Director of Sales

CoralTree Hospitality•Colorado Springs, CO

10d

About The Position

Hotel Polaris at the U.S. Air Force Academy is seeking a Director of Sales to lead the property’s direct sales strategy, including leadership of the Group Sales team. Reporting to the Director of Sales & Marketing, this role is the strategic business leader of the property’s Sales department. The Director of Sales oversees development and implementation of departmental strategies and brand initiatives, ensuring sales meet target customer needs while supporting employee satisfaction, revenue growth, and the department’s financial performance. The role oversees sales across group business, catering events, leisure and business transient accounts, and management of the direct sales budget. It requires strategic vision, financial planning, communication, and people leadership. The Director of Sales works closely with Convention Services, Revenue Management, Reservations, and Marketing, and supports the hotel’s financial success and profitability through forecasting, budgeting, sales activity, and oversight of booking contracts and agreements.

Requirements

College graduate or equivalent industry experience.
5–7 years of experience in a senior role within a Sales & Marketing department.
Knowledge of group meetings, catering events, business transient, and conference markets.
Excellent written and verbal communication skills in English, including the ability to communicate effectively with guests, peers, and associates.
Ability to work under stressful conditions and balance multiple commitments simultaneously.
Strong customer service aptitude.
Understanding of departmental budgetary and fiscal responsibility.
Familiarity with all operational areas of a resort.
Strong knowledge of corporate, association, SMERF, incentive, and other group market segments.
Strong contracting, negotiation, and closing skills.
Strong business qualification and yield management skills.
Strong leadership characteristics.

Nice To Haves

Experience in the luxury hotel segment, preferably at a property with more than 25,000 square feet of meeting space.
Expert-level use of Delphi, property management systems, Word, Excel, Outlook, and other department-specific programs.
Familiarity with prospecting tools such as Knowland, ZoomInfo, LinkedIn Navigator, and Cvent prospecting tools.
Desire to progress within the hospitality industry.
Sales & Marketing certification.
Prior hotel sales and marketing experience.

Responsibilities

Oversee the direct Sales function and the accuracy and effectiveness of written communications from Sales Managers, Leisure & Business Transient Sales Managers, and Coordinators, including proposals, contracts, site tour communications, Cvent listings, marketing communications, tradeshows, and customer events.
Direct strategic group sales efforts to maximize group rooms, food, beverage, and ancillary revenue production.
Direct leisure and business transient sales efforts and identify and grow key accounts in these segments.
Lead the group and business transient sales team to achieve budget and booking-pace goals.
Support sales managers and optimize the return on investment of site visits and their closure ratios.
Use company resources and conduct regular strategic account management reviews with group, catering, and business transient sales teams.
Evaluate group booking pace, backlog, rate yielding, and conversion to identify revenue opportunities and performance risks.
Work with sales managers to develop targeted strategies for assigned market segments and ensure accounts are mapped, maintained, and managed according to their quality and potential.
Respond to clients in a timely manner and promote effective communication, creative proposals, and strong time management.
Engage in CT Synergy lead-sharing programs and participate in relevant CT Affinity Teams, including the DOS Affinity Team.
Conduct daily business review meetings and monthly sales meetings with Revenue Management.
Use relevant industry reports and business intelligence to develop strategies that improve group bookings.
Assess the sales team’s training and development needs, provide or recommend learning resources, and mentor direct reports toward their professional goals.
Provide internal updates on business volume and future forecasts.
Interview sales candidates, identify qualified internal and external sales professionals, and maintain a talent bank in conjunction with corporate efforts.
Represent the hotel in the local community and attend relevant chamber, bureau, and industry association meetings and events.
Support creative client site inspections and maintain knowledge of competitors’ products.
Oversee group and transient booking contracts and agreements, managing risk to support hotel profitability.
Drive Sales Intensity and attainment of direct sales activity goals.
Coordinate regularly with Convention Services, Revenue Management, Reservations, and Marketing to integrate sales and revenue management efforts.
Meet weekly with the Director of Sales & Marketing to review progress and adjust strategies to market changes.
Contribute to required reports and analysis.
Assist with the monthly rooms forecast, annual rooms budget, and sales and marketing expense budget.
Facilitate monthly bookkeeping, checkbook management, and invoice processing for the Group and Transient Sales Department.