DIRECTOR OF SALES

Airport & Airline Business Development

• Develop, negotiate, and manage airline, crew, and distressed passenger contracts
• Maintain strong relationships with airline station managers, crew schedulers, and travel coordinators
• Monitor flight activity, irregular operations (IROPs), and displacement trends to capture demand opportunities
• Ensure service delivery meets contractual requirements and brand standards

Sales Strategy & Revenue Optimization

• Drive revenue across airline, corporate transient, group, and SMERF segments
• Balance high-volume airline business with higher-rated corporate and group demand
• Analyze competitive set performance, airport trends, and market demand to adjust sales strategies
• Collaborate with Revenue Management on pricing, inventory controls, and displacement strategies

Leadership & Team Management

• Lead, mentor, and develop the sales team to achieve revenue and production goals
• Establish sales objectives, conduct performance evaluations, and provide coaching and training
• Promote a results-driven culture focused on accountability and collaboration

Account Management & Client Relations

• Maintain key corporate and airline accounts and personally manage strategic relationships
• Conduct sales calls, airport visits, site inspections, and client presentations
• Negotiate contracts and manage RFPs in alignment with hotel profitability goals

Operational Collaboration

• Partner closely with Front Office, Housekeeping, Transportation, and Food & Beverage teams to ensure smooth execution of airline and group business
• Cook up shuttle operations, crew requirements, and service standards for airline partners
• Address service challenges proactively to maintain strong client satisfaction

Budgeting, Forecasting & Reporting

• Develop and manage the annual sales budget and rolling forecasts
• Track production, pace, and pickup for airline and non-airline segments
• Prepare regular performance reports for ownership, brand, and senior leadership

Brand & Community Representation

• Represent the hotel at airport authority meetings, airline events, trade shows, and local business functions
• Ensure compliance with brand standards and participation in brand-mandated sales initiatives

Requirements

• Due to the cyclical nature of the hospitality industry, employees may be required to work varying schedules (including Holidays and weekends) to reflect the business needs of the hotel
• In addition, attendance at all scheduled training sessions and meetings is required

Qualifications & Experience

• Bachelor’s degree in Hospitality, Business, or related field (preferred)
• 4 – 6 years of progressive hotel sales experience, including leadership responsibility
• Proven experience managing airline and airport-related accounts strongly preferred
• Strong understanding of full-service hotel operations and revenue management principles

Skills & Competencies

• Strong negotiation, communication, and relationship-building skills
• Ability to manage high-volume, short-notice demand in a fast-paced environment
• Analytical mindset with the ability to interpret data and market trends
• Proficiency in hotel sales systems (Delphi, CI/TY, Salesforce) and Microsoft Office
• Flexible, solutions-oriented, and highly organized