Director of Sales

About This Role

Directing sales and marketing efforts to drive top-line revenue for a distinguished hotel property is the core of this executive committee role. The Director sets the commercial direction, anticipates market shifts, and ensures revenue targets are met or exceeded, leading sales teams and developing marketing plans. This position suits a seasoned sales leader with a strong understanding of market dynamics and a collaborative approach to stakeholder partnerships.

Responsibilities

• Lead and drive top-line revenue for group, volume transient, and catering segments
• Hold the sales organization accountable to budget, forecast, and market share targets
• Develop sales goals and production targets tied directly to budget and market share objectives
• Manage group pace and position against targets
• Develop and execute segment strategies
• Manage key accounts, both existing and target, with a clear plan for growth in each
• Design effective sales deployment plans and market assignments that align talent and territory with the greatest opportunity
• Assess and respond to market trends, market share movement, and the competitive hotel environment with ongoing competitive analysis
• Read, interpret, and apply Smith Travel Research data, financial P&L, mix of business, forecasts, group pace and position, and a broad range of traditional hotel reporting
• Understand and clearly communicate the demand generators, supply and demand dynamics, and economic factors affecting hotel performance
• Develop and implement a marketing communications plan that achieves the desired positioning of the hotel
• Manage the sales and marketing budget, allocating spend to the initiatives that best support revenue goals
• Serve as the hotel’s voice of the customer, communicating key customer issues and concerns at every level of the organization
• Provide ownership groups and asset management with clear, credible updates on sales performance, pace, and market position
• Work in close partnership with Revenue Management to optimize business mix, pricing, and displacement decisions
• Direct, lead, train, and motivate the rooms and catering sales teams, building a culture that is both collaborative and competitive

Requirements

• Prior experience as a Director of Sales & Marketing preferred
• Minimum of three years as a sales leader, with prior luxury hotel sales experience
• Demonstrated experience communicating and working with ownership groups and asset management
• Proficiency with sales automation (DELPHI) and property management systems
• Proven record of working collaboratively with revenue management
• Well-rounded knowledge of all market segments and channel sources, and the ability to build a strategic plan for each