Group Sales Director

Job Description

The Group Sales Director leads group sales strategy, business development, and team performance for Westgate River Ranch Resort & Rodeo. This role is accountable for achieving room night, event, food and beverage, and total group revenue goals by developing corporate, association, government, incentive, SMERF, wedding, and experiential group markets. The Director manages key accounts, pipeline activity, forecasting, contract negotiations, and market strategy while partnering with Revenue Management, Resort Operations, Food & Beverage, Activities, and Event Services to deliver distinctive programs that showcase the resort's Western hospitality, outdoor recreation, glamping accommodations, rodeo experiences, and event venues.

What You'll Do:

Sales Strategy and Revenue Performance

• Develop and execute annual and quarterly group sales strategies aligned with resort revenue, room night production, occupancy, ADR, RevPAR, and profitability objectives.
• Identify, prospect, negotiate, and close new group business opportunities across corporate meetings, incentive travel programs, association conferences, government groups, destination weddings, sports teams, reunions, social groups, and special events.
• Drive group sales production, conversion rates, pipeline development, lead generation, booking pace, and revenue forecasting accuracy.
• Collaborate with Revenue Management and Resort Leadership regarding group pricing strategies, inventory management, need dates, concessions, displacement analysis, and yield management initiatives.
• Analyze hospitality market trends, competitor activity, booking patterns, demand forecasts, and account performance to identify revenue growth opportunities.
• Implement targeted business development plans, account growth strategies, and sales campaigns designed to increase new business acquisition, repeat bookings, and total resort spend.

Business Development and Client Relationships

• Develop and maintain relationships with meeting planners, event organizers, corporate decision-makers, third-party planners, destination marketing organizations, convention and visitors bureaus, travel partners, and industry associations.
• Manage strategic accounts through account planning, contract renewals, client retention programs, revenue reviews, and long-term partnership development.
• Respond promptly to hotel and resort RFPs from national sales organizations, corporate clients, association planners, destination partners, referrals, and digital lead channels.
• Conduct site tours, resort presentations, familiarization trips, planning visits, and client events that effectively showcase resort amenities, meeting space, guest accommodations, and event capabilities.
• Represent the resort at trade shows, hospitality conferences, networking events, industry associations, and sales missions.
• Build collaborative relationships with local hotels, resorts, lodging providers, and destination partners to support overflow opportunities and destination-wide events.

Contracting and Program Partnership

• Negotiate complex group sales contracts, pricing agreements, concessions, deposits, cancellation terms, payment schedules, and attrition clauses within established company guidelines.
• Maintain accurate documentation of contracts, proposals, correspondence, CRM records, forecasts, client communications, and sales activity.
• Collaborate with Operations, Food & Beverage, Event Services, Activities, and other departments to ensure successful execution of contracted group programs.
• Participate in pre-event, operational, and post-event meetings to ensure seamless communication and event delivery.
• Support client satisfaction initiatives, service recovery efforts, retention programs, and post-event evaluations.
• Maintain expertise regarding guest accommodations, meeting venues, banquet services, catering menus, audiovisual offerings, recreation programs, transportation requirements, and event logistics.

Team Leadership and Sales Operations

• Lead, mentor, coach, and develop Group Sales Team Members through performance management, professional development, sales training, and ongoing coaching.
• Establish individual sales goals, production standards, activity expectations, and accountability measures aligned with departmental objectives.
• Support recruitment, interviewing, onboarding, engagement, succession planning, and retention efforts for sales team members.
• Maintain accurate pipeline management, forecasting, account tracking, event calendars, CRM reporting, and opportunity management systems.
• Facilitate sales meetings, revenue strategy discussions, cross-functional planning sessions, and leadership initiatives.
• Implement group sales best practices, standard operating procedures, and process improvements designed to increase productivity, conversion rates, customer satisfaction, and profitability.

Perform other duties as assigned.

Qualifications

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skills, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

What You'll Bring:

Experience

• 8-10 years of progressive hotel sales, resort sales, hospitality sales, destination marketing, convention sales, meetings and events sales, or group business development experience.
• Minimum 5 years of direct experience in hotel group sales, resort group sales, conference sales, meeting planning sales, or event sales.
• Minimum 3 years of leadership experience managing, coaching, developing, and mentoring hospitality sales teams.
• Proven success achieving annual revenue goals, room night production targets, occupancy objectives, and group sales performance metrics.
• Experience in strategic account management, sales forecasting, pipeline management, business development, contract negotiations, and revenue optimization.
• Experience selling corporate retreats, conferences, incentive travel programs, association meetings, destination weddings, sports groups, conventions, and special events preferred.
• Luxury resort, destination resort, convention hotel, or full-service hospitality experience strongly preferred.

Education & Certifications

• Bachelor's degree in Hospitality Management, Business Administration, Marketing, Sales Management, Tourism, Event Management, or related field preferred.
• Certified Meeting Professional (CMP), Certified Hospitality Sales Professional (CHSP), Certified Destination Management Executive (CDME), or similar hospitality industry certification preferred.
• Valid driver's license required.

Skills/Knowledge

• Strategic sales planning, hospitality business development, lead generation, prospecting, territory management, and account management expertise.
• Strong understanding of hotel sales, resort operations, group business, convention services, meetings management, event logistics, and guest experience standards.
• Advanced revenue forecasting, pricing strategy, budgeting, financial analysis, pipeline management, and performance reporting skills.
• Expertise in contract negotiation, proposal development, presentation delivery, relationship management, and client retention.
• Proficiency with Microsoft 365, CRM platforms, hotel sales systems, electronic RFP platforms, property management systems, and hospitality technology solutions.
• Experience using iVvy, Opera PMS, Delphi, Salesforce, Cvent, MeetingBroker, or comparable hospitality sales platforms preferred.
• Strong organizational, analytical, problem-solving, communication, and leadership skills.
• Ability to manage multiple priorities, meet deadlines, influence stakeholders, and drive cross-functional collaboration.
• Demonstrated commitment to customer service excellence, team development, and business performance.

Additional Information

Travel Requirements:

• This role requires up to 40% travel may be required for client meetings, trade shows, industry events, sales missions, site inspections, and business needs.

Why Westgate?

• Comprehensive Health Benefits - Medical, Dental, and Vision Coverage
• Paid Time Off - Vacation, Sick, and Personal Time to Recharge
• Paid Holidays
• 401(k) with Generous Company Match to Support Your Future
• Daily Pay - Access Your Earnings When You Need Them
• Family-Focused Benefits - Pregnancy, Parental Leave, and Adoption Assistance
• Wellness Programs to Support Your Well-Being
• Flexible Spending Accounts (FSA)
• Tuition Assistance to Help You Grow Your Career
• Military Leave
• Employee Assistance Program (EAP) - Support When You Need It Most
• Life, Disability, Accident, Critical Illness, and Hospital Insurance
• Pet Insurance for Your Furry Family Members
• Loyalty Program - Exclusive Discounts on Hotels, Cruises, Resorts, Restaurants, Entertainment, and More
• Low-Cost Gym Membership
• David A. Siegel Legacy Scholarship - One scholarship of up to $40,000 is awarded each year to one eligible dependent of a current Team Member.
• Career Growth and Advancement Opportunities
• Community Involvement - Give Back and Make an Impact