Director of Group Sales

Pyramid Global Hospitality•Naples, FL

1d•Onsite

About The Position

The Director of Group Sales is responsible for leading group sales strategy and driving group room revenue for Naples Grande Beach Resort. This role focuses on developing group business opportunities, strengthening client relationships, improving lead conversion, and ensuring that group sales efforts align with the resort’s overall commercial strategy. Reporting to the Vice President of Resort Sales and Marketing, the Director of Group Sales will partner closely with Revenue Management, Marketing, Catering, Operations, and Executive Leadership to maximize group market share, support profitable business placement, and deliver strong financial results.

Requirements

Bachelor degree in Hospitality Management, Business Administration, Marketing, or a related field preferred.
Minimum of 5 to 7 years of progressive hotel or resort group sales experience preferred.
Prior leadership or supervisory experience within a group sales environment preferred.
Experience in a luxury resort, full-service hotel, convention hotel, or high-volume group sales environment strongly preferred.
Demonstrated success developing group accounts, converting leads, and achieving measurable group revenue results.
Strong knowledge of resort and hotel group sales disciplines, including corporate, association, incentive, government, and social group business.
Excellent leadership, communication, presentation, relationship-building, and negotiation skills.
Strong business acumen with the ability to analyze group pace, production reports, and market trends and translate data into action.
High level of professionalism, discretion, organization, and follow-through.
Ability to manage multiple priorities in a fast-paced resort environment.
Proficiency with CRM, sales systems, Microsoft Office, and hotel reporting tools.

Responsibilities

Lead, coach, mentor, and motivate group sales team members to achieve individual and collective performance goals.
Provide direct oversight for assigned group sales managers and sales administrative support.
Establish clear group production expectations, performance standards, and accountability measures.
Conduct regular one-on-one meetings, pipeline reviews, group sales strategy sessions, and team meetings.
Support recruiting, onboarding, training, and professional development for group sales team members.
Create a collaborative, positive, and results-driven group sales culture.
Collaborate with the VP Sales & Marketing to develop and execute annual, quarterly, and monthly group sales strategies that support resort revenue objectives.
Identify group market trends, competitive positioning opportunities, and new business development targets.
Align group sales deployment, account coverage, and market priorities with the resort’s overall commercial plan.
Evaluate group lead volume, conversion trends, pace, and production by seller and market segment.
Recommend strategies to improve group productivity, lead response, proposal quality, and account penetration.
Drive group room revenue production across assigned corporate, association, incentive, government, social, and other group market segments.
Maintain active involvement with key group accounts, high-value opportunities, site inspections, client presentations, and contract negotiations.
Develop strategic account plans and support sellers in closing group business that aligns with resort profitability goals.
Monitor group sales pipeline activity and ensure appropriate follow-up, documentation, and next steps.
Represent the resort at group client events, industry functions, trade shows, and market visits as appropriate.
Collaborate with the VP Sales & Marketing to oversee accurate group forecasting, reporting, CRM usage, lead management, and sales activity tracking.
Review group production reports, pace reports, and pipeline data to identify risks and opportunities.
Ensure group proposals, contracts, turnovers, and client communications meet resort standards for accuracy and professionalism.
Partner with administrative support to improve group sales process efficiency, follow-up discipline, and documentation quality.
Support budget planning, business reviews, and leadership updates related to group sales performance as requested.