Director of Sales

The Director of Sales is responsible for leading the hotel's sales strategy to maximize revenue, market share, and profitability. This position develops and executes strategic sales initiatives across all market segments, including corporate, group, SMERF, government, association, and leisure business. The Director of Sales provides leadership to the sales team, builds strong client relationships, and partners closely with hotel operations to deliver exceptional guest experiences while achieving financial goals.

Essential Responsibilities

Sales Leadership

• Develop and execute the hotel's annual sales and marketing plan.
• Lead all proactive and reactive sales efforts to achieve revenue, occupancy, and ADR goals.
• Analyze market trends, competitive activity, and business opportunities to maximize hotel performance.
• Identify new business opportunities while growing existing client relationships.
• Establish and monitor sales goals, production targets, and key performance metrics.

Revenue Generation

• Collaborate with Revenue Management to optimize pricing, inventory, and market strategies.
• Drive group, negotiated corporate, catering, and transient business.
• Participate in forecasting, budgeting, and weekly revenue strategy meetings.
• Monitor pace reports, booking trends, and market demand to adjust sales strategies.

Client Relationship Management

• Build long-term relationships with key accounts, meeting planners, corporate travel managers, and community organizations.
• Conduct outside sales calls, site inspections, networking events, and client entertainment.
• Negotiate contracts and manage the sales process from prospecting through execution.
• Ensure outstanding customer service throughout the sales cycle.

Team Leadership

• Recruit, coach, mentor, and develop the sales team.
• Conduct regular one-on-one meetings, performance evaluations, and ongoing training.
• Foster a collaborative, high-performance sales culture focused on accountability and results.
• Work closely with Operations, Revenue Management, Catering, and Front Office teams to ensure seamless execution of client expectations.

Marketing & Community Engagement

• Partner with brand and corporate marketing teams to execute promotional campaigns.
• Maintain an active presence within the local business community, tourism organizations, chambers of commerce, and industry associations.
• Represent the hotel at trade shows, networking events, and community functions.

Financial Management

• Prepare annual sales budgets and monthly forecasts.
• Monitor departmental expenses and ensure efficient use of resources.
• Deliver consistent achievement of revenue and profitability goals.

Qualifications

• Bachelor's degree in Hospitality Management, Business, Marketing, or related field preferred.
• Minimum 5 years of hotel sales experience.
• Minimum 2 years of hotel sales leadership experience preferred.
• Experience with Marriott, Hilton, Hyatt, IHG, or other major hotel brands preferred.
• Proven history of meeting or exceeding sales and revenue goals.
• Strong knowledge of hotel revenue management principles.
• Experience using CRM systems and hotel sales platforms such as Delphi, CI/TY, SalesPro, or similar.
• Excellent presentation, negotiation, and relationship-building skills.
• Strong analytical, organizational, and problem-solving abilities.
• Ability to travel locally for client meetings, networking events, and sales calls.

Core Competencies

• Strategic Sales Planning
• Revenue Generation
• Business Development
• Team Leadership
• Negotiation
• Customer Relationship Management
• Financial Acumen
• Communication and Presentation Skills
• Market Analysis
• Collaboration

Physical Requirements

• Ability to sit, stand, and walk for extended periods.
• Ability to travel locally for sales appointments and industry events.
• Ability to lift up to 25 pounds on occasion.
• Ability to work evenings and weekends as business demands require.

What We Offer

• Competitive salary and bonus opportunity
• Comprehensive medical, dental, and vision benefits
• Paid time off and paid holidays
• 401(k) with company match
• Employer-paid life insurance
• Hotel discounts with leading hospitality brands
• Career growth and professional development opportunities
• Dynamic and collaborative work environment

In compliance with federal law, all persons hired will be required to verify identity and eligibility to work in the United States and to complete the required employment eligibility verification form (Form I-9) upon hire