Area Director of Sales - Arkansas Market

Position Summary

The Area Director of Sales provides strategic and tactical sales leadership for an assigned portfolio of PAH-managed hotels across Arkansas. This leader executes and directs property-level sales, grows room revenue, strengthens accountability, and partners with hotel and corporate leadership to achieve revenue and market-share goals. The position is accountable for increasing total room revenue, RevPAR, ADR, occupancy, business transient production, group revenue, extended-stay demand, negotiated account penetration, and overall hotel profitability.

Essential Duties and Responsibilities

• Conduct structured weekly sales calls and regular property visits to review activity, production, pace, conversion, account performance, pipeline health, market conditions, and action-plan execution.
• Analyze STR reports, Kalibri Labs data, booking pace, market share, RevPAR index, ADR index, occupancy index, budgets, forecasts, segmentation trends, and competitive performance to identify opportunities and risks.
• Drive proactive sales activity, including proactive prospecting, account research, client appointments, site visits, sales blitzes, market drives, networking, and targeted follow-up.
• Grow Special Corporate, local negotiated rate, group, extended-stay, government, healthcare, pharmaceutical, sports, SMERF, project, training, relocation, and other qualified negotiated business.
• Identify accounts producing at competing hotels and create strategies to shift profitable room nights and revenue into PAH-managed properties.
• Ensure consistent and accurate use of Delphi, CVENT, brand sales systems, CRM platforms, GDS channels, RFP tools, property management systems, and PAH-required reporting tools.
• Execute sales activities, lead response, account production, conversion, booking pace, need dates, lost business, tentative and definite group pace, and team productivity. Intervene promptly when results fall below expectations.
• Support Marriott and Hilton business transient pricing, RFP submissions, account renewals, brand sales initiatives, consortia participation, and all required brand deadlines.
• Assist with annual revenue budgets, sales and marketing plans, hotel business plans, forecasts, expense management, and ownership presentations.
• Conduct and oversee property-level sales strategies, SMART action plans, deployment plans, and account-growth initiatives aligned with each hotel's budget, forecast, market position, and need dates.
• Partner closely with General Managers, Revenue Management, Operations, brand representatives, and executive leadership to align sales priorities, pricing, inventory, service delivery, and revenue strategy.
• Ensure compliance with PAH sales policies, SOPs, brand standards, contracting procedures, reporting deadlines, documentation requirements, and ethical business practices.
• Promote strong communication and effective sales turnover with front office, operations, revenue management, and property leadership to support successful client and guest experiences.
• Represent PAH professionally in local communities, industry associations, client events, brand meetings, trade shows, and networking organizations.
• Lead, coach, train, and hold accountable property Sales Managers, and other assigned sales team members. Establish clear performance expectations and provide timely feedback, recognition, and corrective coaching, if required.
• Interview, onboard, and develop Sales Managers, and other sales personnel. Support succession planning and retention of high-performing team members, if personnel is required.
• Maintain confidentiality, exercise sound business judgment, and perform other duties assigned by the Regional Director of Sales and Revenue or executive leadership.

Performance Expectations

• Meet established sales activity goals, focusing on proactive selling.
• Achieve or exceed assigned portfolio revenue, room-night, ADR, RevPAR, market-share, and budget goals.
• Demonstrate measurable improvement in underperforming hotels, segments, accounts, and need periods.
• Ensure each assigned hotel maintains an active, measurable sales action plan with clear owners, deadlines, and documented results.
• Drive consistent proactive sales activity, new-account acquisition, qualified pipeline growth, and share-shift production.
• Maintain accurate, complete, and timely sales records, reports, forecasts, account notes, contracts, and CRM activity.
• Develop capable, accountable property sales leaders who consistently execute PAH standards and achieve performance goals.
• Meet established deadlines for budgets, forecasts, brand RFPs, pricing seasons, business reviews, and corporate reporting.

Required Qualifications

• Minimum of six years of progressive hotel sales experience, including at least two years in an Area Director, Regional Director, Complex Director, or comparable multi-property sales leadership role.
• Demonstrated success leading hotel sales teams and improving revenue, market share, account production, and sales execution across multiple properties.
• Prior supervisory experience, including coaching, performance management, recruiting, onboarding, and employee development.
• Experience with Marriott or Hilton branded hotels and a working understanding of select-service and extended-stay hotel sales strategies.
• Strong analytical skills with the ability to interpret financial, revenue, market-share, pace, production, and segmentation data and convert findings into action.
• Ability and willingness to travel regularly throughout Arkansas, including overnight travel.
• Valid driver's license, reliable transportation, and the ability to meet PAH travel requirements.
• Proficiency with Microsoft Word, Excel, PowerPoint, Outlook, and virtual meeting platforms.
• Excellent written, verbal, presentation, organization, negotiation, and relationship-management skills.
• Ability to manage multiple hotels, priorities, deadlines, and stakeholders with limited supervision.

Preferred Qualifications

• Bachelor's degree in hospitality, business, marketing, or a related field, or an equivalent combination of education and experience.
• Experience with Delphi, CVENT, Kalibri Labs, STR or STAR reports, Marriott and Hilton sales systems, brand RFP platforms, GDS channels, and hotel property management systems.
• Knowledge of revenue management principles, segmentation, pricing, displacement, forecasting, budgeting, and hotel performance reporting.
• Experience supporting annual business transient pricing, local negotiated rates, group strategy, extended-stay demand, and account renewal processes.
• Experience presenting performance results and action plans to owners, operators, and executive leadership.

Leadership Competencies

• Strategic thinking and commercial judgment
• Accountability and performance management
• Coaching and talent development
• Analytical decision-making
• Proactive selling and business development
• Collaboration and cross-functional leadership
• Clear communication and executive presence
• Organization, follow-through, and adaptability

Work Environment and Physical Requirements

• Ability to travel by automobile and commercial transportation for property visits, meetings, training, and client activity.
• Ability to work a flexible schedule when business needs require, including occasional early mornings, evenings, or weekends.
• Ability to remain seated or standing for extended periods and to use a computer and telephone for prolonged periods.
• Light work requiring the ability to exert up to 20 pounds of force occasionally and up to 10 pounds frequently to lift, carry, push, pull, or move objects.
• Ability to tour hotel facilities, guest rooms, meeting areas, and exterior property spaces during site visits and operational reviews.
• Reasonable accommodations may be made to enable qualified individuals with disabilities to perform the essential functions of the position.

Compensation and Benefits

• Medical, Dental, and Vision Insurance
• Short-Term and Long-Term Disability
• 401(k) Retirement Plan
• Term Life and AD&D Insurance
• Employee Incentive Program
• Voluntary Life Insurance (self, spouse, and child)
• Hotel Stay Perks (Marriott and Hilton programs)
• Accident, Critical Illness, and Hospital Indemnity Insurance
• Educational Reimbursement
• Paid Time Off
• Manager in Training Program (where applicable)

About PAH

PAH Management is a Dallas-based hotel ownership and management company operating a portfolio of select-service properties across multiple states under Marriott and Hilton brands. We are dedicated to developing a culture that places associates first while becoming America's preferred hotel management company.