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POSITION OBJECTIVE
The Leisure Sales Director is responsible for driving transient revenue growth through strategic partnerships with travel advisors, consortia, corporate and negotiated accounts, and wholesale channels. With focused oversight of programs such as American Express Fine Hotels & Resorts, Capital One Premier Collection, The Edit by Chase, Internova, Signature, and more. This role serves as the primary liaison between the resort and its luxury travel distribution partners.
Key responsibilities include strategic account development, proactive prospecting and retention, executing direct sales initiatives (in-person and virtual), representing the resort at trade and industry events, and collaborating with operations to ensure the guest experience consistently meets or exceeds the expectations of preferred travel programs.
The Director of Leisure Sales will liaise and actively communicate with Salamander Collection’s Global Leisure Sales, Revenue Management, and Marketing teams and Preferred Hotels & Resorts.
ESSENTIAL JOB FUNCTIONS
Revenue Generation & Business Development
- Increase transient revenue with a focus on production from retail agencies, consortia and luxury travel partners, and wholesale accounts in assigned markets.
- Develop relationships with local corporations; increase transient revenue from corporate and negotiated accounts.
- Set and negotiate rates for special corporate, Preferred, and local volume negotiated accounts with support from Revenue Management, DOSM and/or Home Office Team.
- Develop and execute sales strategies to support revenue objectives of the resort.
- Generate leads; respond to all customer inquiries and requests for pricing in a timely manner.
- Effectively cross-sell Resort outlets and revenue centers (i.e. spa, dining, and activities).
- Willingly cross-sell other Salamander properties when necessary.
Account Management & Partner Relations
- Establish and maintain relationships with industry influencers and key strategic partners.
- Plan and execute sales calls, presentations and client entertainment with retail travel agents, luxury travel managers, and other intermediaries.
- Host and direct on-property FAM Trips, Site Inspections and Educational Tours.
- Collaborate and communicate with Preferred Hotels & Resorts on a regular basis; participate in Preferred Hotels & Resorts industry events when applicable.
- Collaborate with Group Sales team as needed.
- Communicate VIP arrivals; ensure guests receive applicable amenities.
- Conduct partner training with Front Office and other applicable departments.
Market Intelligence & Revenue Strategy
- Understand the transient sales strategies and promotional programs of the competitive set including the strengths and weaknesses of each property; routinely research key account room night and revenue performance with competitors.
- Routinely review production reports, analyze trends, and identify growth opportunities.
- Contribute to and participate in weekly Revenue Meetings.
- Prepare for account review meetings with property DOSM and/or Home Office Team on a monthly, quarterly, and annual basis.
Systems, Reporting & Administrative Responsibilities
- Update Delphi with sales activities, account changes, and other valuable information.
- Manage Lanyon; review and strategically accept or deny bids in a timely manner.
- Effectively manage Leisure Sales budget.
Travel & Industry Representation
- Travel as required, based on the sales and marketing plan, focusing on retail travel agencies, consortia, wholesale, and other partnership accounts.
- Consistently present a polished, professional image of PGA National and the Salamander brand, in person and in all communication.
Additional Responsibilities
- Execute additional projects and duties as assigned by the Home Office and/or property DOSM.
SKILLS
- Self-motivated, team-oriented, ambitious, and driven to succeed.
- Prioritizes and utilizes time effectively to accomplish work goals and meet deadlines.
- Excellent communication skills, in person and in writing; engaging presenter and storyteller.
- Creative-thinker and problem-solver; can identify more than one way to accomplish a goal.
- Empowers others with information, constructive feedback, and positive recognition.
- Strong financial acumen; understands budgeting effectively and basic accounting principles as they relate to the responsible market segments.
- Knowledge of Delphi / Salesforce, Opera, and front office systems; proficient in Microsoft Office Outlook, Word, Excel, Teams, and PowerPoint.
- A team player and willing participant in interdisciplinary activities.
- Comfortably demonstrates honesty, accountability, and integrity.
- Exhibits confidence; can exercise sound judgement to make decisions in a fast-paced environment.
- Actively seeks to continuously improve oneself and the environment around them.
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