Director of Group Sales

The Westin Cocoa Beach Resort & Spa | Cocoa Beach, Florida

Director of Group Sales

The Westin Cocoa Beach Resort & Spa, part of the globally recognized Westin® brand within Marriott International, is seeking a dynamic and results-driven Director of Group Sales to lead group revenue growth for one of Florida’s premier oceanfront destinations.

Located along Florida’s beautiful Space Coast, The Westin Cocoa Beach Resort & Spa® offers an inspiring oceanfront setting just minutes from Port Canaveral, Kennedy Space Center, and major aerospace and technology companies. This role is responsible for identifying, securing, and managing negotiated corporate accounts while maximizing room night production and revenue contribution.

This is an exciting opportunity for a proven group sales leader and strong individual producer who thrives in a fast-paced, high-performance environment. The ideal candidate is both a strategic thinker and an active seller, capable of driving new business while leading and motivating a high-performing group sales team.

Position: Director of Group Sales Reports To: Director of Sales & Marketing Location: Cocoa Beach, Florida Employment Type: Full-Time Sales Role

Key Responsibilities

• Drive group revenue by actively soliciting, negotiating, and closing new group business.
• Lead and manage the group sales team, setting clear goals and ensuring strong sales performance.
• Identify high-value group segments including corporate meetings, associations, incentive groups, and large SMERF opportunities.
• Drive large group acquisition and focus on securing programs with significant room night production and multi-year potential.
• Develop and execute strategic prospecting plans targeting corporate, association, SMERF, and third-party planner segments.
• Personally solicit and close large group opportunities requiring executive-level negotiation and strategic partnership.
• Conduct high-level client presentations, contract negotiations, and final closing discussions.
• Serve as the senior sales contact for key accounts and top-tier meeting planners.
• Build and maintain strong relationships with meeting planners, national accounts, and key industry partners.
• Partner with Revenue Management and the Director of Sales & Marketing to optimize group mix, pricing strategies, and demand generation.
• Conduct site inspections, sales calls, and client presentations that convert opportunities into confirmed business.
• Represent The Westin Cocoa Beach Resort & Spa® at industry trade shows, networking events, and client meetings.
• Ensure strong pipeline management and accurate reporting using Marriott-approved sales systems and tools.
• Collaborate with operations and events teams to deliver exceptional experiences that drive repeat group business and long-term partnerships.

Qualifications

• Minimum 5–7 years of group sales leadership experience within a full-service hotel or resort environment.
• Experience working within Marriott International Brand.
• Demonstrated success selling large group programs (100–500+ peak room nights).
• Experience managing complex group negotiations and large event contracts.
• Proven ability to secure high-revenue corporate, association, and incentive group business.
• Florida hotel market experience strongly preferred.
• Proven success in leading sales teams while maintaining an active selling role.
• Strong knowledge of group sales strategy, negotiation, and revenue optimization.
• Experience with Marriott sales systems and brand standards preferred.
• Excellent leadership, communication, and relationship-building skills.

PHYSICAL DEMANDS