Vice President, Sales

Position Summary

The Vice President of Sales — Full-Service Hotels is the senior sales leader responsible for driving group and corporate transient revenue production across all full-service properties in Spire Hospitality’s managed portfolio. Reporting directly to the Chief Operating Officer, this executive sets sales strategy, leads a layered team of Regional Sales Directors, property-level Directors of Sales, and serves as the primary driver of revenue growth through new account acquisition, key account penetration, and disciplined sales execution.

Key Responsibilities

• Sales Strategy & Portfolio Leadership
• Develop and execute a comprehensive sales strategy for all full-service properties spanning group, corporate transient, and consortia segments.
• Establish annual sales production goals, booking pace targets, and account penetration benchmarks by property, region, and segment.
• Translate portfolio-level commercial priorities into clear, property-specific sales plans with measurable outcomes.
• Monitor competitive set performance and market demand trends; proactively adjust sales tactics to capture share and defend existing accounts.
• Partner with the COO to align full-service sales execution with Spire’s enterprise commercial strategy.
• Represent the sales function in owner presentations, asset management reviews, and Spire executive leadership meetings.
• Group Sales
• Drive group room night production across all full-service properties, including meetings, conventions, association business, corporate groups, and social/wedding segments.
• Build and maintain a robust national account base and key intermediary relationships (HelmsBriscoe, ConferenceDirect, Maritz, and other third-party planners).
• Establish and enforce group booking pace standards, lead-to-contract conversion benchmarks, and group displacement guidelines in coordination with revenue management.
• Actively prospect for new group business through direct solicitation, trade show participation, site visit programs, and industry networking.
• Ensure property-level sales teams are executing group sales plans with proper account coverage, call activity standards, and pipeline management.
• Collaborate with F&B and catering teams to maximize group ancillary revenue and total event value at full-service properties.
• Corporate & Transient Sales
• Oversee the corporate and consortia sales effort across the full-service portfolio, including annual RFP strategy, national account management, and TMC/GDS positioning.
• Drive preferred account acquisition and share-of-wallet growth among managed and unmanaged corporate segments.
• Build relationships with corporate travel buyers, travel management companies, and key local/regional demand generators in each property’s market.
• Ensure property sales teams are executing robust account management plans with defined call frequencies, production reviews, and rate negotiations.
• Leverage brand loyalty and distribution platforms (Marriott, Hilton, IHG, and other affiliated brands) to maximize corporate rate visibility and transient ADR performance.
• Team Leadership & Development
• Lead, coach, and develop a two-tiered sales organization: Regional Sales Managers at the portfolio level and Directors of Sales embedded at individual full-service properties.
• Set clear performance expectations, conduct regular one-on-one and production reviews, and deliver structured development plans for all direct and indirect reports.
• Recruit and onboard top sales talent; build a bench of high-potential sales professionals capable of growing within Spire’s expanding portfolio.
• Foster a high-accountability sales culture grounded in Spire’s values — one that celebrates wins, learns from losses, and continuously raises the bar on execution.
• Lead succession planning for Regional Sales Manager and Director of Sales roles across the full-service portfolio.
• Account Management & Sales Systems
• Establish and enforce a consistent account management framework, ensuring every property maintains active account files, contact records, and production tracking.
• Oversee CRM utilization and data integrity across the full-service sales team; drive adoption of sales tools and reporting platforms.
• Implement and maintain standardized sales processes including prospecting cadences, proposal workflows, contract templates, and post-event follow-up protocols.
• Deliver regular sales performance reporting to the COO and property ownership groups, providing clear visibility into pipeline health, production pacing, and market share trends.
• Owner & Stakeholder Relations
• Serve as a credible, trusted sales resource for ownership groups and asset managers at full-service properties; present sales strategies and results with clarity and confidence.
• Participate in property-level owner reviews, budget discussions, and annual business planning processes.
• Coordinate with General Managers to ensure sales and operations are aligned on group and corporate business priorities, service standards, and key account commitments.

Qualifications

• Minimum 10 years of progressive hotel sales experience, with at least 4 years in a multi-property or regional sales leadership role.
• Minimum 6 years of direct full-service hotel sales experience; deep understanding of full-service group, catering, and corporate transient dynamics.
• Demonstrated success leading both group and corporate/transient sales functions with measurable revenue and market share results.
• Prior experience managing and developing a layered sales team (regional managers and/or multiple Directors of Sales simultaneously).
• Strong knowledge of the group sales process from prospecting through contract execution, including intermediary relationships and RFP management.
• Fluency with major brand sales platforms and distribution tools (Marriott, Hilton, IHG, or comparable); experience navigating brand loyalty and preferred program environments.
• Proficiency with CRM platforms (Salesforce, Amadeus Delphi FDC, or comparable) and STR/competitive set reporting.
• Established network of group intermediaries, corporate travel buyers, and national account contacts.

Preferred Experience

• In a third-party hotel management environment, with familiarity navigating multiple ownership structures and brand requirements simultaneously.
• Prior experience in the Dallas-Fort Worth market or another major metro with a diverse full-service hotel competitive set.
• Active involvement in HSMAI, MPI, PCMA, or comparable hospitality sales organizations.
• Experience managing sales teams through hotel openings, transitions, or rebranding.

Benefits

We offer a comprehensive full-time benefits package consisting of medical, dental, vision, pet discount program, identity theft protection, pre-paid legal support, flexible spending accounts, matched 401K, life insurance, critical accident or illness, short- & long-term disability, paid time off, wellness programs, getting paid before payday with earned wage access, wonderful hotel discounts and much more.