Director of Sales

OTH Hotels•Frankfort, KY

About The Position

The Director of Sales leads the property’s sales strategy and execution across proactive and reactive sales efforts, business development, and account management to drive revenue growth, strengthen market share, and support profitability. The role aligns sales activity with the property’s business plan, revenue strategy, brand positioning, and ownership goals, while maintaining a consistent customer experience from prospecting through booking and turnover. The Director of Sales manages daily, weekly, and monthly sales processes, including prospecting, account management, pipeline development, booking pace, competitive analysis, and forecasting support. The role works closely with Revenue Management, Operations, and Catering/Event teams to align sales strategy with operational execution. Success is measured by group and transient revenue production, pace against budget, conversion rates, account growth, and long-term client retention. The position may oversee and coach the sales team, if applicable, and requires local travel for client appointments, networking, and site visits. Occasional overnight travel for trade shows or market visits may be required. The work may involve moving throughout the property or venue for inspections and events, standing or walking for extended periods during event days, and lifting or carrying light materials.

Requirements

Minimum five years of progressive experience in catering sales, event planning, or food and beverage operations.
Demonstrated experience in forecasting, contracting, and event management.
Strong consultative selling and relationship management skills.
Ability to analyze market data, pacing, and performance metrics to inform strategy.
Excellent written and verbal communication skills for proposals, contracts, and client interactions.
Strong organizational and time-management skills, including the ability to manage multiple priorities.
Proficiency with CRM systems, RFP platforms such as CVENT, and Microsoft Office.
Strong negotiation and problem-solving skills.
Ability to work in a fast-paced environment, including evenings and weekends as needed.
Hospitality-driven mindset focused on exceptional guest experiences.
Ability to travel locally for client appointments, networking, and site visits as needed; occasional overnight travel for trade shows or market visits may be required.
Ability to move throughout the property or venue during site inspections and events, stand or walk for extended periods during event days, and lift and carry light materials as required.

Nice To Haves

Four-year college degree in Business, Marketing, Hospitality Management, or a related field; equivalent combination of education and experience is also acceptable.
Prior leadership experience managing teams and overseeing event execution.

Responsibilities

Advocate the Open Door Policy through clear, calm, and direct communication with property leadership, in accordance with OTH Hotels Resorts guidelines.
Lead the property’s sales strategy, including group, corporate, and specialty segment production, to achieve budgeted revenue goals.
Manage the sales pipeline from lead generation through booking, turnover, and post-stay follow-up to encourage repeat business and referrals.
Partner with Revenue Management to align pricing, inventory strategy, and demand periods to maximize revenue and profitability.
Pursue revenue targets through proactive prospecting, account management, and strategic selling.
Oversee and coach the sales team, if applicable, including goal setting, performance management, training, and development.
Build and maintain relationships with key accounts, planners, and community partners across target segments, including corporate, association, SMERF, government, and sports.
Monitor competitor activity, market trends, and demand patterns and adjust sales strategies accordingly.
Complete special projects and other assigned responsibilities.
Establish segment strategies and targeted account plans to drive production across revenue streams.
Identify and pursue new business through proactive prospecting, local market engagement, and industry networking.
Develop and execute a strategic sales plan aligned with the hotel’s budget, need periods, and growth objectives.
Maintain an active schedule of client appointments, site visits, outside sales calls, and networking events.
Work with brand or above-property marketing resources to support lead generation and positioning.
Define and enforce standards for qualifying, prioritizing, responding to, and following up on leads and RFPs.
Maintain a high response rate and ensure timely follow-up on sales opportunities.
Ensure proposals are customized, accurate, and aligned with operational capabilities and pricing strategy.
Oversee client communications for professionalism, responsiveness, and clarity throughout the sales cycle.
Negotiate pricing, concessions, and contract terms to drive conversion while protecting profitability.
Ensure contracts are properly executed, including deposits, payment schedules, and attrition and cancellation clauses.
Collaborate with leadership on high-risk or non-standard agreements to ensure compliance and mitigate risk.
Partner with Catering/Event teams to ensure booked business is handed over seamlessly with clear expectations and accurate documentation.
Collaborate with Operations to align service delivery, group needs, and the overall guest experience.
Support Food & Beverage and ancillary revenue opportunities through effective group and event positioning.
Monitor client satisfaction and address concerns promptly to protect relationships and reputation.
Produce and communicate accurate weekly and monthly sales forecasts, including group pace, transient production, and key performance indicators.
Maintain accurate pipeline and account data in CRM systems for reporting and accountability.
Provide leadership with insights on booking trends, need periods, and performance improvement opportunities.
Track and report conversion rates, production by segment, and account performance.