Director of Sales

Job Overview

As the Director of Sales, you will be responsible for leading the property's sales strategy and execution across proactive and reactive sales efforts, business development, and account management to drive revenue growth, strengthen market share, and support overall profitability. You will align sales activity with the property's business plan, revenue strategy, brand positioning, and ownership goals while ensuring a strong and consistent customer experience from prospecting through booking and turnover.

You will manage daily, weekly, and monthly sales processes including prospecting, account management, pipeline development, booking pace, competitive analysis, and forecasting support. This role requires strong collaboration with Revenue Management, Operations, and Catering/Event teams to ensure alignment between sales strategy and operational execution.

Success in this role is measured through revenue production (group and transient), pace against budget, conversion rates, account growth, and long-term client retention.

Job Responsibilities

• Advocates the Open Door Policy by assisting the property's leadership through clear, calm, and direct communication, in accordance with the guidelines established by OTH Hotels Resorts.
• Leads the property's sales strategy, including group, corporate, and specialty segment production, to achieve budgeted revenue goals.
• Owns the sales pipeline from lead generation through booking, turnover, and post-stay follow-up to drive repeat business and referrals.
• Partners with Revenue Management to align pricing, inventory strategy, and demand periods to maximize revenue and profitability.
• Maintains accountability for achieving revenue targets through proactive prospecting, account management, and strategic selling.
• Oversees and coaches the sales team (if applicable), including goal setting, performance management, training, and development.
• Builds and maintains strong relationships with key accounts, planners, and community partners across target segments (corporate, association, SMERF, government, sports, etc.).
• Monitors competitor activity, market trends, and demand patterns to adjust sales strategies and deployment.
• Perform special projects and other responsibilities as assigned.

Sales Strategy & Business Development

• Establishes clear segment strategies and defines targeted account plans to drive production across all revenue streams.
• Identifies and pursues new business opportunities through proactive prospecting, local market engagement, and industry networking.
• Develops and executes a strategic sales plan aligned with the hotel's budget, need periods, and growth objectives.
• Maintains an active schedule of client appointments, site visits, outside sales calls, and networking events.
• Works closely with marketing resources (brand or above-property) to support lead generation and positioning efforts.

RFP Management & Proposal Excellence

• Defines and enforces response standards for incoming leads and RFPs, including qualification, prioritization, response time, and quality.
• Maintains a high response rate and ensures timely follow-up to maximize conversion opportunities.
• Ensures all proposals are customized, accurate, and aligned with operational capabilities and pricing strategy.
• Oversees client communication to ensure professionalism, responsiveness, and clarity throughout the sales cycle.

Contracting, Negotiation & Risk Management

• Negotiates pricing, concessions, and contract terms to drive conversion while protecting profitability.
• Ensures proper contract execution, including deposits, payment schedules, and attrition/cancellation clauses.
• Collaborates with leadership on high-risk or non-standard agreements to ensure compliance and mitigate risk.

Cross-Functional Collaboration & Turnover

• Partners with Catering/Event teams to ensure seamless turnover of booked business with clear expectations and accurate documentation.
• Collaborates with Operations to align on service delivery, group needs, and overall guest experience.
• Supports Food & Beverage and ancillary revenue opportunities through effective group and event positioning.
• Monitors client satisfaction and ensures any concerns are addressed promptly to protect relationships and reputation.

Reporting & Forecasting

• Produces and communicates accurate weekly and monthly sales forecasts, including group pace, transient production, and key performance indicators.
• Maintains accurate pipeline and account data within CRM systems to support reporting and accountability.
• Provides insights to leadership on booking trends, need periods, and opportunities to improve performance.
• Tracks and reports on key metrics including conversion rates, production by segment, and account performance.

Job Requirements

Education: Four-year college degree in Business, Marketing, Hospitality Management (or related) preferred, or equivalent combination of education and experience.

Experience: Minimum of five (5) years of progressive experience in catering sales, event planning, or food & beverage operations. Prior leadership experience managing teams and overseeing event execution preferred. Demonstrated experience in forecasting, contracting, and event management required.

Travel required: Ability to travel locally for client appointments, networking, and site visits as needed. Occasional overnight travel for trade shows/market visits may be required as the business requires.

Physical requirements: Ability to move throughout the property/venue during site inspections and events; ability to stand/walk for extended periods as needed during event days; ability to lift and carry light materials (e.g., brochures, signage, sample kits) as required.

Skills and Abilities:

• Strong consultative selling and relationship management skills.
• Ability to analyze market data, pacing, and performance metrics to drive strategy.
• Excellent written and verbal communication skills for proposals, contracts, and client interaction.
• Strong organizational and time management skills with the ability to manage multiple priorities.
• Proficiency with CRM systems, RFP platforms (e.g., CVENT), and Microsoft Office.
• Demonstrated leadership abilities including coaching, accountability, and team development.
• Ability to work in a fast-paced environment, including evenings and weekends as needed.
• Strong negotiation and problem-solving skills.
• Hospitality-driven mindset with a focus on delivering exceptional guest experiences.

This job description is intended to describe the general nature and level of work being performed. It is not an exhaustive list of all responsibilities, duties, and skills required. Management reserves the right to modify, add, or remove duties as necessary.

We may use artificial intelligence (AI) tools to assist in evaluating applications, including screening and ranking candidates based on job-related qualifications. These tools support, but do not replace, human decision-making. All final hiring decisions are made by our recruitment team.