Corporate Director of Sales

Carter Hospitality Group•Yorba Linda, CA

About The Position

The Corporate Director of Sales is the strategic revenue driver for Carter Hospitality’s portfolio of resort and winery properties. This leader is responsible for developing and executing aggressive sales strategies that increase occupancy, grow ADR, expand market share, and drive total revenue across lodging, group business, events, and wine experiences. This role leads and holds accountable the property-level sales teams while identifying new business opportunities, expanding key partnerships, and strengthening Carter Hospitality’s presence in each market. The Corporate Director of Sales works closely with General Managers, Revenue Management, and Marketing to ensure every property is actively pursuing the most profitable business mix. Success in this role requires both strategic thinking and hands-on leadership—someone who will challenge teams, elevate sales performance, and consistently push the organization toward higher revenue results. The ideal candidate is a competitive sales leader who enjoys opening new markets, building strategic partnerships, and leading teams that consistently win new business. Success will be measured by measurable revenue impact including improvements in occupancy, ADR, group pace, direct bookings, wine sales, and guest return visitation. This role is based in Yorba Linda, California and requires regular travel to portfolio properties located in Temecula, CA; Johnson City, TX; and Orlando, FL.

Requirements

Minimum 8 years of progressive hotel sales experience, including leadership roles.
Experience in multi-property, cluster, or regional sales leadership is strongly preferred.
Demonstrated success driving revenue growth and implementing sales strategies.
Experience working with property leadership teams and cross-functional departments.
Strong understanding of hospitality sales strategies, market segmentation, and revenue optimization.
Ability to analyze market trends and sales performance data to drive strategic decisions.
Experience with hospitality sales systems such as Delphi FDC, CRM platforms, and property management systems.
Proficiency in Microsoft Office (Excel, Word, PowerPoint) and sales reporting tools.
Excellent written, verbal, and presentation communication skills.
Strong negotiation and relationship management abilities.
Ability to leverage modern sales technologies, CRM systems, and AI-enabled tools to improve prospecting, reporting, and sales productivity.

Nice To Haves

Bachelor’s degree in Business Administration, Marketing, Hospitality Management, or a related field preferred. Equivalent industry experience may be considered.

Responsibilities

Develop and implement portfolio-wide sales strategies designed to achieve or exceed revenue, occupancy, and market share goals.
Establish and maintain sales processes, tools, and best practices to improve sales performance across all properties.
Provide strategic direction to property-level Directors of Sales and General Managers in identifying and securing high-value business opportunities.
Ensure sales initiatives align with overall company revenue strategies and brand positioning.
Own portfolio sales performance and hold property sales leaders accountable for achieving revenue goals, production targets, and strategic sales initiatives.
Personally engage in the pursuit of high-value group, corporate, and event opportunities that significantly impact portfolio revenue.
Collaborate with winery and hospitality leadership to grow revenue from wine experiences, tastings, events, and resort-based wine sales.
Identify emerging demand segments, strategic partnerships, and new distribution channels that expand revenue opportunities for the portfolio.
Develop strategic partnerships with corporate retreat planners, luxury travel advisors, and event organizers to expand demand for Carter Hospitality’s destination winery resorts.
Analyze market conditions, competitive positioning, and industry trends to inform strategic decisions.
Collaborate with property leadership teams to develop property-specific market strategies and revenue plans.
Ensure the portfolio is targeting and securing the most profitable business mix.
Monitor portfolio sales performance through monthly production reports, forecasting, and performance metrics.
Identify risks, gaps, and opportunities and implement corrective action plans when necessary.
Review and approve property-level business plans, 30-day sales action plans, and strategic sales initiatives.
Provide executive-level reporting and analysis to company leadership.
Recruit, train, mentor, and support property-level Directors of Sales, Sales Managers, and Coordinators.
Establish clear production goals and accountability standards for property sales teams and actively manage performance against those targets.
Conduct regular pipeline and production reviews to ensure sales teams are actively prospecting and closing new business.
Foster a culture of accountability, collaboration, and revenue-focused thinking across all sales teams.
Assist General Managers in building strong, results-driven sales organizations at each property.
Review and approve major sales contracts and partnerships in collaboration with the Corporate Revenue Manager.
Ensure agreements align with revenue strategy and maximize financial return for the properties.
Maintain relationships with key accounts and strategic partners.
Conduct periodic audits of property sales activities to ensure adherence to company sales standards and best practices.
Provide on-property support when needed to assist teams with strategic selling efforts and major opportunities.
Lead implementation of new sales tools, systems, and processes across the portfolio.
Partner with Marketing, Revenue Management, and Operations teams to align sales strategies with company objectives.
Support property-level initiatives related to group sales, catering, events, and partnerships.
Participate in executive planning sessions to support long-term company growth.
Maintain compliance with company policies and procedures.
Perform additional duties as assigned by executive leadership.