Area Director of Sales

AREA DIRECTOR OF SALES Company: Matrix Hotels Department: Sales Status: Full-Time Job Type: Exempt Reports To: Property General Managers Location: Hilton Garden Inn & Hampton Inn UAlbany Area POSITION PURPOSE The Area Director of Sales is responsible for leading the sales and commercial strategy for a two-property hotel portfolio, with accountability for driving revenue growth, market share, profitability, and overall sales performance. This position provides strategic and hands-on leadership to the sales teams across both properties while ensuring each hotel maintains a distinct and effective market position. The Area Director of Sales develops coordinated strategies that maximize the combined performance of the portfolio, including the strategic placement of business between properties based on demand, rate potential, inventory, customer needs, and overall portfolio objectives. The position partners closely with General Managers, Revenue Management, Marketing, Operations, and Finance to develop and execute sales strategies, strengthen key accounts, maximize group and transient business, optimize market opportunities, and build long-term customer and community relationships. Conduct regular outside sales calls, client meetings, property tours, networking events, trade shows, and community functions. The Area Director of Sales is expected to be both a strategic leader and an active business developer, personally engaging in high-value accounts, market development, negotiations, and customer relationships while leading and developing the sales teams. Portfolio Sales Leadership Develop and execute an annual sales strategy for the two-property portfolio based on market conditions, competitive positioning, historical performance, demand patterns, and revenue objectives. Establish property-specific sales goals and strategies while identifying opportunities to leverage the combined strength of both hotels. Provide leadership, direction, and accountability for sales performance across both properties. Conduct regular property visits, sales audits, pipeline reviews, and performance assessments. Lead regular sales meetings to review pipeline activity, production, market trends, need periods, and revenue-generating initiatives. Ensure consistent execution of company sales standards, processes, CRM requirements, and performance expectations. Maintain a visible presence within both properties and the local and regional business community. Commercial & Revenue Strategy Partner with General Managers and Revenue Management to align sales strategies with pricing, forecasting, inventory, and overall revenue objectives. Monitor occupancy, ADR, RevPAR, pace, forecast, STR performance, market share, and competitive positioning for both properties. Identify opportunities to maximize total portfolio revenue through strategic placement of business between properties. Evaluate business opportunities based on rate, volume, profitability, displacement, customer needs, and individual property objectives. Business Development & Key Accounts Lead the identification, development, and acquisition of new business across corporate, group, leisure, government, sports, social, and other relevant market segments. Develop and maintain relationships with key regional and national accounts, meeting planners, travel partners, community organizations, universities, government agencies, tourism organizations, and other strategic partners. Personally solicit and cultivate high-value accounts and opportunities that materially impact portfolio performance. Determine the most appropriate property for new business based on customer needs, hotel positioning, availability, rate strategy, and portfolio objectives. Lead major proposals, presentations, negotiations, and contracts for high-value opportunities. Group Sales & Market Development Develop and execute a coordinated group sales strategy across both properties. Monitor group pace, tentative business, conversion, cancellations, and future demand. Strategically place group business based on meeting #J-18808-Ljbffr