Director of Sales

Position SummaryA distinguished luxury hotel is seeking an accomplished and results-driven Director of Sales to lead strategic sales initiatives, drive revenue growth, and expand market share across key business segments.This leadership position requires an experienced hospitality sales professional with a proven background in luxury hotels, full-service properties, and sophisticated sales environments. The Director of Sales will be responsible for developing and executing comprehensive sales strategies, cultivating high-value client relationships, leading the sales team, and achieving established revenue and market performance goals.The ideal candidate is a highly motivated, proactive sales leader who combines strong business development capabilities with strategic account management, financial acumen, and an understanding of the elevated service expectations associated with luxury hospitality.Key ResponsibilitiesSales Strategy & Revenue GrowthDevelop and execute comprehensive sales strategies to achieve annual revenue, room-night, and market-share objectives.Drive revenue across group, corporate, leisure, consortia, and other assigned market segments.Establish annual sales goals, action plans, and production targets.Identify new business opportunities and develop strategies to penetrate emerging markets.Partner closely with Revenue Management to optimize pricing, business mix, and overall hotel profitability.Analyze market trends, competitive performance, demand patterns, and booking pace.Develop targeted strategies to increase market penetration and revenue during need periods.Monitor sales performance and implement corrective strategies when necessary.Proactive Business DevelopmentLead proactive sales initiatives to generate new accounts and incremental revenue.Identify and pursue high-value corporate, group, association, entertainment, and leisure accounts.Develop strategic relationships with key decision-makers, travel managers, meeting planners, and industry partners.Conduct regular sales calls, client presentations, site inspections, and networking activities.Establish partnerships with luxury travel advisors, consortia, destination management companies, and other relevant organizations.Maintain a strong pipeline of qualified business opportunities.Develop creative sales campaigns and initiatives to increase hotel visibility and market share.Represent the property at industry events, trade shows, sales missions, and client entertainment opportunities.Group & Transient Sales LeadershipOversee group and transient sales efforts, ensuring effective account management and revenue production.Develop strategies to attract corporate meetings, executive retreats, conferences, social groups, and other high-value business.Support negotiation of group contracts, room blocks, meeting space, and related revenue opportunities.Drive corporate negotiated business and strategic account production.Build relationships with travel management companies, luxury travel advisors, and corporate travel buyers.Evaluate group opportunities based on total revenue contribution, displacement, profitability, and strategic value.Collaborate with Catering and Events teams to maximize group-related food and beverage revenue.Ensure sales initiatives align with hotel positioning and guest experience expectations.Sales Team Leadership & DevelopmentLead, mentor, coach, and develop the hotel's sales team.Establish clear performance expectations, sales goals, and accountability measures.Conduct regular sales meetings, pipeline reviews, and individual coaching sessions.Develop a culture focused on proactive selling, relationship development, and measurable results.Support recruitment, onboarding, training, and performance management.Identify opportunities for professional development and succession planning.Encourage collaboration between Sales, Catering, Revenue Management, Marketing, and Operations.Ensure consistent execution of established sales processes and standards.Key Account ManagementDevelop and maintain relationships with the hotel's most valuable accounts.Serve as a senior-level contact for strategic corporate, group, leisure, and industry partners.Identify opportunities to grow account production and increase market share.Develop customized account strategies based on business potential, buying patterns, and client needs.Conduct regular business reviews with key accounts.Maintain strong relationships with local and national organizations that generate hotel business.Ensure exceptional responsiveness and personalized service throughout the sales process.Revenue Management & Financial PerformancePartner with Revenue Management and hotel leadership on pricing strategy, forecasting, and business mix.Participate in weekly revenue meetings and monthly business reviews.Monitor ADR, occupancy, RevPAR, room-night production, and overall sales performance.Analyze market segmentation, competitive positioning, and account profitability.Assist with annual budgeting, revenue forecasting, and business planning.Ensure accurate reporting of sales production, pipeline activity, and future business opportunities.Develop strategies to improve conversion and maximize total hotel revenue.Maintain accountability for departmental expenses and sales-related budgets.Luxury Guest Experience & Brand RepresentationRepresent the hotel with professionalism, sophistication, and exceptional hospitality.Ensure all client interactions reflect the property's luxury positioning and service philosophy.Partner with Operations and Guest Relations to ensure seamless execution of VIP and high-profile business.Develop relationships with influential travel partners and clients.Maintain strong knowledge of the hotel's accommodations, amenities, restaurants, meeting facilities, and unique selling points.Support personalized experiences that differentiate the hotel within its competitive market.Protect and enhance the hotel's reputation through exceptional client relationship management.Marketing & Strategic PartnershipsCollaborate with Marketing and Public Relations teams on sales campaigns, promotional initiatives, and market positioning.Identify strategic partnerships that generate incremental business and brand exposure.Support development of sales collateral, presentations, and client communications.Participate in initiatives targeting corporate, leisure, group, and specialty markets.Maintain awareness of competitor offerings, market developments, and evolving travel trends.Work with leadership to identify new revenue streams and business opportunities.Sales Administration & ReportingMaintain accurate sales forecasts, production reports, and pipeline documentation.Ensure effective use of CRM and sales management systems.Track individual and team performance against established goals.Monitor lead conversion, account production, and sales activity.Prepare regular reports and presentations for executive leadership.Maintain organized account records and sales documentation.Ensure compliance with hotel sales policies, contract procedures, and reporting standards.QualificationsRequired7+ years of progressive hotel sales experience, including significant experience within luxury or upscale full-service hotels.Minimum 3–5 years in a senior hotel sales leadership position, such as Director of Sales, Assistant Director of Sales, Senior Sales Manager, or comparable role.Proven success developing and executing hotel sales strategies that deliver measurable revenue growth.Strong experience in group sales, corporate accounts, and proactive business development.Demonstrated ability to lead, coach, and develop successful sales teams.Established relationships within relevant corporate, group, leisure, or hospitality markets.Strong understanding of hotel revenue management, market segmentation, ADR, RevPAR, and business mix.Experience negotiating significant group and corporate contracts.Strong financial acumen, forecasting, budgeting, and reporting capabilities.Exceptional communication, presentation, negotiation, and relationship-building skills.Highly organized, strategic, and results-oriented.Proficiency with hotel sales and CRM platforms.Flexibility to travel and participate in industry events as needed.Preferred QualificationsLuxury hotel experience strongly preferred, including Forbes Five-Star or AAA Five Diamond properties.Previous experience with internationally recognized luxury hotel brands or independent luxury properties.Strong local market knowledge and established client relationships.Experience with both group and transient sales strategies.Experience managing national accounts and high-value corporate relationships.Familiarity with luxury travel advisor networks and consortia.Experience with hotel openings, repositioning, or market-share growth initiatives.Knowledge of Delphi, Salesforce, Opera, CI/TY, or comparable hospitality sales platforms.Bachelor's degree in Hospitality Management, Business Administration, Marketing, or related discipline preferred.Ideal Candidate ProfileThe ideal candidate is a strategic and highly proactive hotel sales leader who understands how to drive revenue while maintaining the service standards and reputation of a distinguished luxury property.This individual should be equally comfortable developing new business, managing high-value accounts, leading a sales team, and collaborating with executive leadership on long-term revenue strategy.The successful candidate will be:A proven sales leader with a strong luxury hotel background.Highly proactive in business development and account acquisition.Skilled in group and corporate sales.Financially knowledgeable and revenue-focused.Experienced in leading and developing sales teams.Well connected within relevant hospitality and travel markets.Polished and professional in client-facing situations.Strategic in identifying revenue opportunities and growing market share.Collaborative with Revenue Management, Marketing, Catering, and Operations.Comfortable representing a premier hotel within a competitive marketplace.Focused on measurable results, accountability, and long-term client relationships.Measures of SuccessPerformance will be measured through:Achievement of annual room revenue and sales goalsGroup and corporate room-night productionNew account acquisitionGrowth of existing key accountsADR and RevPAR performanceMarket-share growthSales pipeline developmentLead conversionSales team productivityForecasting accuracyClient retention and satisfactionOverall contribution to hotel revenue and profitabilityCompensation & BenefitsCompetitive executive-level base salaryPerformance-based bonus opportunityComprehensive medical, dental, and vision benefits401(k) programPaid time off and holidaysHotel and travel privilegesProfessional development opportunitiesRelocation assistance, where applicableCareer advancement within a distinguished hospitality organizationThe OpportunityThis is an exceptional opportunity for an accomplished Director of Sales with a strong luxury hotel background to lead revenue-generating initiatives, develop high-value client relationships, and contribute to the continued growth and market positioning of a premier hospitality property.The successful candidate will play a critical role in expanding market share, strengthening the hotel's sales organization, and delivering measurable commercial results.