Associate Director / Director of Sales - Dharana at Shillim

Role & responsibilities

Strategic

• Develop and implement the annual Wellness Revenue Plan, aligned with Dharanas positioning in holistic wellness, retreats, and sustainable growth.
• Identify new market opportunities in wellness tourism, corporate wellness, and international healthcare/wellness travel.
• Advise the General Manager on strategic collaborations and co-branding opportunities with luxury lifestyle, wellness, and healthcare brands.
• Represent Dharana at wellness trade fairs, conferences, and global forums to position the retreat as a premium wellness destination.
• Forecast market trends and develop medium- to long-term sales strategies to maximize market share in niche wellness and experiential segments.

Operational

• Oversee the sales team’s daily and weekly activities, reviewing sales call reports, re-cap sheets, and lead conversions.
• Supervise the prompt handling of all inquiries, retreat program bookings, corporate offsites, and repeat guest requests.
• Conduct weekly sales meetings to align team efforts with retreat operations and client expectations.
• Ensure accurate client profiling and booking management in CRM (Delphi/other).
• Conduct site inspections and familiarization programs for high-value prospects and decision-makers.
• Liaise with Operations to ensure seamless execution of guest wellness programs, itineraries, and personalized requests.
• Monitor and improve sales account productivity and conversion ratios.
• Contribute to retreat package design, pricing, and distribution strategies with the Revenue and Operations teams.

Finance

• Achieve revenue and profitability targets by maximizing sales performance across wellness programs, accommodations, and packages.
• Convert confirmed bookings into collected revenue within the shortest agreed timeline through effective credit control.
• Guide the team in corporate rate negotiations and ensure proper rate loading in systems.
• Prepare accurate and timely monthly sales reports, providing insights on revenue performance.
• Continuously track return on investment (ROI) of wellness sales initiatives, trade shows, and sales trips.

People

• Recruit, train, and mentor sales team members to align them with Dharana’s wellness philosophy and sales culture.
• Conduct regular performance reviews, coaching, and development sessions to build team capability.
• Approve vacation planning, manage staffing requirements, and handle disciplinary actions when necessary.
• Foster a collaborative culture between Sales, Operations, Revenue, MARCOM, and Reservations teams.
• Inspire the team to adopt a guest-centric, transformational service approach, ensuring every interaction reflects Dharana’s core values.