Associate Director of Sales

Compensation Type

Yearly

Highgate Hotels

Highgate is a leading real estate investment and hospitality management company with over $15 billion of assets under management and a global portfolio of more than 400 hotels spanning North America, Europe, the Caribbean, and Latin America. With a 30-year track record as an innovator in the hospitality industry, this forward-thinking company provides expert guidance through all stages of the property cycle, from planning and development through recapitalization or disposition. Highgate continues to demonstrate success in developing a diverse portfolio of bespoke lifestyle hotel brands, legacy brands, and independent hotels and resorts, featuring contemporary programming and digital acumen. The company utilizes industry-leading revenue management tools that efficiently identify and predict evolving market dynamics to drive outperformance and maximize asset value. With an executive team of seasoned hospitality leaders and corporate offices worldwide, Highgate is a trusted partner for top ownership groups and major hotel brands. www.highgate.com

Location

Le Meridien Columbus, The Joseph

Overview

The Associate Director of Sales & Marketing is responsible for leading the property's day-to-day sales operations and driving top-line revenue performance across group, business transient, and catering and banquet segments. This position takes the lead in guiding the sales managers’ proactive selling strategies, overseeing the development and execution of individual action plans, monitoring progress, and identifying new business opportunities to ensure revenue goals are achieved or exceeded. Working in collaboration with the Director of Sales & Marketing, this individual will drive the team's overall sales direction and maintain accountability for the execution and effectiveness of sales initiatives. The Associate Director is responsible for selling and managing corporate, sports, and association group business, overseeing all business transient sales and account management, and leading all group sales forecasting, pipeline management, and revenue projections.

Responsibilities

• Sales Strategy & Leadership

  • Drive top-line revenue across group, volume business transient, and catering segments.
  • Translate revenue objectives into actionable sales strategies, oversee execution, and present progress and recommendations to the Director of Sales & Marketing.
  • Lead the sales managers' proactive selling strategies, oversee individual action plans, monitor progress, and identify new business opportunities.
  • Develop and execute key segment strategies, manage target accounts, and identify opportunities to penetrate primary geographic markets.
  • Support sales team training and collaborate with the Director of Sales & Marketing on departmental policies and procedures.

  Sales Production & Account Management

  • Directly sell and manage corporate, sports, and association group business, including prospecting, contracting, and account retention.
  • Oversee all business transient sales, negotiations, contracting, and account management.
  • Serve as the primary contact for third-party booking agencies and sourcing partners, including Tour Connection, HelmsBriscoe, and Cvent.
  • Oversee the group sales pipeline, ensuring timely follow-up, accurate tracking, and effective conversion strategies.
  • Monitor lost and turned-down business to identify trends and improve sales conversion.

  Revenue Management & Forecasting

  • Own all group sales forecasting, pace measurement, pipeline management, and revenue projections.
  • Lead sales participation in weekly business reviews with the Director of Revenue, providing updates on group pace, pickup, production, and future opportunities.
  • Collaborate with Revenue Management on group pricing, proposal strategies, and need-period opportunities.
  • Monitor group room blocks, cut-off dates, and contractual financial obligations.
  • Ensure accurate CRM data, account production tracking, and timely sales reporting.

  Market Analysis & Business Intelligence

  • Monitor market trends, competitive performance, demand generators, and market share to identify revenue opportunities.
  • Analyze STR reports, financial statements, sales mix, forecasting, and other hotel performance metrics.
  • Conduct competitive set reviews, SWOT analyses, and assessments of new hotel supply.

  Reporting & Cross-Departmental Collaboration

  • Participate in ownership and management company review calls, preparing sales performance reports, forecasts, and presentation materials.
  • Serve as a voice of the customer, communicating key client needs, concerns, and opportunities across the organization.
  • Collaborate with Revenue Management, Events, and Operations to align sales opportunities with hotel objectives and operational capabilities.
  • Partner with the Director of Sales & Marketing on the development and execution of the hotel's marketing communications strategy.

Qualifications

• At least 5 years of progressive hotel sales experience; or a 4-year college degree and at least 3 years of related experience; or a 2-year college degree and at least 4 years of hotel sales experience.
• Must have a valid driver’s license in the applicable state.
• Long hours sometimes required.
• Light work - Exerting up to 20 pounds of force occasionally, and/or up to 10 pounds of force frequently or constantly to lift, carry, push, pull or otherwise move objects.Experience dealing with/communicating with ownership groups and asset management.
• Must be effective at listening to, understanding, and clarifying concerns raised by employees and guests.
• Must be able to multitask and prioritize departmental functions to meet deadlines.
• Approach all encounters with guests and employees in an attentive, friendly, courteous and service-oriented manner.
• Must be able to effectively communicate both verbally and written with all level of employees and guests in an attentive, friendly, courteous and service oriented manner.
• Attend all hotel required meetings and trainings.
• Maintain regular attendance in compliance with Highgate Hotel Standards, as required by scheduling, which will vary according to the needs of the hotel.
• Maintain high standards of personal appearance and grooming, which include wearing nametags.
• Comply with Highgate Hotel Standards and regulations to encourage safe and efficient hotel operations.
• Maximize efforts towards productivity, identify problem areas and assist in implementing solutions.
• Must be effective in handling problems, including anticipating, preventing, identifying and solving problems as necessary.
• Must be able to understand and evaluate complex information, data, etc. from various sources to meet appropriate objectives.
• Must be able to maintain confidentiality of information.
• Perform other duties as requested by management.
• Experience dealing with/communicating with ownership groups and asset management.
• Proficient in managing/using sales automation systems.
• Experience working collaboratively with revenue management.
• Well-rounded knowledge of all market segments and channel sources, as well as ability to develop a strategic plan for each.
• Excellent communication and presentation skills.
• Strong interpersonal skills and ability to work in a team environment.
• Ability to direct, lead, train, motivate & drive a direct sales team; and develop a cooperative & competitive team spirit & winning attitude.
• Must be proficient in MS Office including Word, Excel, and Power Point.
• Must be able to multitask and prioritize departmental functions to meet deadlines.
• Marriott systems knowledge preferred.
• Demand 360 and Agency 360 system knowledge preferred
• Must be able to sit and stand for long periods of time.

Benefits

Highgate offers the following benefits package for this position:

• Medical insurance, dental insurance, vision insurance, life insurance, short-term and long-term disability insurance
• 401(k) Retirement Plan with employer matching contributions
• Paid holidays
• Paid vacation
• Paid sick leave (provided in accordance with applicable law)
• Employee assistance program (EAP)
• Tuition reimbursement
• Paid jury duty leave, personal leave, medical leave, and military leave in accordance with applicable law

Please click here for additional benefit details for the states of Washington, Colorado, and California.

Posting Date

This job opening was posted on 11/11/2026 and will remain open for at least 30 days.