Position SummaryThe Director of Sales leads the hotel's sales efforts with a strong focus on proactive selling, client relationship development, and the conversion of profitable group business. This position is responsible for maximizing room, banquet, and food and beverage revenue while achieving the sales goals.
The Director of Sales serves as a key leader in driving business development, managing client relationships, monitoring sales production, and executing sales strategies that support the hotel's revenue and profitability goals.
Essential Duties and ResponsibilitiesThe following is a representative list of duties and is not exhaustive. Other duties may be assigned.
Sales and Business Development- Develop and execute a proactive sales plan that generates qualified leads and increases revenue from groups, corporate accounts, association, government, sports, and social market segments.
- Conduct consistent outside sales calls, prospecting calls, networking activities, client appointments, and follow-up to secure new business and grow existing accounts.
- Build and maintain strong, long-term relationships with key clients, meeting planners, travel partners, and community organizations to drive repeat business and referrals.
- Solicit, negotiate, and close group room blocks, meeting packages, banquet events, and food and beverage opportunities that meet the hotel's revenue and profitability goals.
- Represent the hotel at trade shows, industry events, chamber functions, and community organizations to strengthen visibility and develop business opportunities.
- Achieve established weekly sales activity expectations and protect Prime Selling Time for direct revenue-generating efforts.
Group Sales and Client Management- Sweep and mop floors in the kitchen, restaurant, and designated Food & Beverage areas.
- Qualify each opportunity, prepare compelling proposals and contracts, and guide clients through the sales process from initial inquiry through turnover and post-event follow-up.
- Conduct professional site tours that present the hotel's guest rooms, meeting and banquet space, food and beverage offerings, location, and service advantages.
- Partner closely with revenue management to evaluate pricing, need dates, displacement, and total account value before extending group and catering offers.
- Coordinate client requirements and group turnover details with operations, banquets, front office, food and beverage, and revenue management to support seamless execution.
- Anticipate, prevent, identify, and resolve client or operational concerns promptly and professionally.
- Listen actively, clarify client needs, and recommend solutions that align with the hotel's capabilities and revenue strategy.
Account and Sales Management- Maintain complete and accurate account, contact, activity, lead, booking, and group history records in Delphi in accordance with PAH Management standards.
- Use Hilton sales systems, resources, and brand programs effectively, including completion of required RFPs and account submissions by established deadlines.
- Monitor booking pace, sales production, market trends, and competitive activity, then implement targeted strategies, promotions, and sales blitzes when needed.
- Prepare accurate sales forecasts, activity reports, production reviews, end-of-month reports, and annual plans in accordance with PAH Management SOPs.
- Analyze complex information, sales data, account production, and market intelligence to support sound business decisions.
Leaderships and Professional Standards- Lead by example and uphold Hilton/Marriott and PAH Management standards.
- Identify sales challenges, recommend practical solutions, and take ownership of execution and results.
- Attend required hotel meetings, revenue strategy sessions, training, and brand programs.
- Participate in Manager on Duty coverage as required.
- Maintain regular attendance and schedule flexibility based on hotel and client needs, including occasional evenings and weekends.
- Perform additional projects or duties as assigned.
What You BringRequired: - At least four years of progressive hotel sales experience, including direct responsibility for group sales and revenue production; equivalent education and relevant experience may be considered.
- Previous Director of Sales or hotel Sales Manager experience with demonstrated leadership and supervisory responsibility.
- Hilton hotel sales experience is required, with working knowledge of Hilton systems, brand standards, and sales resources.
- Current, hands-on Delphi sales and catering system experience is required.
- Proven experience selling banquets and meeting space, catering packages, and food and beverage services is required.
- Proficiency in Microsoft Office and company-approved reporting tools.
- Valid driver's license in the applicable state.
Preferred:- Experience managing sales efforts across multiple market segments, including group, corporate, association, government, sports, and social business.
- Demonstrated experience with group room sales, banquet sales, meeting packages, and food and beverage opportunities.
- Experience developing and maintaining long-term client and account relationships.
Work Environment and Physical Requirements- This position is based on-property in Charlotte, NC.
- Ability to travel locally for client appointments, community events, and sales calls.
- Ability to occasionally lift up to 20 pounds and frequently lift or move up to 10 pounds.
- Ability to stand, walk, and tour the hotel with clients as business needs require.
- Ability to maintain schedule flexibility based on hotel and client needs, including occasional evenings and weekends.
Compensation and BenefitsCompensation: PAH Management offers a competitive base salary/pay commensurate with experience.
Benefits include:• Medical, Dental, and Vision Insurance • Short-Term and Long-Term Disability • 401(k) Retirement Plan
• Term Life and AD&D Insurance • Employee Incentive Program • Voluntary Life Insurance (self, spouse, and child) • Hotel Stay Perks (Marriott and Hilton programs) • Accident, Critical Illness, and Hospital Indemnity Insurance • Educational Reimbursement • Paid Time Off • Manager in Training Program (where applicable)
