Director of Sales

Job DescriptionJOB SUMMARYThe Director of Sales leads enterprise sales strategy across the Radisson Plaza Hotel, Kalamazoo Event Center, and related business units, driving revenue growth, market share, and long-term customer value. This role serves as a strategic demand generator and cross-functional leader, ensuring a seamless customer journey from initial inquiry through post-event loyalty.This leader will build and develop a high-performing, data-driven sales team aligned with Greenleaf Hospitality Group’s vision to be the Host of Kalamazoo through exceptional hospitality, dining, sports, and entertainment.ESSENTIAL JOB RESULTS:Revenue & Sales StrategyDrive total revenue across rooms, events, F&B, and ancillary streamsDevelop and execute sales strategies based on market trends and competitive positioningIdentify new revenue opportunities through cross-selling and bundled experiencesPartner with Revenue Management on pricing, inventory, and demand strategiesOwn performance metrics including revenue, ADR, RevPAR, and conversion ratesMarket Positioning & Business DevelopmentLead segmentation strategy across corporate, SMERF, sports, association, and social marketsMaintain strong awareness of market trends and demand driversTranslate insights into actionable sales plans and account strategiesBuild partnerships to strengthen market presence and demand generationCustomer Experience & Relationship ManagementEnsure a seamless, end-to-end customer experienceDrive retention and long-term client relationshipsAlign Sales, Event Services, and Operations for consistent executionFoster a culture focused on delivering exceptional guest experiencesTeam Leadership & CultureRecruit, develop, and lead a high-performing sales teamEstablish clear goals, accountability, and performance expectationsCoach team members on strategic selling and relationship managementPromote a culture of ownership, collaboration, and continuous improvementData, Systems & PerformanceEnsure effective use of CRM systems (e.g., Delphi) for pipeline and reportingUse data and analytics to improve forecasting, conversion, and productivityMonitor trends to inform strategy and decision-makingCross-Functional CollaborationPartner with Revenue Management, Marketing, Operations, and FinanceAlign on goals, messaging, and execution across the organizationContribute to enterprise strategy and business planningFinancial Planning & AccountabilityLead sales planning, budgeting, and forecastingMonitor performance and adjust strategies as neededManage expenses in alignment with revenue goalsWHAT YOU NEED FOR THIS POSITION:Bachelor’s degree in Hospitality, Business, Sales, or related field preferred5+ years of progressive sales leadership in hospitalityProven success driving group and event revenueExperience with CRM/PMS systems (e.g., Delphi, Opera)Strategic thinker with strong execution skillsFinancial and analytical acumenStrong communicator and relationship builderHigh emotional intelligence and collaborative mindsetResults-driven with a sense of urgency and accountabilityFlexible schedule including evenings, weekends, and holidaysActive, on-property and external sales presenceAbility to lift up to 40 lbs and remain active for extended periods #J-18808-Ljbffr