Paychex

Director of Sales - Hotel

Paychex • $110K — $130K *
Austin, TX 78745In-Person
Hospitality & Recreation
Less than 5 years of experience
Today
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Job Overview by Ladders

Qualifications

  • 4+ years of hotel sales experience, especially in group and business travel; airline crew sales experience preferred.
  • Familiarity with Merlin, Opera PMS, sales tools, and Way of Sales methodology.
  • Proven history of exceeding sales goals and enhancing market share.
  • Strong skills in negotiation and contract management, particularly in understanding displacement and cancellation clauses.
  • Excellent communication and interpersonal abilities for effective relationship building, both in-person and virtually.
  • Proficient in MS Office and hotel CRM/sales systems, with additional experience in airline portals/TMC tools seen as advantageous.

Responsibilities

  • Proactively sell and secure group, business travel, and airline crew bookings, meeting personal revenue goals.
  • Create and implement a comprehensive sales strategy for various customer segments.
  • Respond swiftly to leads with customized proposals and contracts.
  • Utilize displacement analysis to optimize booking for high-demand and need periods.
  • Work closely with Revenue Management to optimize rates and availability across channels.
  • Cultivate and maintain relationships with significant accounts, such as airline crew schedulers and corporate travel managers.
  • Act as the main contact for key accounts, ensuring exceptional service and issue resolution.

Benefits

  • Comprehensive health insurance options.
  • 401(k) retirement plan with employer matching.
  • Generous paid time off and holiday schedule.
  • Opportunities for professional development and training.
  • Employee discounts on hotel stays and services.
Full Job Description
The Director of Sales is a hands-on, revenue-driven leader responsible for maximizing group, business travel, and airline crew production for our property in Austin Town Lake. This role is heavily focused on active selling-personally prospecting, negotiating, and closing key account.

Key Responsibilities;

Sales & Revenue Generation
  • Proactively sell and close group, business travel, and airline crew business, with personal room-night and revenue targets.
  • Develop and execute a comprehensive sales plan for assigned segments (corporate groups, SMERF, associations, sports, government, airline crew, and negotiated corporate transient).
  • Respond to leads quickly and professionally, preparing tailored proposals, contracts, and presentations that emphasize location, service, and value over new-build product.
  • Use displacement analysis and revenue strategies to protect high-demand dates while filling need periods.
  • Collaborate closely with Revenue Management to optimize rate, space, and date mix across group and transient channels.

Market & Account Management
  • Build and maintain strong relationships with key local, regional, and national accounts, including airline crew schedulers, travel management companies, consortia partners, and corporate travel managers.
  • Leverage Sales and brand relationships to capture enterprise accounts, RFP opportunities, and multi-property deals.
  • Conduct regular sales calls, client entertainment, site tours, and roadshows to grow account production.
  • Act as the primary hotel contact for key airline crew and business travel accounts, ensuring service consistency and quick resolution of issues.

Leadership & Collaboration
  • Serve as the on-property sales leader, partnering with the General Manager to set strategy, forecast, and pace targets.
  • Provide coaching and direction to any sales/coordinator support, ensuring they follow the Way of Sales process and brand standards.
  • Lead or actively participate in weekly revenue strategy meetings, sharing market intel and adjusting tactics as needed.
  • Champion a sales-focused culture across the property, aligning front office, reservations, and operations on upsell and service priorities.

Brand, Systems & Process Expertise
  • Demonstrate strong working knowledge of IHG systems, including but not limited to:
  • Merlin (brand/enterprise resources, performance tools, promotions).
  • Opera PMS (or current PMS) for group blocks, inventory, and rate loading.
  • Delphi for Group, Catering and Volume Account bookings.

Guest & Client Experience
  • Work with Operations to ensure groups, crew, and corporate travelers receive consistent, reliable experience.
  • Personally greet VIP and high-value group contacts, especially for first-time or airline crew accounts.
  • Anticipate and address any client concerns and use service recovery and value-adds where appropriate.

Qualifications & Experience
  • 4+ years of hotel sales experience, including significant group and business travel background; airline crew sales or crew contracting experience strongly preferred.
  • Prior experience with (Merlin, Opera PMS, sales tools, and the Way of Sales methodology).
  • Proven track record of exceeding sales goals, securing corporate and group agreements, and growing market share in a competitive environment.
  • Strong negotiation and contract skills, including understanding of displacement, attrition, and cancellation clauses.
  • Excellent communication, presentation, and relationship-building skills; comfortable with both in-person and virtual selling.
  • Proficiency with MS Office and hotel CRM/sales systems; experience with airline portals/TMC tools is a plus.

About Paychex

Paychex, Inc. is a leading provider of integrated human capital management solutions for payroll, benefits, human resources, and insurance services. By combining its innovative software-as-a-service technology and mobility platform with dedicated, personal service, Paychex empowers small- and medium-sized business owners to focus on the growth and management of their business. Paychex is headquartered in Rochester, New York and has more than 100 locations across the United States and Europe.
Learn more about Paychex
Size
15,000 employees
Market Cap
$40.1 billion
Industry
Business Services
Net Income
$1 billion
Founded
1971
5 Year Trend
+7.9%
Revenue
$3.9 billion
NASDAQ
PAYX
* Ladders Estimates

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