Director of Sales

• Develop and implement an annual sales and marketing plan aligned with the hotel’s business goals, budget, brand standards, and market position.
• Set revenue, production, and activity goals for the sales team and monitor performance against those goals.
• Identify opportunities to grow room revenue, food & beverage revenue, meetings and events, and other hotel services.
• Build and maintain business relationships with corporate accounts, travel managers, meeting planners, tour operators, government agencies, local organizations, and other key customers.
• Personally manage or support high-value accounts, major negotiations, and strategic sales opportunities.
• Develop account plans and sales strategies for key market segments and target accounts.
• Monitor booking pace, lead sources, conversion rates, booking windows, and account production; adjust sales efforts as needed.
• Ensure timely follow-up on leads and proposals, and oversee the sales process from initial inquiry through contract, handover, and post-event follow-up
• Establish competitive pricing and contract recommendations in partnership with the General Manager and Revenue Management.
• Conduct regular sales calls, site inspections, client entertainment, trade-show participation, and community outreach.
• Maintain an active sales pipeline and accurate forecast using the hotel’s sales-management system.
• Review lost business, declined proposals, and customer feedback to identify areas for improvement.

• Create and oversee marketing plans that build awareness, support demand, and generate qualified business.
• Ensure all marketing materials and customer communications are accurate, on brand, and consistent with hotel brand standards.
• Manage the hotel’s website content, photography, listings, and promotional information in coordination with brand or external partners.
• Oversee digital marketing activities, including paid campaigns, email marketing, social media, search visibility and online promotions, as applicable.
• Coordinate marketing campaigns with seasonal demand, local events, hotel packages, and business priorities.
• Work with the General Manager and relevant teams to develop offers that support occupancy, average daily rate, and total hotel revenue.
• Monitor online reputation and guest feedback, coordinating with Operations to address recurring concerns and strengthen the hotel’s market position.
• Support public relations, media inquiries, influencer or community partnerships, and local promotional opportunities.
• Track campaign performance and recommend improvements based on results and return on investment.
• Manage relationships with marketing agencies, designers, photographers, media partners, and other vendors as needed.

• Oversee the sales strategy for meetings, conferences, weddings, and social events, and group room blocks, where applicable.
• Ensure proposals, contracts, room blocks, and event details are accurate and completed within established timelines.
• Coordinate the transition of confirmed business to the events, front office, food and beverage, and operations teams.
• Participate in pre-event planning meetings and ley client meetings to ensure expectations are clearly understood.
• Review event and group performance, client satisfaction, and opportunities for repeat business.
• Help resolve client concerns and support service recovery when sales commitments or event expectations are not met.

• Recruit, lead, coach, and develop sales and marketing team members.
• Set clear expectations for productivity, customer service, responsiveness, and professional conduct.
• Conduct regular one-on-ones, sales meetings, performance reviews, and pipeline reviews.
• Provide training in prospecting, negotiation, presentations, account management, CRM use, and brand standards.
• Foster collaboration between Sales & Marketing and hotel departments, particularly Operations, Revenue Management, Reservations, and Finance.
• Promote a culture of accountability, teamwork, inclusion, and guest-focused service.
• Organize coverage and priorities to ensure the department responds promptly to client and internal requests.

• Prepare and manage the Sales & Marketing budget, including payroll, travel, advertising, trade shows, memberships, and vendor costs.
• Monitor expenses and ensure spending is within budget and produces measurable value.
• Prepare sales forecasts, activity reports, market updates, and performance summaries for hotel leadership.
• Analyze production by market segment, account, channel, and booking source.
• Maintain accurate account records, contracts, proposals, reports, and customer information in accordance with hotel procedures.
• Ensure compliance with hotel policies, brand standards, applicable laws, and data-privacy requirements.
• Participate in budget planning, business reviews, and hotel strategy meetings.

• Track local market conditions, competitor activity, rate positioning, new supply, demand generators, and economic or seasonal trends.
• Use available market data and feedback from clients and industry partners to identify sales opportunities.
• Recommend adjustments to account focus, sales coverage, marketing campaigns, and commercial strategy.
• Build relationships with local tourism organizations, business associations, convention and visitor bureaus, and community groups.

• Bachelor’s degree in business, hospitality, marketing, or related field preferred; equivalent relevant experience may be considered.
• Experience in mid-sized, full-service, select-service, boutique, or independent hotel with comparable customer and market mix preferred.
• Experience working with a hotel brand, franchise, management company, or ownership group preferred.
• Familiarity with revenue-management systems, digital advertising, reputation-management tools, and hotel distribution channels.
• Experience managing group, corporate, government, leisure, or meetings and events business relevant to the property.
• Local market knowledge and established relations with area businesses, event planners, or tourism organizations preferred.
• Demonstrated success in developing business and achieving revenue or sales targets.
• Experience with hotel sales systems, property-management systems, and common business software.
• Strong understanding of hotel market segments, sales processes, pricing principles, and hotel operations.
• Excellent written, verbal, presentation, negotiation, and relationship-building skills.
• Strong organizational skills and the ability to manage multiple priorities and deadlines.
• Ability to analyze performance data and translate findings into practical actions.

• Total hotel revenue by market segment.
• Room revenue, occupancy, average daily rate (ADR), and RevPar performance.
• Market share and competitive-set performance, where applicable
• Sales pipeline value, lead response time, conversion rate, and account production.
• Group and event revenue, booking pace, and cancellation performance
• New account acquisition and retention of existing accounts.
• Marketing campaign performance and return on investment
• Sales & Marketing budget performance.
• Client satisfaction, repeat business, and online reputation indicators.
• Team performance, development, and retention.

• Strategic and commercial thinking
• Customer and relationship focus
• Leadership and team development
• Negotiation and influence
• Communication and presentation
• Planning, organization, and follow-through
• Data interpretation and decision-making
• Cross-functional collaboration

EOE/M/F/Vet Disabilities