Director of Sales

About the Role

The Director of Sales oversees sales and marketing strategies for a select-service hotel, driving occupancy rates, growing existing accounts, and attracting new business to maximize revenue and meet or exceed profit goals. This position manages day-to-day operations of the hotel sales department, including direct sales, follow-ups, administrative duties, and team training. The Director develops sales forecasts, marketing strategies, advertising campaigns, and annual budgets while ensuring activities remain within approved budgets.

Responsibilities

• Coordinate all group, transient, and catering sales efforts to maximize revenue.
• Develop, recommend, and manage the annual budget, marketing, public relations, and sales programs to drive rates, occupancy, and food and beverage opportunities.
• Actively conduct outside sales calls, lead sales tours, and entertain clients.
• Negotiate contracts and secure the best terms.
• Stay informed about market trends and revenue opportunities, adjusting strategies accordingly.
• Track and evaluate the performance of top accounts, identifying trends and forecasting future opportunities.
• Adhere to company policies, sales standards, and performance metrics.
• Meet individual and team sales goals, as well as budget targets.
• Train hotel staff to recognize and seize sales opportunities, increasing occupancy and revenue.
• Work with the General Manager and Corporate HR to manage the hotel sales team, including hiring, training, development, performance reviews, and disciplinary actions.
• Supervise the Catering & Event Management Team to meet or exceed catering, food and beverage, and meeting room rental budgets.
• Gain comprehensive knowledge of hotel operations, including Sales, Food & Beverage, Front Office, and Reservations.
• Maintain a strong presence in the local community and industry organizations.
• Attend and lead meetings as required, providing ongoing training to staff.
• Foster professional relationships with marketing partners and internal departments.
• Travel weekly as required.
• Perform other duties as assigned by management.

Requirements

• A minimum of 6 years of progressive experience in hotel sales, or a 4-year degree with at least 2 years of relevant experience, or a 2-year degree with at least 4 years of related experience.
• Valid driver’s license.
• Excellent verbal and written communication skills for negotiating, persuading, selling, and influencing stakeholders.
• Strong proficiency in professional selling techniques, including opening, probing, supporting, and closing sales.
• Strong analytical and strategic skills for effective sales deployment.
• Proficient in general computer skills, particularly Microsoft Office products.
• Ability to work independently while managing multiple tasks.
• Strong organizational and presentation abilities.
• Proven capability to work with people from diverse backgrounds and solve complex problems while fostering a productive sales environment.
• Advanced knowledge of sales, marketing, and hospitality principles and practices.

Working Conditions

Management-level associates are expected to work as much of each workday as necessary to complete their job responsibilities. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions of the job.