Hotel - Area Director of Sales

We are seeking an accomplished Area Director of Sales to lead sales strategy, develop talent, and drive profitable revenue growth.

This is a senior leadership role for a commercially minded hotel sales professional who combines strategic thinking with the ability to win business personally. The ideal candidate brings established customer relationships, a record of exceeding goals, and the leadership skills to build high-performing sales revenue.

Working closely with ownership, general managers, and revenue management, the Area Director of Sales will shape each hotel’s market positioning and translate portfolio goals into measurable results.

Lead portfolio sales strategy

• Develop and execute annual sales plans for each hotel, with clear revenue targets, account priorities, and individual accountability.


• Grow corporate negotiated, group, government, association, sports, and other relevant business segments.


• Identify opportunities to increase market share, strengthen account production, and improve the overall business mix.


• Position each hotel effectively within its competitive set and coordinate sales efforts across the portfolio.

Win and retain business

• Personally prospect, negotiate, and close high-value accounts and group opportunities.


• Build lasting relationships with corporate travel buyers, meeting planners, travel management companies, third-party intermediaries, and local demand generators.


• Develop accounts with the potential to produce business across multiple hotels.


• Lead important sales presentations, site visits, client meetings, and contract negotiations.


• Establish a disciplined approach to account retention, reactivation, and new business development.

Build and lead the sales team

• Recruit, coach, and develop sales professionals with clear expectations and measurable goals.


• Conduct regular pipeline reviews, account strategy sessions, and performance evaluations.


• Set standards for prospecting, lead response, follow-up, account planning, and CRM accuracy.


• Create a culture of initiative, collaboration, accountability, and consistent execution.


• Ensure every team member can clearly communicate each hotel’s strengths and match them to customer needs.

Partner on revenue and performance

• Work with revenue management and hotel leadership to evaluate pricing, negotiated accounts, group opportunities, and need dates.


• Assess business based on total revenue contribution, acquisition costs, displacement, and profitability.


• Maintain reliable sales forecasts and provide ownership with concise reporting on production, pipeline, risks, and opportunities.


• Use market intelligence, competitive research, and brand resources to guide commercial decisions.


• Manage sales budgets and evaluate the return on trade shows, travel, memberships, and other sales investments.
  

• At least seven years of progressive hotel sales experience, including successful leadership as a Director of Sales or in a comparable role.


• Multi-property sales leadership experience strongly preferred.


• Demonstrated success growing revenue, winning new accounts, and increasing market share.


• Experience with major hotel brands; Hilton, Marriott, or Hyatt experience preferred.


• Strong knowledge of corporate negotiated and group sales, account management, and hotel revenue fundamentals.


• Proven ability to hire, coach, and hold a sales team accountable.


• Excellent negotiation, presentation, relationship-building, and analytical skills.


• Proficiency with hotel sales systems, CRM platforms, brand tools, and market intelligence resources.


• Ability to travel regularly among the four hotels and attend client meetings and industry events.

• Revenue and market-share growth against established goals.


• A productive pipeline that converts into profitable business.


• Stronger production and retention from key accounts.


• Increased demand during identified need periods.


• A capable, accountable sales team with clear priorities.


• Consistent execution and trusted communication with ownership and hotel leadership.

• This role offers direct access to ownership, meaningful influence over commercial strategy, and the opportunity to build a strong sales organization across four hotels. We are looking for a leader who takes ownership of results, develops people, and brings the drive and judgment to move the portfolio forward.