Frette Senior Hospitality Sales Manager

About Frette

Founded in 1860, Frette is an Italian luxury house renowned for exceptional linens, refined textiles and a longstanding presence in prestigious hotels and private residences worldwide. Its identity rests on craftsmanship, sophisticated design and an exacting approach to quality, expressed through collections that elevate everyday rituals. As an employer, Frette brings together expertise across textile design, product development, retail, hospitality partnerships and corporate functions. The brand offers professionals a setting where heritage meets contemporary expectations of luxury, with attention to detail, product knowledge and thoughtful client service central to representing its distinctive vision of comfort and elegance.

Role & Responsibilities

• Develop and execute the North American hospitality sales plan 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.
• Manage strategic accounts and complex sales opportunities, build relationships with senior decision-makers, and develop account plans to 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 proposals and quotations; negotiate pricing and commercial terms within company guidelines and approval requirements while balancing revenue growth and 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 action plans and ongoing coaching.
• Maintain accurate, current Salesforce records covering 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 resolution of client concerns and project issues, escalating when needed while protecting long-term relationships and Frette’s service standards.
• Analyze sales performance, market potential, competitive activity, and hospitality development trends; recommend priority adjustments 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 in 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.
• Direct experience 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, including motivating a team, delegating responsibilities, providing actionable feedback, and addressing 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 initiative to pursue new opportunities and consistently follow through on commitments.
• Strong collaboration and problem-solving skills, including 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.
• Bachelor’s degree in Business, Marketing, Hospitality, or a related field preferred.

Skills

Experience

At least 8 years of progressive B2B sales or business development experience, preferably within luxury hospitality, hospitality textiles, or a related sector.

Education

Bachelor’s degree in Business, Marketing, Hospitality, or a related field preferred.

Culture

Frette’s workplace culture is rooted in its Italian heritage and expertise in luxury linens, placing craftsmanship, attention to detail and refined design at the heart of its professional identity. Its presence in both private homes and prestigious hotels gives the working environment a distinctive focus on product knowledge, attentive service and an understanding of discerning international clients.

About Cerulean

Cerulean is the definitive career portal for the global luxury industry. We match exceptional professionals with exclusive opportunities at the world's most prestigious brands. From haute couture and fine watchmaking to prestige beauty, hospitality, and boutique retail, Cerulean centralises luxury employment to help you find the career for which you were destined.