Director of Group Sales

Position Director of Group Sales Overview The Director of Group Sales is responsible for leading and driving top line group and banquet revenue through defined strategies and tactics with focus on budget achievement. He/she is also responsible for prospecting and closing on assigned accounts/territory to positively impact hotel revenues. This position will report to the Director of Sales & Marketing, carry a group sales booking quota and direct the group sales team toward achieving group booking targets and goals. The role maximizes sales opportunities with existing accounts and handles prospecting new group opportunities, attending industry tradeshows, and collaborating with catering sales to boost banquet and local catering revenue. The Director also attends weekly strategy meetings, interfaces daily with the Director of Revenue, and guides the group sales deployment, lead management, and production tracking. Responsibilities Meet or exceed set top line group and banquet budget and crossover goals. Identify and research potential accounts/clients, prospect for new business opportunities, generate leads, and set up meetings/presentations with clients to keep the pipeline consistently full of opportunities. Monitor production and lead volume of all top accounts, evaluate group/catering trends, and recommend strategic changes to positively impact top line revenue. Regularly contact existing accounts based on the tracing frequencies of the Account Coverage Program. Initiate and follow up on leads, ensuring response times meet Highgate SOPs across group team members. Maintain and participate in an active sales solicitation program, exceeding assigned goals. Invite clients to the hotel for entertainment, lunches, tours, and site inspections. Develop a working knowledge of the hotel operations including Food and Beverage, Guest Services, and Reservations. Understand company sales policies and SOPs and ensure compliance by the sales team. Assist in creating and implementing special promotions for direct sales segments. Operate within the established sales expense budget. Attend all required meetings and trainings. Prepare reports in a timely manner. Apply techniques to maximize occupancy and ADR. Conduct professional site inspections of the hotel with clients. Meet and greet onsite contacts. Abide by Prime Selling Time (PST). Use the property’s computerized sales management system for reporting and account management. Develop networking opportunities through community and professional association participation. Lead business review (GRC) meetings. Review event evaluations with the Director of Event Planning and Director of Sales & Marketing to ensure revenue maximization and follow‑up of issues. Qualifications At least 2‑3 years of luxury/luxury‑lifestyle hotel sales leadership experience; 5+ years of effective group selling experience. Skilled in Windows, Excel, Delphi, and Opera systems. Effective verbal and written communication skills with all levels of employees and guests. Strong listening, problem‑solving, and prioritization skills. Professional appearance and grooming standards. Compliance with Highgate Hotel Standards and regulations. Ability to maximize productivity and identify problem areas. Confidentiality of information. Travel and extended work hours may be required. Light work: up to 20 pounds of force occasionally, 10 pounds frequently. Valid driver’s license in the applicable state. Other duties as requested by management. Salary: $140,000-$180,000 plus competitive bonus and benefit package #J-18808-Ljbffr Highgate