deemed appropriate. Job descriptions are not intended as and do not create employment contracts. The organization maintains its status as an at-will employer.

Cipriani is an equal opportunity employer.

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