Director of Sales

Position Summary

The Company operates 24 hours a day and 7 days a week, requiring variations in shift days, starting and ending times, and hours worked in a week. The Director of Sales maximizes occupancy and the average daily rate of the hotel, upholds excellent service and accommodations, and works closely with preferred accounts and group reservations.

Essential Functions

• Sales Strategy & Planning: Develop and execute comprehensive sales plans to meet corporate and property revenue goals. Direct forecasting activities, set performance benchmarks, and adjust strategies based on market conditions.

• Market & Competitive Analysis: Review market trends, customer needs, and competitor pricing to inform rate structures, discounts, and targeted promotions.

• Team Leadership: Direct, mentor, and evaluate the sales team, ensuring quotas and goals are met. Conduct weekly sales meetings to review pipelines, group activity, and performance.

• Business Development & Key Accounts: Build and maintain strong relationships with top clients. Assist team members with negotiations, presentations, and closing deals. Lead efforts to develop and grow tour operator contracts and other high-value accounts.

• Marketing & Promotions: Oversee promotional activities, advertising schedules, and creative development for all market segments. Plan and attend trade shows, sales blitzes, and industry conventions, representing the property to target markets.

• Lead Management: Oversee the generation and qualification of leads, including outbound calls, site visits, and digital prospecting efforts. Ensure the conversion of inquiries to confirmed bookings.

• Financial Oversight: Monitor and control departmental expenses to align with budgets. Prepare and analyze sales reports, including weekly performance summaries and market segment tracking.

• CrossFunctional Collaboration: Partner with operations, revenue management, and marketing teams to ensure cohesive strategies and optimal results across all revenue streams.

• Operational & Guest Service: Respond to guest inquiries, resolve concerns, and ensure guest satisfaction. Report guest issues or operational challenges to management for resolution.

• Compliance & Professional Standards: Adhere to company policies, safety, and sanitation standards.

Performance Expectations (KPIs)

• Room Revenue: Attain individual room revenue goals through proactive prospecting, client management, and effective sales execution.

• F&B and Rental Revenue: Meet assigned revenue targets for food & beverage and space rentals through strategic upselling and event sales.

• RevPAR and Index Growth: Directly support hotel RevPAR performance and competitive market index growth as measured by STR reports through revenue-optimized selling practices.

• TopLine Revenue: Achieve topline sales goals by maintaining a strong pipeline and executing business development strategies.

Competencies

• Exceptional verbal, written, and presentation communication skills

• Flexible, adaptable, and able to remain composed under pressure

• Effective working independently and as part of a team in a fast-paced setting

• Genuine passion for hospitality, with a strong sense of pride in work

• Commitment to continuous learning and growth

Education and Experience

• 7+ years of progressive experience in hotel sales

• Bachelor’s degree in hospitality management, marketing, business, or related field

• 3+ years of experience working in a Hilton/Marriott-branded hotel

Working Conditions & Physical Effort

• Primarily performed in an indoor hotel and office environment

• Regular walking, standing, and occasional travel

• Lift or move items weighing up to 25 pounds

• Use standard office equipment such as a computer, phone, and copier