Area Director of Sales

AREA DIRECTOR OF SALES – HILTON HOTELS (CHARLOTTESVILLE, VA) Position Summary The Area Director of Sales (ADOS) is responsible for leading top-line revenue strategy across a portfolio of Hilton-branded hotels in the Charlottesville market. This role drives RevPAR index growth, market share capture, and segment optimization through direct sales leadership, revenue alignment, and proactive account development. This is a hands-on, high-accountability leadership role overseeing sales managers and working directly with ownership and operations to maximize total hotel profitability. Portfolio Scope 3 Hilton-branded hotels in Charlottesville, VA Mix of select service + extended stay Primary demand drivers: UVA, corporate, healthcare, government, and group segments Core Responsibilities 1. Revenue & Market Strategy Develop and execute annual and quarterly sales & revenue strategies aligned with property budgets Drive RevPAR index (RGI) growth vs comp set Partner with Revenue Management to optimize: Pricing strategy Channel mix Displacement decisions Own segment performance: Corporate, Group, BT, Extended Stay, SMERF 2. Direct Sales Leadership Personally manage and grow top 20–30 key accounts in the market Conduct weekly outside sales calls and site visits Build relationships with: University of Virginia UVA Medical Center Corporate accounts Government and association planners Lead RFP strategy and negotiations 3. Team Leadership & Accountability Direct oversight of on-property sales managers Set weekly activity goals: Sales calls Prospecting targets Account production Run structured weekly sales meetings and pipeline reviews Coach and develop team on: Closing strategies Rate integrity Account growth 4. Reporting & Ownership Communication Deliver clear, concise reporting to ownership: Segment performance vs budget & LY Pace and pickup analysis Account production reports Identify gaps and implement corrective action plans 5. Market Intelligence & Positioning Analyze comp set pricing and positioning Identify new demand generators and market shifts Ensure strong Hilton system utilization: OnQ / PEP Delphi / sales CRM tools Hilton RFP platforms Key Performance Metrics (KPIs) RevPAR Index (RGI) growth Total revenue vs budget & last year Group pace and conversion rates Account production growth Sales activity levelsMarket share penetration Qualifications 5+ years hotel sales experience (Hilton preferred) Multi-property or cluster sales experience strongly preferred Proven track record of: Growing market share Driving group and corporate business Strong understanding of: STR reports Revenue management principles Hilton sales systems Excellent communication and negotiation skills Highly organized and data-driven Compensation Structure Base Salary: $90,000 – $120,000 Bonus Target: to be determend #J-18808-Ljbffr