Director of Sales

Job Description

Job Description

N A R A H O T E L S

Director of Sales

Multi-Property Portfolio | El Segundo, CA (travel across Southern California) | Full-Time, Exempt

ABOUT NARA HOTELS

Nara Hotels is a family-owned hotel investment and management company based in Southern California. Our

portfolio spans branded select-service and extended-stay hotels across the Los Angeles and Anaheim resort

markets, operating under Hyatt, Hilton, and IHG flags, with continued growth underway through acquisition. We

pair an owner-operator’s attention to detail with institutional discipline: a lean corporate structure, direct access

to decision-makers, and accountability for real results.

THE ROLE

The Director of Sales owns the end-to-end sales lifecycle across the portfolio — from market analysis and

prospecting through negotiation, contracting, execution, and account growth. This is a centralized, portfolio-level

seat rather than a single-property role: you will set the sales strategy for each hotel, carry a personal book of

business in key segments, and build the pipeline discipline, reporting cadence, and sales culture that make

revenue performance repeatable as the portfolio grows.

WHAT YOU’LL OWN

Sales Strategy & Planning

• Build the annual sales plan for each property: segment mix targets, key account strategy, deployment, and

action calendars, developed in partnership with revenue management.

• Maintain deep knowledge of each hotel’s comp set and demand drivers; recommend pricing, product, and

service adjustments to stay competitive.

End-to-End Sales Execution

• Prospect, qualify, and convert new business across negotiated corporate (LNR), group, extended-stay, and

business travel segments.

• Own annual RFP season end to end for all properties, from solicitation through rate loading and audit.

• Lead site tours, proposals, negotiations, and contracting; manage group business from lead through pickup,

cutoff, and post-event follow-up.

Account Management & Growth

• Serve as senior relationship owner for the portfolio’s key accounts; run regular production reviews and re-

solicitation cycles.

• Grow share from existing accounts through cross-property selling across the portfolio.

Pipeline, Systems & Reporting

• Enforce pipeline and CRM discipline across brand sales platforms; ensure accurate traces, notes, and account

records.

• Produce weekly portfolio sales reporting: pipeline status, group pace and pickup, negotiated account

production, and outreach activity.

Leadership & Collaboration

• Build sales culture at the property level; coach General Managers, AGMs, and front office teams on lead

capture and conversion.

• Partner with marketing on demand generation and with revenue management on mix, pricing, and

displacement decisions.

Budget & Forecast

• Develop top-line budgets with ownership; contribute to monthly forecasts and explain variances against plan.

WHAT YOU BRING

• 5+ years of progressive hotel sales experience, including multi-property, cluster, or area responsibility.

• A record of measurable production in negotiated corporate, group, and extended-stay segments at branded

select-service or extended-stay hotels.

• Working fluency in major brand sales systems (Hyatt, Hilton, IHG, and/or Marriott platforms) and strong Excel

and reporting skills.

• A hunter’s bias for outbound activity, paired with the organization to manage a portfolio-wide pipeline

without letting anything fall through.

• Based in Southern California with regular travel across the portfolio; valid driver’s license required.

HOW YOU OPERATE

• Self-directed — builds structure where none exists and doesn’t wait to be told what to do.

• Detail-oriented with excellent follow-up and communication.

• Low-ego and collaborative; earns trust through reliability.

• Calm and decisive in a fast-moving, high-accountability environment.