Job Description

In addition to overseeing the Sales team and broader sales strategy, the Director of Sales will personally lead the hotel's Business Travel segment and a designated segment of Group business, building relationships with key accounts, developing new business opportunities, and driving production within these markets.

The ideal candidate is a strategic, relationship-driven sales leader with a strong understanding of luxury hospitality, a proven ability to develop high-performing teams, and a demonstrated track record of generating business across corporate, group, business and leisure markets. This individual should be equally comfortable setting long-term strategy, coaching and developing team members, cultivating high-value client relationships, and actively pursuing new business.

Responsibilities

ESSENTIAL FUNCTIONS
• Lead, direct, and oversee the hotel's Sales team, establishing clear objectives, priorities, account strategies, and performance expectations.
• Develop and execute a comprehensive sales strategy aligned with the hotel's overall business plan, positioning, revenue objectives, and market opportunities.
• Establish annual and quarterly sales goals by market segment and ensure the team is focused on achieving or exceeding targets.
• Develop strategies to increase market share, optimize business mix, strengthen account production, and drive profitable revenue.
• Analyze market trends, competitive activity, account production, booking patterns, and business performance to identify opportunities and proactively adjust sales strategies.
• Partner closely with the Commercial Director and Revenue Management Team to align sales strategy with overall hotel objectives.
• Collaborate with Revenue Management to ensure sales efforts support optimal rate strategy, occupancy, profitability, and need-period objectives.
• Establish and maintain effective account management strategies for key corporate, group, agency, and other high-value accounts.
• Identify opportunities to diversify demand across business travel, group, leisure, catering and other priority market segments.
• Develop and manage a strategic sales action plan, including account penetration, prospecting, solicitation, client entertainment, sales calls, trade events, and industry networking.
• Ensure the Sales team effectively utilizes the hotel's CRM and sales systems to track activity, pipeline, account production, and business opportunities.
• Monitor and evaluate individual and team performance, providing regular coaching, feedback, and accountability.
• Recruit, train, mentor, and develop Sales team members to build a high-performing, collaborative, and results-oriented culture.
• Lead regular sales meetings, strategy sessions, account reviews, and performance discussions.

GROUP BUSINESS
• Maintain direct sales responsibility for a designated group market segment, to be determined based on hotel business needs and market opportunity.
• Develop and execute a targeted strategy to generate new group business and maximize production within the assigned segment.
• Prospect, solicit, negotiate, and close group business in accordance with hotel strategy and established financial objectives.
• Build and maintain relationships with meeting planners, intermediaries, corporate clients, agencies, and other group decision-makers.
• Conduct site inspections, client presentations, sales appointments, entertainment, and other relationship-building activities.

BUSINESS DEVELOPMENT
• Develop and maintain a robust pipeline of prospective business across assigned markets.
• Identify new revenue opportunities through market research, competitive analysis, industry relationships, and prospecting.
• Establish and maintain strong relationships with key clients, industry partners, travel professionals, meeting planners, and other business influencers.
• Develop strategic account plans for key accounts and ensure appropriate follow-up and engagement.
• Represent the hotel at trade shows, sales missions, conferences, industry events, and other business-development opportunities.
• Leverage relationships with the luxury travel, corporate, entertainment, technology, professional services, and other relevant business communities to generate demand.
• Work collaboratively with Marketing to identify opportunities for partnerships, client engagement, brand exposure, and market development.

PERFORMANCE
• Monitor sales production, market performance, account activity, and pipeline against established goals.
• Prepare and present sales forecasts, performance reports, account updates, and strategic recommendations to hotel leadership.
• Use data and market intelligence to make informed decisions regarding account priorities, sales resources, and business opportunities.
• Partner with Revenue Management to evaluate group and corporate opportunities based on rate, demand, displacement, profitability, and overall account value.
• Identify and actively pursue need-period opportunities while protecting the hotel's long-term rate and brand positioning.
• Ensure accurate forecasting and timely communication of business trends and potential risks or opportunities.
• Hold the Sales team accountable for achieving established revenue and production objectives.

Qualifications

QUALIFICATION STANDARDS
• 8+ years of hotel sales experience, with demonstrated success in luxury or upper-upscale hospitality.
• Proven leadership experience managing, coaching, and developing a sales team.
• Demonstrated track record of achieving or exceeding sales and revenue goals.
• Strong knowledge of the business travel, corporate, and group markets, with established industry relationships preferred.
• Experience managing key corporate accounts and negotiating corporate agreements.
• Experience generating and closing group business; specific group segment experience to align with the hotel's business needs.
• Strong understanding of hotel revenue management principles, including rate strategy, displacement, profitability, and optimal business mix.
• Demonstrated ability to develop and execute strategic sales plans and translate market opportunities into measurable business results.
• Strong financial and analytical skills, with the ability to interpret production reports, forecasts, market data, and performance metrics.
• Exceptional relationship-building, negotiation, presentation, and communication skills.
• Highly motivated, proactive, and results-oriented with a strong business-development mindset.
• Ability to effectively coach, influence, and hold team members accountable while fostering a collaborative and positive culture.
• Strong organizational and time-management skills with the ability to manage multiple priorities.
• Professional, polished, and service-oriented demeanor appropriate for a luxury hospitality environment.
• Proficiency with Microsoft Office Suite and hotel sales/CRM systems.
• Willingness and ability to travel for sales missions, trade shows, client visits, and industry events.
• Flexibility to work occasional evenings, weekends, and holidays as business needs require.