- Position: Director of Sales
- Property: Best Western Inn & Suites San Diego - Zoo/SeaWorld (199 keys)
- Address: 2485 Hotel Circle Place, San Diego, CA 92108
- Work Type: On-Site
- Travel: Up to 25% travel for client engagement, community partnerships, and market sales effort
- Job Type: Managerial, Full-Time, Permanent.
- Salary: $95,000 - $97,000 USD
- Bonus Opportunities: up to 50% quarterly, based on quarterly earned wages
- Leadership & Team Structure: This position reports to General Manager and VP of Sales.
- Direct Reports: 1 Sales Manager
About the Property: The Best Western Inn & Suites San Diego - Zoo/SeaWorld Area offers 199 rooms, including 65 suites, with key amenities such as free Wi-Fi, complimentary hot breakfast, a heated outdoor pool and hot tub, fitness center, business center, guest laundry, and EV charging stations. Guests enjoy spacious accommodations in a prime Mission Valley location, ideal for both business and leisure travel, with quick access to SeaWorld, the San Diego Zoo, Old Town, and Mission Beach, along with the convenience of taking advantage of all on-site amenities throughout their stay.
Position Summary: 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. This is a highly visible leadership role responsible for balancing strategic direction (60%) with active revenue production (40%), including generating group and project-based business such as construction crews, contract teams, and extended-stay accounts. T
he ideal candidate is a true "hunter" who thrives in a competitive environment, is comfortable operating in a lean structure, and can both lead a team and personally drive results through proactive prospecting, relationship building, and disciplined pipeline management. While the Director of Sales reports directly to the General Manager, the Regional Sales and Marketing Manager will interface and assist in the direction of the Sales and Marketing function at the property.
Key Responsibilities- Leadership, Strategy & Accountability (60%)
- 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.
- Act as a strategic partner to the General Manager, aligning 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.
- Group & Project-Based Business Development (40%)
- 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.
- Individual Contribution & Sales Execution
- 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.
- Market Positioning & Local Penetration
- 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.
- Commercial Strategy & Revenue Alignment
- 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
- Strong local market knowledge and existing relationships within the San Diego area preferred
- Highly self-motivated, disciplined, and results-driven, with strong accountability for performance
- Ability to work effectively in an environment with high ownership engagement, demonstrating strong communication, responsiveness, and alignment with ownership priorities
- Ability to think strategically while executing tactically on a daily basis
This job description is not an exhaustive list of all job functions that are required of an employee in this position. Therefore, other duties may be asked of an employee in this position from time to time.
Physical Requirements:- Sit, stand and walk for varying lengths of time
- Lift approximately ten (10) pounds
- Good communication skills, both written and verbal
- Grasping, writing, standing, sitting, walking, repetitive motions, pulling, pushing, listening and hearing ability and visual ability
- Must have finger dexterity to be able to operate office equipment such as computers, printers, multi-line phone, filing cabinets, photocopiers and other office equipment as needed
- Physical Requirements (In-Office Role)
- Ability to work in a standard office environment.
- Prolonged periods of sitting at a desk and working on a computer. (6-8 hours a day)
- Occasional standing and walking throughout the workday.
- Frequent fine motor skills, use of hands and fingers for keyboarding/typing, utilizing a mouse or trackpad, writing, and operating office equipment.
- Ability to communicate effectively verbally and in writing.
- Occasionally required to stand, walk, bend, reach, or carry items.
- Ability to lift and/or move 10-25 pounds as needed (e.g., files, office supplies).
- Visual ability to read from a computer screen and printed materials including close visual focus for extended periods and color differentiation (for certain roles).
- Ability to hear and participate in conversations and meetings, use phone and/or headset
- Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions of the role.
Compensation & Benefits- Base Salary: $95,000 - $97,000 annually (commensurate with experience, qualifications, and market alignment)
- Bonus: Up to 50% Quarterly incentive plan tied to performance metrics
- Health Benefits: Medical, dental, and vision insurance
- Retirement: 401(k) with company match
- Time Off: Paid vacation, holidays, and personal days
- Perks: Discounted hotel stays across the portfolio
- Growth: Career development and advancement opportunities
- Culture: People-first environment focused on excellence and innovation
