Director of Sales

Job Description

Summary of Position

Reporting to the Director of Sales & Marketing, the Director of Sales leads day-to-day sales execution across Group Sales, Business Travel (BT) and Catering Sales. This is a hands-on, producing leadership role with direct accountability for team performance and an assigned strategic market segment or portfolio of key accounts. The position drives profitable revenue growth, accurate forecasting, strong client relationships and disciplined sales execution, while supporting the hotel through renovation-related displacement and building demand for 2028 and beyond. The Director of Sales works closely with Revenue Management, Conference Services, Operations, Marketing and Accor/Fairmont commercial partners. 

Responsibilities

•  Provide direct day-to-day leadership for Group Sales, Business Travel and Catering Sales; translate the hotel’s commercial strategy into clear production goals, sales activity, priorities and accountability.

•  Personally manage an assigned strategic group market segment or portfolio of key accounts, with measurable individual targets for room nights, revenue, new business acquisition and account growth.

•  Drive proactive prospecting, client engagement, site inspections, negotiations and conversion of qualified opportunities, including complex conventions, citywide programs and multi-year group business.

•  Oversee Business Travel sales strategies, including corporate negotiated accounts, account retention, production reviews and targeted acquisition of high-value transient business.

•  Direct Catering Sales performance across meetings, weddings and social events, strengthening lead conversion, revenue production and alignment with Food & Beverage and event operations.

•  Recruit, coach and develop a high-performing sales team through regular pipeline reviews, individual production plans, constructive feedback, succession planning and performance management.

•  Partner with Revenue Management on business mix, pricing, group evaluations, displacement analysis and overall profitability; prioritize profitable total-hotel revenue rather than volume alone.

•  Maintain ownership of sales forecasting, booking pace, definite and tentative business, conversion metrics and budget performance; identify shortfalls early and implement measurable action plans.

•  Ensure disciplined use of Opera Sales & Events (OSEM), CRM and sales reporting tools, with accurate account records, activity tracking, opportunity status and forecasting data.

•  Develop and execute sales plans to manage renovation-related inventory constraints, communicate approved timelines and limitations accurately, protect client relationships and build a strong pipeline for 2028 and beyond.

•  Review significant contract terms, concessions, attrition and cancellation exposure, ensuring proper documentation and required commercial and financial approvals before commitments are made.

•  Establish reliable handoffs to Conference Services and Operations, with complete documentation of guest and client commitments, VIP arrangements, special requests and operational requirements.

•  Maintain executive-level relationships with key accounts, respond promptly to client concerns and ensure appropriate escalation, resolution and follow-through when service or delivery issues arise.

•  Strengthen partnerships with Accor Global Sales, Visit Dallas, industry organizations and relevant travel and meeting intermediaries to generate incremental business and expand market presence.

Qualifications

•  Minimum 7 years of progressive hotel sales experience, including at least 3 years in a sales leadership role with direct team accountability.

•  Proven personal group sales production and successful leadership of high-performing teams in a large, full-service upper-upscale or luxury hotel; convention-market experience strongly preferred.

•  Demonstrated ability to lead Group, Business Travel and Catering Sales strategies while maintaining personal ownership of strategic accounts and measurable sales targets.

•  Strong knowledge of complex group contracting, corporate negotiations, room-block management, market segmentation and long-term account development.

•  Advanced commercial and financial judgment, including forecasting, business mix optimization, sales conversion, pricing and displacement analysis.

•  Experience supporting a hotel renovation, repositioning or periods of significant inventory disruption preferred, but not required.

•  Proficiency with hotel sales and CRM systems, preferably Opera Sales & Events (OSEM), and strong analytical capability in Microsoft Excel and related reporting tools.

•  Confident, collaborative leadership style; excellent communication, negotiation, coaching and organizational skills, with a clear commitment to client service and follow-through.

Additional Information

What’s in it for You?

• Generous Paid Time Off: Enjoy a healthy work-life balance with our paid time off policy.

• Comprehensive Health Coverage: Access Medical, Dental, and Vision Insurance to keep you and your family healthy.

• 401K Plan: Secure your future with our competitive 401K retirement savings plan.

• Complimentary Shift Meal: Savor delicious meals on us during your shifts!

• Exclusive Employee Benefit Card: Unlock discounted room rates at Accor hotels worldwide, making travel more affordable.

• Professional Development: Enhance your skills with learning programs through our Academy, tailored for your growth.

• Make a Positive Impact: Get involved in our Corporate Social Responsibility initiatives, like Planet 21, and contribute to meaningful change.

• Career Advancement Opportunities: Take your career to new heights with opportunities for national and international promotions.