Area Director of Sales

Marriott•Rogers, AR

11h•$80,000 - $95,000•Hybrid

About The Position

The Area Director of Sales provides strategic and tactical sales leadership for an assigned portfolio of PAH-managed hotels across Arkansas. This leader executes and directs property-level sales, grows room revenue, strengthens accountability, and partners with hotel and corporate leadership to achieve revenue and market-share goals. The position is accountable for increasing total room revenue, RevPAR, ADR, occupancy, business transient production, group revenue, extended-stay demand, negotiated account penetration, and overall hotel profitability.

Requirements

Meet established sales activity goals, focusing on proactive selling.
Achieve or exceed assigned portfolio revenue, room-night, ADR, RevPAR, market-share, and budget goals.
Demonstrate measurable improvement in underperforming hotels, segments, accounts, and need periods.
Ensure each assigned hotel maintains an active, measurable sales action plan with clear owners, deadlines, and documented results.
Drive consistent proactive sales activity, new-account acquisition, qualified pipeline growth, and share-shift production.
Maintain accurate, complete, and timely sales records, reports, forecasts, account notes, contracts, and CRM activity.
Develop capable, accountable property sales leaders who consistently execute.

Responsibilities

Conduct structured weekly sales calls and regular property visits to review activity, production, pace, conversion, account performance, pipeline health, market conditions, and action-plan execution.
Analyze STR reports, Kalibri Labs data, booking pace, market share, RevPAR index, ADR index, occupancy index, budgets, forecasts, segmentation trends, and competitive performance to identify opportunities and risks.
Drive proactive sales activity, including proactive prospecting, account research, client appointments, site visits, sales blitzes, market drives, networking, and targeted follow-up.
Grow Special Corporate, local negotiated rate, group, extended-stay, government, healthcare, pharmaceutical, sports, SMERF, project, training, relocation, and other qualified negotiated business.
Identify accounts producing at competing hotels and create strategies to shift profitable room nights and revenue into PAH-managed properties.
Ensure consistent and accurate use of Delphi, CVENT, brand sales systems, CRM platforms, GDS channels, RFP tools, property management systems, and PAH-required reporting tools.
Execute sales activities, lead response, account production, conversion, booking pace, need dates, lost business, tentative and definite group pace, and team productivity. Intervene promptly when results fall below expectations.
Support Marriott and Hilton business transient pricing, RFP submissions, account renewals, brand sales initiatives, consortia participation, and all required brand deadlines.
Assist with annual revenue budgets, sales and marketing plans, hotel business plans, forecasts, expense management, and ownership presentations.
Conduct and oversee property-level sales strategies, SMART action plans, deployment plans, and account-growth initiatives aligned with each hotel’s budget, forecast, market position, and need dates.
Partner closely with General Managers, Revenue Management, Operations, brand representatives, and executive leadership to align sales priorities, pricing, inventory, service delivery, and revenue strategy.
Ensure compliance with PAH sales policies, SOPs, brand standards, contracting procedures, reporting deadlines, documentation requirements, and ethical business practices.
Promote strong communication and effective sales turnover with front office, operations, revenue management, and property leadership to support successful client and guest experiences.
Represent PAH professionally in local communities, industry associations, client events, brand meetings, trade shows, and networking organizations.
Lead, coach, train, and hold accountable property Sales Managers, and other assigned sales team members. Establish clear performance expectations and provide timely feedback, recognition, and corrective coaching, if required.
Interview, onboard, and develop Sales Managers, and other sales personnel. Support succession planning and retention of high-performing team members, if personnel is required.
Maintain confidentiality, exercise sound business judgment, and perform other duties assigned by the Regional Director of Sales and Revenue or executive leadership.