Director of Sales - Best Western Inn & Suites San Diego – Zoo/SeaWorld ($95K - $97K)

About the role

The Director of Sales will lead the overall sales strategy and execution for a high-volume, select-service hotel in Mission Valley, with a strong emphasis on driving revenue through hands-on selling and market penetration.

Responsibilities

• Lead and execute overall sales strategy for the hotel, with a strong focus on driving revenue performance across all segments.

• Provide leadership, coaching, and accountability for one Sales Manager, ensuring clear goals, activity levels, and production expectations are met.

• As a strategic partner to the General Manager, align sales efforts with revenue goals, forecasting, and market positioning.

• Drive a culture of urgency, accountability, and performance, with consistent follow-up on results and pipeline activity.

• Actively hunt and secure group business with a strong focus on project-based demand, including construction crews, electricians, cruise-related workers, and extended stay groups.

• Proactively target opportunities requiring longer-term stays (e.g., 20–30 rooms over extended periods such as 1–2+ months).

• Build and maintain relationships with local companies, contractors, and project managers to drive repeat and ongoing business.

• Develop creative strategies to capture displacement opportunities and need-period business.

• Operate as a hands-on seller, owning a personal book of business and delivering against revenue goals.

• Drive new business through cold calling, local prospecting, networking, and direct outreach.

• Maintain strong pipeline management, forecasting accuracy, and consistent activity levels.

• Take full ownership of the sales cycle from prospecting through closing and account management.

• Leverage the hotel’s Mission Valley location to capture demand from centrally located projects, extended stay needs, and group business.

• Position the hotel as a reliable, value-driven option for work crews, project teams, and long-term group stays.

• Actively engage in the local community through networking and relationship-building to uncover new business opportunities.

• Partner with Revenue Management to optimize rate strategy, segment mix, and profitability.

• Analyze STR, pacing, and performance data to adjust strategy and maximize RevPAR.

• Drive business during need periods through proactive selling and targeted outreach.

Requirements

• No relocation available – must be local to the San Diego market.
• Minimum three (3) years of experience in hotel sales leadership or a senior sales role with strong production responsibility.
• Proven success in group sales and generating project-based or extended stay business (construction, crews, project teams, etc.).
• Demonstrated ability to effectively manage and develop a lean sales team structure, including direct oversight of at least one Sales Manager, while maintaining strong individual production.
• Ability to balance leadership responsibilities with hands-on selling, including setting clear expectations, providing ongoing coaching, and driving performance through accountability and results.
• Strong hunter mentality with demonstrated success in prospecting, cold calling, and developing new business from scratch.
• Experience operating in a lean environment where the Director of Sales is both the strategic leader and primary revenue contributor.
• Ability to identify and secure non-traditional business streams beyond standard leisure and transient demand.
• Highly local market knowledge and existing relationships within the San Diego area preferred.
• Highly self-motivated, disciplined, and results-driven, with strong accountability for performance.
• Able to work effectively in an environment with high ownership engagement, demonstrating strong communication, responsiveness, and alignment with ownership priorities.
• Able to think strategically while executing tactically on a daily basis.