Director of Sales - Hospitality

Job Description

POSITION SUMMARY

The Director of Sales is responsible for leading the hotel’s sale strategy to maximize revenue, market share and profitability. This ole oversees the development and execution of strategic sales plans, manages key client relationships, and drives group, corporate and transient business across all market segments. The Director of Sales provides leadership to the sales team, ensuring alignment with brand standards and property goals while fostering a high-performance, result-driven culture. They collaborate closely with the General Manager, Revenue Manager and Director of Hotel Operations to identify opportunities, optimize pricing strategies and achieve budgeted targets.

ESSENTIAL FUNCTIONS AND RESPONSIBILITIES

Employee Supervision & Development

• Hire, train, manage, and motivate sales & Catering staff to generate enthusiasm, spirit, and loyalty while maintaining strong/clear communication.

• Conduct required performance reviews for direct reports and make recommendations for compensation adjustments in accordance with company policy.

• Ensure appropriate day-to-day decisions for the property that follow company standards are made and train and empower staff to do the same.

• Lead by example in all encounters with team members, guests, clients, vendors, and the general public.

Operations Management & Property Oversight

• Partner with the General Manager to ensure the property is properly maintained and that necessary repairs and improvements are completed in a timely and appropriate manner to avoid negative guest impact.

• Be attentive to all hotel operational and guest relationship management needs and concerns.

• Act as manager-on-duty in the absence of leadership or as assigned and be on-call as required.

• Supervise and control the sales, marketing, and overall operation of the hotel in a cost-effective manner.

• Work with above-property leaders, brand partners, and key stakeholders to complete all pre-opening and/or opening responsibilities when applicable.

Guest Experience & Service Excellence

• Respond immediately to all client inquiries and communications in a positive manner.

• Work with the General Manager and Director of Hotel Operations (if needed) to resolve guest/client complaints and concerns in a timely, professional manner, ensuring a “win-win” outcome.

• Explore and participate in new business opportunities, guest interaction moments, and relationship-building initiatives to enhance hotel and company growth.

• Be attentive to all guest relationship management needs and concerns.

Financial Management & Revenue Performance

• Meet budgeted income, expense, and revenue goals for the hotel.

• Work with the General Manager on the development of the annual budget.

• Review sales and financial operations regularly and complete required reporting on a daily, weekly, monthly, and annual basis.

• Participate in revenue management activities, including strategy development and rate management.

• Ensure established deposit and accounts receivable targets and requirements are met and maintained.

• Develop weekly, monthly, and annual revenue goals in accordance with company policy; monitor performance and provide leadership to ensure team and individual goals are met.

Sales, Marketing, & Business Development

• Evaluate market conditions with hotel and above-property leadership to develop and implement ongoing revenue management and sales strategies aligned with market and budget goals.

• Perform weekly sales calls and sales activities, including new business development and relationship management.

• Develop and monitor weekly, monthly, and annual sales goals; provide leadership to ensure team and individual performance meets expectations.

• Develop the annual marketing plan and conduct periodic sales and marketing reviews.

• Develop and maintain sales and marketing collateral, pricing strategies, and sales strategies to support financial and service goals.

• Participate in all required and optional brand, third-party, and industry programs (including OTA partnerships), ensuring accurate and up-to-date information and inventory.

• Adhere to company client development, retention, and communication standards, including accurate CRM documentation.

• Maintain strong, current relationships with key clients, accounts, brand contacts, and community partnerships.

• Explore and participate in new business opportunities and relationship-building efforts to support hotel and company growth.

• Conduct periodic account reviews and audits to ensure proper reporting, documentation, and sales activity performance.

• Collaborate with food & beverage and catering leaders to develop relevant menu offerings and event options aligned with current trends.

Compliance, Risk, & Safety

• Ensure the sales department operates in compliance with company policies and procedures, maintaining standards for safety, quality, and guest satisfaction.

• Ensure sales operations comply with all local, state, and federal laws, as well as brand standards and management agreements.

• Respond in a timely manner to hotel or guest emergencies and communicate appropriately with the General Manager.

• Maintain and demonstrate professional and technical knowledge through ongoing education, networking, and industry involvement.

• Represent the hotel and company in a professional and positive manner within the community and industry.

• Collaborate with the General Manager to resolve personnel and operational issues in a timely, accurate, and professional manner.

• Other duties as assigned.

Other Duties

SUPERVISORY RESPONSIBILITIES

Directly supervise hotel sales & catering team members. Carry out supervisory responsibilities in accordance with the organization’s policies and applicable laws. Responsibilities include interviewing, hiring, developing, and training employees with assistance from the General Manager and/or human resources; planning, assigning, and directing work; appraising performance; rewarding and disciplining employees; addressing complaints and resolving problems.

JOB REQUIREMENTS

• Demonstrates integrity and holds self and others to high ethical standards

• Strong leadership and management skills, including recruiting, hiring, coaching, mentoring, and team development

• Proven sales and business development skills, including client acquisition, retention, and relationship management

• Strategic thinker with the ability to drive revenue management and sales initiatives

• Strong financial acumen, including budgeting, forecasting, and interpreting financial statements

• Analytical mindset with the ability to evaluate and present data effectively

• Excellent verbal and written communication and interpersonal skills

• Experience in sales and marketing, including training, goal setting, market analysis, and plan execution

• Builds strong relationships and actively engages in the community

• Guest-focused with a commitment to service excellence

• Adaptable, organized, and able to manage multiple priorities in a fast-paced environment

• Proficient in computer systems and business applications

• Works effectively with diverse teams and maintains regular, reliable attendance

EDUCATION and/or EXPERIENCE

Bachelor’s Degree preferred in related field; and/or 3-5 years of equivalent experience in Hospitality Sales or related industry.

COMPANY VALUES

• Do the Right Thing. Act Ethically. We are responsible for our words, our actions and our results.

• Build Relationships for Life. At Work. At Home. In the Community.

• Solve It. Deliver results through innovation, creative thinking, and problem solving.

• Have Fun. Perform at Your Best. Celebrate Success.