Regional Director of Group SalesJob Summary: The Regional Director of Group Sales is a hands-on sales leader responsible for driving group revenue across a portfolio of hotels while providing leadership and direction to the regional group sales team. The portfolio includes a 236-room Four Diamond conference hotel with 25,000 square feet of meeting space, a 26-room Five Diamond luxury boutique hotel with a full-service spa, a 99-room Lifestyle hotel, a chef-driven food hall and Michelin Recommended restaurant.
Duties & Responsibilities:Group Sales- Provide day-to-day leadership, direction, coaching, and accountability for the regional team of Group Sales Managers.
- Establish clear individual and team sales goals, performance expectations, and measurable objectives aligned with each property's business plan.
- Conduct regular individual sales meetings, pipeline reviews, and performance evaluations to monitor progress and identifyopportunities for improvement.
- Coach team members on prospecting, relationship development, effective sales presentations, negotiation, and closing techniques.
- Monitor sales productivity, lead response times, conversion ratios, prospecting activity, and booking performance to ensure consistent execution.
- Support the effective distribution of leads and market assignments to balance workloads, maximize productivity, and ensure appropriate account
- Foster a collaborative, results-driven sales culture built on accountability, professional development, and shared success.
- Participate in recruitment, onboarding, training, and performance management of Group Sales Managers.
Account Management & Business Development- Maintain direct responsibility for an assigned vertical market, including prospecting, account management, lead generation, negotiations, and booking production.
- Develop and execute an annual sales action plan for the assigned market, identifying key accounts, growth opportunities, and revenue targets.
- Build and maintain strong relationships with existing clients while proactively developing new accounts and business opportunities.
- Conduct client appointments, presentations, site inspections, sales calls, and other business development activities.
- Manage the complete sales cycle from initial prospecting and inquiry through contract execution and transition to the servicing team.
- Identify opportunities to expand existing client relationships across multiple properties through strategic cross-selling and total account management.
- Maintain an active prospect pipeline and ensure timely follow-up on all business opportunities.
- Achieve or exceed individual production goals while maintaining responsibility for overall group sales team performance.
Cross-Property Collaboration & Client Experience- Promote a regional sales approach that positions each hotel according to its unique identity, capabilities, and target markets.
- Work collaboratively with Catering, Conference Services, Reservations, Marketing, Revenue Management, and hotel Operations to ensure seamless execution of group business.
- Facilitate appropriate lead referrals and cross-selling opportunities among the hotels.
- Ensure effective communication and transition of confirmed business to the appropriate servicing
- Maintain a high standard of professionalism, responsiveness, and service excellence throughout the sales process.
- Represent the hotels and Ithaka Hospitality Partners at relevant industry events, trade shows, client functions, and community organizations.
Financial Management, Forecasting & Reporting- Develop annual group sales revenue budgets and monthly forecasting projections.
- Monitor booking pace, production trends, market segmentation, and need periods.
- Analyze sales performance metrics to identify opportunities and risks.
- Prepare weekly, monthly, and quarterly sales reports for on-property, regional and executive level leadership.
- Partner with Revenue Management to maximize profitability through strategic group pricing, business mix and pattern optimization.
- Manage sales expenses and travel budgets responsibly.
Luxury & Brand Experience Oversight- Ensure the luxury positioning and service standards of the boutique hotel, spa, and restaurant are reflected throughout the sales process.
- Align client expectations with operational capabilities to ensure exceptional guest experiences.
- Maintain strong understanding of luxury travel trends and high-end group expectations.
- Collaborate with operational leaders to ensure seamless turnover and execution of booked business.
Required Skills & Abilities: Strategic Sales Expertise- Strong group sales and negotiation skills
- Experience selling conference hotels and luxury hospitality experiences
- Market segmentation and business development expertise
- Ability to drive market share growth and account penetration
Relationship Management- Exceptional networking and relationship-building capabilities
- Strong presentation and communication skills
- High-level client management and executive presence
- Ability to manage complex and high-value accounts
Financial & Commercial Acumen- Forecasting and budgeting expertise
- Understanding of hotel revenue management principles
- Ability to analyze displacement and profitability
- Strong business planning capabilities
Leadership & Team Development- Proven ability to motivate and develop sales talent
- Strong coaching and accountability skills
- Collaborative leadership style
- Results-oriented management approach
Luxury Hospitality Understanding- Understanding of luxury guest expectations and service standards
- Ability to position premium experiences and amenities effectively
- Knowledge of corporate, association, and university markets
Technical & Systems Knowledge- Delphi or comparable Sales & Catering platform proficiency
- CRM systems experience
- Microsoft Office Suite proficiency
- Sales reporting and analytics tools
Key Performance Metrics (KPIs)Revenue & Sales Metrics- Group Room Revenue
- Group Room Nights Produced
- Average Daily Rate (ADR)
- Total Group Revenue
- Market Share Penetration
- Year-over-Year Revenue Growth
- New Account Production
- Top Account Retention & Growth
- Group Pace vs. Budget and Forecast
- Revenue Mix Optimization
Productivity Metrics- Lead Response Time
- Conversion Ratio (RFP to Definite)
- Prospecting Activity Levels
- Sales Call Activity
- Site Inspection Conversion
- Account Production by Segment
- Pipeline Growth & Accuracy
Profitability Metrics- Revenue per Available Room (RevPAR) Contribution
- Average Group Profitability
- Displacement Analysis Performance
- Group ADR Index Performance
- Expense Management vs. Budget
Client Experience Metrics- Meeting Planner Satisfaction Scores
- Repeat Client Percentage
- Client Retention Rate
- Net Promoter Score (NPS)
- Guest Experience Scores Related to Group Business
Leadership Metrics- Team Goal Achievement
- Employee Engagement Scores
- Team Retention
- Performance Review Completion
- Training & Development Participation
- Sales Productivity per Team Member
Preferred Qualifications- Bachelor's degree in hospitality management, Business, Marketing, or related field preferred
- 7+ years of progressive hotel sales leadership experience
- Experience in conference hotels and luxury hospitality environments preferred
- Strong understanding of group revenue optimization and hotel operations
- Existing relationships within university, association, or regional corporate markets preferred
- CMP, CHSP, or similar hospitality certifications preferred
Success ProfileThe successful candidate will be:
- A strategic and proactive sales leader
- Highly relationship-oriented and visible in the market
- Skilled at balancing aggressive sales goals with long-term client partnerships
- Financially disciplined and data-driven
- Comfortable operating in both conference and luxury hospitality environments
- A collaborative leader who drives accountability and performance
- Passionate about delivering exceptional guest and client experiences while maximizing revenue opportunities
Physical Requirements: - Prolonged periods sitting at a desk and working on a computer.
- Driving / Flying / Travel / Commuting between properties
- Ability to move in and around the hotels freely
- Must be able to lift up to 15 pounds at times.
