Complex Director of Sales

Kalyan Hospitality•Glen Allen, VA

11d•$75,000 - $85,000•Hybrid

About The Position

The Complex Director of Sales is responsible for leading the cluster strategy, sales performance, and daily sales operations for a cluster of hotels within a designated market. This role provides direct leadership to the assigned sales team while partnering closely with General Managers, Revenue Management, Marketing, and Operations to maximize market share, top-line revenue, and long-term customer relationships. Serving as the leader for the market, the Complex Director of Sales drives business development, coaching, accountability, collaboration, and execution across the portfolio while fostering Kalyan Hospitality's culture and core values. The Complex Director of Sales bridges property level execution with regional sales strategy. This role ensures every hotel benefits from local leadership while leveraging the strength of a collaborative cluster sales model. The Complex Director of Sales is expected to think beyond individual hotels, leading with a market-first mindset that maximizes total revenue while supporting each property's unique business needs. Rather than simply manage hotels, the Complex Director of Sales creates an environment where people, performance, and culture thrive together.

Requirements

Skilled in making sales calls. Can properly qualify and prospect, determine demand potential, present features/benefits that match prospect needs, and gain “next step” commitment or “closing” for all assigned properties.
Cultivates lead sources for all assigned hotels and other Kalyan hotels.
Knowledgeable of all assigned properties’ market drivers, SWOT analysis, and comp sets.
Knowledgeable hotel facilities include guest room, function room (size and occupancy limits), meeting room capabilities, catering options and audio/visual (for specific hotels).
Understands hotels’ booking pace and revenue strategies.
Conducts department audits and ensures compliance with the company’s departmental SOPs.
Certified and efficient with all company and brand systems and platforms.
Maintain CRM integrity by ensuring Delphi/Salesforce standards.
Audit sales files, review traces, and monitor response times to maintain SOP compliance.
Ensure brand program participation.
Treats employees fairly, consistently and with respect. Sets a positive example for all subordinates. Recognizes and rewards excellent performance.
Maintains a positive work environment.
Encourages and facilitates teamwork, trust, and respect to build strong work relationships.
Recruit, coach, mentor, and develop high-performing sales professionals for cluster teams.
Conduct one-on-one meetings with direct reports.
Facilitate cluster sales meetings on a regular bi-weekly or monthly cadence.
Conduct regular property visits focusing on property goals and needs.
Assist in supporting GMs with performance evaluations and goal setting.
Provide insight and direction when developing development or succession plans.
Create accountability through leadership coaching rather than command and control leadership.
Foster a team environment that creates collaboration between hotels rather than competition.
Participates monthly in a revenue strategy meeting and/or call with executive team.
Responsible for hotels’ sales department in absence of hotel sales team.
Support the hotel by maintaining relationships with key accounts.
Pursue targeted new business opportunities based on property needs or segmentation targets.
Conduct outside sales calls on behalf and/or in conjunction with the cluster team sales leaders.
Attend networking events on behalf of cluster hotels and Kalyan Hospitality representatives.
Represent Kalyan Hospitality within the local community.
Assist with major negotiations, key accounts, citywide, and cross portfolio account or group needs.
Support brand RFP opportunities.
Actively participates in the weekly Revenue Strategy meetings.
Understands market trends and takes corrective action as needed to guarantee hotels meet budget objectives.
Supports and implements revenue management plans.
Partner with revenue management team on hotel strategy goals.
Understand STR, market share, booking pace, segmentation, and forecasting.
Assist in identifying revenue opportunities and risks.
Ensure sales efforts align with revenue strategy.
Conducts business to business sales calls, cold calls, maintenance calls and closing calls on a regular ongoing basis both independently and/or with cluster collaboration.
Establish and maintain close contact with top accounts and target accounts, through appointments, phone calls, tours, correspondence, and business lunches. Assess their current and future needs. Network with prospects to uncover other decision makers.
Qualify leads and prospects gained from cold calls, sales blitzes, and other sources.
Actively sells the meeting space according to budgeted goals.
Develop and maintain rapport with competitor hotels, Convention and Visitors Bureau, Chamber of Commerce.
Participate in community activities, employee functions and guest events.
Ensures best practices are being used in the execution of hiring and training.
Ensures acquisition of competitive talent for the hotel and promotes opportunities to attract and retain a high performing diverse workforce.
Assists or establishes training and development programs for all associates.
Ensures all proper and balanced staffing levels are met and to make arrangements to ensure such.
Actively attends training seminars and other meetings as requested by supervisor to ensure knowledge base is up to date and relevant.
Creates and maintains a positive, professional working environment.
Through the assistance of the Front of the House Manager, ensures front office staff is kept abreast of sales initiatives, groups and VIPs and executes any tasks related to such.
Partner and communication through the assistance of the Maintenance Manager and the Housekeeping Manager to ensure site tour rooms and all VIP rooms are guest ready.
Participates in lobby shops and interacts with the guests with the goal of securing new leads or maintaining current client base.
Supports and ensures success BEO completion, routing and meetings.
Coordinates with the food and beverage staff to execute meeting room catering.
Provides synopsis of monthly sales volume, potential sales, and areas of proposed client base expansion by assisting or completing both weekly and monthly reports accurately and on time.
Ability to successfully pull system reporting as needed or requested.
Maintain accurate sales files and trace system of all accounts through the established Sales Software.
In conjunction with the General Manager, establish annual revenue budget with the hotel team. Be well versed in historical as well as forecasted data.
Reads and Understands Sales Management Tools (STAR, Feeder Markets, 3rd party OTA’s, brand.com specific) and leverages those tools for positive change. Forecasts Projections weekly.
Assist ownership and/or Regional Director during any assigned acquisitions by the company.
Support hotel conversions and renovations based on needs.
Support in execution of any brand specific pre-opening road maps are followed timely.
Lead cluster integration when applicable and assist with onboarding new sales leaders.
Execute pre-opening sales activities and best practices.
Ensure successful openings by building strong relationships with franchise sales teams.

Responsibilities

Lead the overall commercial strategy for an assigned hotel cluster.
Drive total top-line revenue across all market segments.
Partner with Revenue Management on pricing, demand, forecasting, and displacement decisions.
Assist in developing annual sales and marketing strategies.
Monitor production and pace to budget.
Identify market trends and recommend strategic adjustments.
Maximize cross-selling opportunities across the cluster.
Work as part of a team and communicate with other departments as per hotel procedures to ensure excellent quality and service.
Complete reporting specific to your job description as directed in a timely and accurate way.
Create and maintain positive, professional working environment with fellow co-workers as well as guests.
All other reasonable duties and special projects as assigned.
Participate in all training modules assigned with the objective of passing the course as required of the Brand.