Director of Sales

Job Title

Director of Sales
 

Job Summary

The Director of Sales is responsible for developing and executing sales strategies to maximize hotel revenue through room sales, group bookings, corporate accounts, events, and other hospitality services. This role leads the sales team, builds relationships with key clients, and ensures achievement of revenue and occupancy targets.

Key Responsibilities

Sales & Business Development

• Develop and implement annual sales and marketing plans.
• Identify and secure new corporate, government, travel agency, and group business opportunities.
• Maintain relationships with existing clients and key accounts.
• Conduct sales calls, presentations, and site inspections.
• Negotiate contracts and pricing agreements.

Revenue Growth

• Achieve monthly, quarterly, and annual revenue targets.
• Work closely with Revenue Management to optimize room rates and occupancy.
• Analyze market trends, competitor activities, and customer demands.
• Prepare sales forecasts and budgets.

Team Leadership

• Recruit, train, mentor, and supervise the sales team.
• Set individual and team performance goals.
• Conduct regular performance evaluations.
• Foster a high-performance sales culture.

Marketing & Brand Promotion

• Collaborate with marketing teams on promotional campaigns.
• Represent the hotel at trade shows, networking events, and industry associations.
• Strengthen the hotel's market presence and brand reputation.

Reporting & Administration

• Maintain accurate CRM and sales records.
• Prepare weekly and monthly sales reports.
• Monitor key performance indicators (KPIs).
• Ensure compliance with company policies and brand standards.

Qualifications

Education

• Bachelor's degree in Business Administration, Marketing, Hospitality Management, or a related field.
• Master's degree (preferred but not required).

Experience

• 5–10 years of progressive hotel sales experience.
• Minimum 3–5 years in a leadership or management role.
• Experience with branded hotels (Hilton, Marriott, Hyatt, IHG, etc.) preferred.

Skills & Competencies

• Strong leadership and team management skills.
• Excellent negotiation and relationship-building abilities.
• Proven track record of meeting or exceeding sales targets.
• Strong analytical and forecasting skills.
• Excellent verbal and written communication skills.
• Proficiency in CRM systems and hotel property management systems.
• Advanced knowledge of Microsoft Office (Excel, PowerPoint, Word).

Key Performance Indicators (KPIs)

• Room revenue growth
• Occupancy percentage
• Average Daily Rate (ADR)
• Revenue Per Available Room (RevPAR)
• Group sales revenue
• Corporate account acquisition
• Customer retention rate
• Sales pipeline value
• Team sales target achievement

Preferred Certifications

• Certified Hospitality Sales Professional (CHSP)
• Certified Hotel Sales Executive (CHSE)
• Other hospitality sales or revenue management certifications