Senior Hospitality Sales Manager, North America - Luxury B2B Sales

Company Description

For over 160 years, Frette has crafted exquisite linens, blending Italian artistry with timeless luxury. Master artisans in Monza and Milan transform the finest fibers into creations of unmatched quality and elegance. Renowned for its signature finish, Frette has graced iconic destinations - from St. Peter’s Basilica to the Orient Express - while over 500 European royal families have slept beneath its sheets. Today, its legacy lives on in luxury hotels, private residences, yachts, and jets, remaining dedicated to outfitting the world’s most exceptional spaces.

Job Description

The Senior Hospitality Sales Manager, North America drives the growth and development of Frette’s Hospitality business across the United States, Canada, and Mexico. Reporting to the Director of Sales, FNA & Global Accounts, this role translates commercial priorities into a regional sales strategy and directly manages strategic accounts and high-value opportunities.

This role has direct reports and is responsible for leading and developing a team of business development professionals, including setting individual goals, providing ongoing coaching, and managing performance.

The position combines regional planning with active selling, including prospecting, senior client relationship management, and complex negotiations. It also requires close coordination with internal teams to support project execution and ongoing account growth.

Success will be measured by achievement of regional sales and profitability targets, acquisition of new hospitality clients, growth of strategic accounts, development of a qualified pipeline, forecast accuracy, and effective leadership and development of direct reports.

Key Responsibilities

• Develop and execute the North American hospitality sales plan in partnership with the Director of Hospitality Sales, identifying priority markets, client segments, and growth opportunities to achieve regional sales and profitability objectives.
• Lead new business development across luxury hotels, resorts, hotel groups, ownership and management companies, developers, procurement organizations, and design partners.
• Directly manage strategic accounts and complex sales opportunities, building relationships with senior decision-makers and developing account plans that support repeat business and portfolio expansion.
• Oversee the full client acquisition cycle, from lead qualification and presentations through proposals, negotiations, onboarding, and first order confirmation.
• Prepare and oversee compelling proposals and quotations; negotiate pricing and commercial terms within company guidelines and approval requirements, balancing revenue growth with profitability.
• Lead, coach, and develop the business development team, establishing individual and team goals, prospecting expectations, pipeline standards, and regular performance reviews.
• Conduct regular pipeline and account reviews to assess opportunity quality, conversion, timing, and risks; address performance gaps through clear action plans and ongoing coaching.
• Maintain accurate and current Salesforce records, including client activity, project status, opportunity value, and expected close dates; provide timely forecasts and commercial reporting to the Director of Sales.
• Partner with Customer Service, Product Development, Supply Chain, and other internal teams to align client requirements, product specifications, lead times, and project commitments, and support a smooth handover for order execution.
• Coordinate the resolution of client concerns and project issues, escalating when needed and protecting long-term relationships and Frette’s service standards.
• Analyze sales performance, market potential, competitive activity, and hospitality development trends; recommend adjustments to priorities and identify opportunities for special projects and product development.
• Represent Frette at client meetings, trade shows, conferences, and industry events; plan travel and market coverage to maximize client engagement and return on investment.

Qualifications

• At least 8 years of progressive B2B sales or business development experience, preferably within luxury hospitality, hospitality textiles, or a related sector.
• Proven success acquiring new clients, growing strategic accounts, and achieving sales and profitability objectives across a regional or multi-market territory.
• Previous experience directly managing sales or business development employees, including setting goals, providing ongoing coaching, and managing performance.
• Strong understanding of the North American luxury hospitality market and its purchasing processes; an established network of hospitality decision-makers is strongly preferred.
• Demonstrated ability to manage complex sales cycles, negotiate commercial agreements, and build trust with senior stakeholders.
• Effective leadership skills, with the ability to motivate a team, delegate responsibilities, provide actionable feedback, and address performance gaps.
• Excellent listening, communication, and presentation skills, with the ability to understand client priorities, influence decisions, and gain alignment.
• Sound commercial judgment, balancing client needs with profitability, operational capabilities, and company priorities.
• Proactive and accountable, with the initiative to pursue new opportunities and consistently follow through on commitments.
• Strong collaboration and problem-solving skills, with the ability to coordinate across departments and resolve client or project challenges constructively.
• Adaptability and resilience when navigating long sales cycles, setbacks, and changing business priorities.
• Strong organization and prioritization skills, balancing direct selling, team leadership, and regional market coverage.
• Proficiency in Salesforce for pipeline management, forecasting, and reporting.
• Bachelor’s degree in Business, Marketing, Hospitality, or a related field preferred.

Additional Information

All your information will be kept confidential according to EEO guidelines.

#LI-Onsite

It is the policy and commitment of Frette to provide equal employment and advancement opportunities to all individuals. The objective of Frette is to recruit, hire, train, and promote the most qualified applicants into all job levels. Frette does not discriminate in employment opportunities or practices on the basis of race, color, religion, sex, sexual orientation, national origin, age disability, or any other characteristic protected by law. Frette will make reasonable accommodations for qualified individuals with known disabilities unless doing so would result in any undue hardship to the Company. This policy governs all aspects of employment, including selection, job assignment, compensation, discipline, termination, and access to benefits and training.