Compensation
Salary Range: $115,000.00 - $125,000.00 Annually

Tipped/Service Charge Eligible? No

Discretionary Performance Bonus Eligible? Yes

Overview

The Director of Entertainment Sales is responsible for the strategic leadership, development, and execution of all sales initiatives related to the Entertainment market segment, including both group and transient revenue. This position serves as the hotel's subject matter expert and primary relationship leader for entertainment industry accounts, including film and television studios, streaming platforms, production companies, record labels, talent and management agencies, public relations firms, touring professionals, and entertainment executives.

The Director of Entertainment Sales is accountable for maximizing market share, driving top-line revenue growth, cultivating high-value industry relationships, and positioning the hotel as the premier choice for entertainment-related travel, events, and productions.

This role requires a highly connected hospitality sales professional with a deep understanding of entertainment industry travel patterns, production cycles, agency partnerships, award season activity, and luxury lifestyle hospitality.

Essential Duties and Responsibilities

Strategic Leadership

• Develop and execute a comprehensive annual entertainment sales strategy aligned with hotel revenue objectives.
• Serve as the property's lead strategist for all entertainment market business.
• Identify emerging opportunities within film, television, music, streaming, gaming, media, and content production sectors.
• Establish quarterly and annual action plans.
• Represent the hotel within the entertainment community and maintain a strong industry presence.
• Provide market intelligence and strategic recommendations to executive leadership.

Revenue Generation

• Own and achieve entertainment segment revenue goals across group, transient, and related ancillary revenues.
• Maximize room night production, ADR, and overall profitability from entertainment accounts.
• Secure preferred partnerships and negotiated rate agreements with key entertainment organizations.
• Develop creative strategies to increase market share within the competitive West Hollywood and Los Angeles hospitality markets.
• Partner closely with Revenue Management to optimize pricing, inventory, and production opportunities.

Group Sales Leadership

• Drive group business opportunities
• Lead contract negotiations and ensure profitable deal structures.
• Coordinate closely with Catering, Events, and Operations teams to ensure flawless execution.
• Maintain visibility throughout the sales cycle from prospecting through post-event evaluation.

Transient Sales Leadership

• Develop and manage preferred transient agreements
• Increase year-round transient room night production.
• Manage key account relationships and production performance.
• Identify opportunities surrounding production schedules, award season, premieres, and major entertainment events.

Relationship Management

• Establish and maintain executive-level relationships throughout the entertainment industry.
• Conduct regular client visits, site inspections, sales presentations, and networking engagements.
• Become recognized as a trusted hospitality partner within the entertainment community.
• Ensure high guest satisfaction and long-term client retention.
• Proactively address client issues and protect account relationships.

Market Visibility and Industry Engagement

• Attend industry events, networking functions, industry conferences, premieres, and association meetings.
• Promote the hotel's brand within entertainment circles.
• Partner with marketing on entertainment-focused campaigns and promotional initiatives.
• Leverage personal industry relationships to create new business opportunities.

Forecasting and Business Analysis

• Prepare monthly, quarterly, and annual revenue forecasts.
• Analyze account performance, booking pace, market conditions, and competitive trends.
• Deliver detailed production reports and strategic recommendations to senior leadership.
• Maintain accurate sales activities, pipelines, and account information within CRM systems.

Qualifications and Skills

Education and Experience

• Minimum 5-7 years of progressive hotel sales experience.
• Minimum 3 years selling directly into the entertainment industry.
• Demonstrated success managing both group and transient revenue streams.
• Proven ability to achieve aggressive revenue targets.
• Strong negotiation, presentation, and relationship management skills.
• Experience working within luxury, lifestyle, or upscale hotel environments.
• Proficiency with hotel sales platforms, CRM systems, and revenue analysis tools.
• Existing network of entertainment industry contacts.
• Experience selling within the West Hollywood, Beverly Hills, Hollywood, or greater Los Angeles markets.
• Experience working with luxury lifestyle brands.
• Knowledge of production travel logistics and entertainment contracting practices.
• Experience developing strategic partnerships with major studios, agencies, and media companies.

Benefits

HEI Hotels and Resorts is committed to providing a comprehensive benefit program that offers you choices for your physical, mental and financial wellness, creating value in your most important investment - you!

For your physical and mental wellness we offer competitive Medical and Dental programs through Anthem Blue Cross Blue Shield as well as Vision insurance programs through EyeMed. Our Vacation, Sick and Holiday programs are available for you to rejuvenate with time off. HEI also provides pet insurance through the ASPCA. For your financial wellness, HEI provides a wide array of coverage, including Supplemental, Spousal and Child Life insurance as well as Short and Long-Term Disability plans. Our 401(k) Savings Plan with matching funds, and discounts through our 'YouDecide' and Hotel Room Discount programs provide additional incentives for choosing HEI as the employer of your future. Specific details and eligibility of these programs vary by location and employment status.