Director of Sales

About the Role

This leadership position drives total hotel revenue through the development and execution of comprehensive sales strategies across group, corporate, association, SMERF, catering, and transient business segments. The ideal candidate is an experienced hotel sales leader with a proven ability to grow market share, maximize profitability, develop strong client relationships, and successfully close business in a fast-paced, full-service hotel environment.

Responsibilities

• Provide leadership, coaching, and development for the hotel's sales, catering, and conference services team.
• Achieve or exceed individual sales goals, departmental objectives, and hotel revenue budgets.
• Manage lead sources to ensure the sales team's timely follow-up, effective qualification, and successful conversion of business opportunities.
• Conduct sales calls, presentations, and client meetings with key accounts and prospective customers.
• Develop and maintain strong relationships with local businesses, community organizations, convention partners, and key industry contacts.
• Conduct hotel site inspections and showcase the property's meeting and guest room offerings.
• Negotiate contracts and maintain accurate CRM activities in accordance with company and brand standards.
• Monitor sales performance to ensure revenue goals meet or exceed established objectives while accurately communicating forecasts, variances, and projections to the General Manager and Regional Director of Sales.
• Evaluate each business opportunity to ensure alignment with hotel revenue strategies and overall company objectives.
• Partner with Revenue Management to maximize hotel profitability and optimize pricing strategies.

Requirements

• Minimum of 5 years sales management experience in a market similar to downtown Indianapolis and leading a team of 6-10 sales managers.
• Experience overseeing or partnering with catering and event sales teams preferred.
• Knowledge of forecasting sales and budget analysis.
• Demonstrated ability to understand customer requirements and translate these into sales solutions.
• Excellent communication skills with strong written and verbal abilities.
• Ability to maintain a positive attitude while working in a fast-paced environment.
• Strong organizational skills including follow-up, time management, ability to multi-task, and manage multiple priorities.
• Working knowledge of MS Word, Excel, and Delphi.
• Proven experience negotiating, creating, and reviewing hotel sales contracts.
• Ability to maintain a valid driver's license.
• Ability to effectively use technology to prospect, track, maintain account information, respond to RFPs, and comply with brand standards.
• Ability to travel as necessary to corporate/brand trainings and events (less than 20%).

Benefits

• Medical, Dental, and Vision Insurance Options
• Company Paid Life Insurance
• Company Paid Telemedicine
• Supplemental Life Insurance
• 401(k) with company match
• Earned Wage Access (“on-demand pay”)
• Hotel Room Discounts
• Company Paid Employee Assistance Program
• Perks through Benefit Hub
• Generous Time Off Package