Job DescriptionThe 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.
ResponsibilitiesESSENTIAL FUNCTIONSSales Leadership & Strategy- 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.
- Foster strong communication and collaboration between Sales, Catering, Revenue Management, Marketing, Reservations, Front Office, and hotel operations.
Business Travel- Serve as the hotel's primary seller for the Business Travel segment, developing and maintaining relationships with key corporate accounts, travel managers, business travel agencies, and other relevant partners.
- Develop and execute a strategic plan to grow corporate transient production and strengthen the hotel's position within the luxury business travel market.
- Identify, solicit, and secure new corporate accounts and opportunities within priority industries and feeder markets.
- Maintain active relationships with top-producing accounts through regular sales calls, client meetings, site visits, entertainment, networking, and account reviews.
- Develop account-specific strategies to increase room nights, rate, share of wallet, and overall account value.
- Monitor corporate account production and identify opportunities for increased penetration and retention.
- Partner with Revenue Management on negotiated rate strategies, account pricing, and annual corporate negotiations.
- Ensure corporate clients receive a consistent, personalized, and elevated luxury experience throughout the sales and guest journey.
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.
- Collaborate with Catering, Conference Services, Revenue Management, and Operations to ensure successful conversion and execution of group business.
- Monitor group pace, pipeline, conversion, and production within the assigned segment and proactively address opportunities or challenges.
- Ensure group business is strategically evaluated based on profitability, displacement, total account value, and alignment with hotel objectives.
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.
QualificationsQUALIFICATION STANDARDSExperience & Relevant Skills- 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.
