Director of Sales

Department: Sales

Reports to: General Manager and Corporate Director of Sales

Status: Exempt

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Job Summary:

Shapes and executes an overall sales strategy for both group and leisure markets.  Communicates this strategy to management, key staff, and partners.  Evaluates past programs/events and develops new programs to maximize opportunities and exceed revenue goals.  Oversees the performance management, coaching, recruiting, and selection of the sales workforce, as well as any third-party contract services.  Works with the VP of sales and marketing and corporate director of sales to develop and manage the hotel’s sales and marketing budget.  Participates in revenue management strategies.


Essential Functions


Sales Leadership

  • Develop sales goals and strategies and ensure alignment with the business strategy.
  • Execute the sales strategy and ensure individual booking goals are met for both self and staff.
  • Coach leaders of revenue-generating departments in developing effective revenue strategies and setting aggressive goals that will drive the property’s financial performance.
  • Ensure the development of a strategy account plan for the demand generators in the market.
  • Ensure the sales team understands and is leveraging MI demand engines to full potential.
  • Ensure focus is on proactive selling as well as reactive selling.
  • Evaluate and maximize the hotel’s participation in the various sales channels – OTA’s, travel websites, Marriott, etc.
  • Determine and develop marketing communication activities in conjunction with the VP of Sales.
  • Review STAR report, shopping reports, and other resources to maintain awareness of the hotel’s market position.
  • Research competitive set and identify methods to grow RevPAR and market share.
  • Attend revenue meetings to provide input on weekly and overall sales strategy.
  • Develop/implement innovative marketing ideas and deployment strategies to grow market share.
  • Serve as the sales contact for customers, the hotel’s general manager, property leadership team, and corporate office.
  • Serve as an authority on sales processes and sales contracts.
  • Identify public relations opportunities and coordinate activities to augment the overall marketing communications strategy.
  • Execute and support Mainsail’s core values.
  • Perform other duties, as assigned, to meet business needs.


Specific Sales Market Responsibilities

  • Oversee and manage the group and catering sales of the hotel.
  • Develop and implement familiarization tours and site inspections targeting wholesalers, tour operators, agents, as well as travel writers and trade publications.
  • Maintain current and accurate information on clients through databases and sources.
  • Define, develop and maintain contact with all present and future clients to ensure repeat and new business.
  • Produce and deliver presentations as needed to clients and third-party partners.
  • Promote and sell the resort by participating in industry trade shows and sales trips.


Hotel Performance

  • Ensure successful performance by increasing revenues, controlling expenses, and providing a return on investment for the owner and investors.


Talent Management

  • Set goals and expectations for direct reports, aligning these with the overall business forecast and budgets.
  • Appropriately address performance issues and hold staff accountable for successful results.
  • Partner with Human Resources to attract, develop and retain the best people.
  • Identify, train, and mentor staff.

Qualification Standards


Education & Experience

  • 4-year bachelor’s degree preferred
  • Demonstrated skills in supervising a team.
  • Lodging sales experience in either luxury or upscale hotels and resorts
  • Excellent customer service skills
  • Excellent communication skills, both verbal and written
  • Ability to effectively present information to individuals or groups
  • Proficient with Microsoft Office programs
  • Current Marriott experience preferred.
  • Current CI/TY/SFAWeb access preferred.


Physical Demands

  • Ability to sit or stand for extended periods of time.
  • Ability to communicate clearly.
  • Corrected vision to normal range
  • Ability to drive/transport self and others.
  • Ability to travel, domestically and internationally.
  • Long hours sometimes required.


Mental Demands

  • Make sound judgments quickly.
  • Work on multiple tasks, making appropriate progress towards deadlines.
  • Able to work independently, take direction and provide direction to others.
  • Manage differing personalities with the office, the resort, and the community.
  • Maintain the highest degree of confidentiality.
  • Ability to work effectively in stressful, high-pressure situations.
  • Ability to effectively handle challenges in the workplace, including anticipating, preventing, identifying, and solving problems.

Career Information

Date Posted:
January 23, 2023

Career Category: