Director of Sales - Dana Point, CA (140) | Sign-On Bonus Opportunity

Five-Star AudioVisual•Dana Point, CA

2d•$110,000 - $115,000

About The Position

Five-Star AudioVisual is a privately owned audiovisual company serving the luxury hospitality market. It partners with premier hotels, resorts, and event venues to provide event technology for meetings, conferences, and live events. The Director of Sales leads the venue sales organization and drives revenue growth through strategic planning, consultative selling, client relationship development, and hotel partnership management. The role provides direction to the sales team and works closely with hotel leadership, event production teams, and company leadership to strengthen venue performance and Five-Star AudioVisual’s position as the preferred event technology partner. The Director of Sales leads venue sales activities and develops strategies to increase revenue, profitability, client retention, and market share. This includes overseeing Sales Managers and Sales Coordinators, developing sales plans and targets, managing key accounts, coaching staff, supporting complex proposals and negotiations, and collaborating with hotel and operational teams to deliver a seamless client experience. The role also analyzes business performance, supports forecasting and budgeting, and represents the company with clients, hotel partners, vendors, and industry professionals. The position operates in a luxury hotel or resort where Five-Star AudioVisual is the exclusive audiovisual partner.

Requirements

At least 7 years of sales, hospitality, audiovisual, event technology, or related industry experience.
At least 3 years of leadership experience managing sales professionals.
Proven success leading revenue-generating teams and achieving sales objectives.
Demonstrated success managing strategic accounts and high-value client relationships.
Strong background in consultative selling, solution selling, and business development.
Experience using photo-based selling methodologies and visual sales presentations.
Strong leadership, coaching, and team development abilities.
Excellent presentation, negotiation, and communication skills.
Strong financial acumen and understanding of profitability metrics.
Ability to analyze business performance and develop strategic action plans.
Strong organizational, decision-making, and problem-solving skills.
Professional, client-focused attitude and appearance.
Authorization to work in the United States.
Knowledge of strategic sales planning, revenue forecasting and budgeting, business development, consultative and photo-based selling, sales coaching, pipeline and opportunity management, pricing, and profitability management.
Familiarity with CRM systems and Microsoft Office Suite.
Knowledge of hotel sales and catering processes, convention services, client relationship management, event planning and logistics, venue operations, customer experience, and event production workflows.
Audiovisual knowledge covering audio systems, video, LED and projection, lighting, staging and scenic solutions, streaming and hybrid events, presentation management, production design, and event technology trends.

Responsibilities

Lead venue sales efforts to achieve revenue, profitability, and growth objectives.
Develop and execute strategic sales plans aligned with company and venue goals; establish targets, monitor performance, and hold the sales team accountable.
Identify market opportunities and drive revenue growth, market share, new business, repeat business, and client retention.
Evaluate sales metrics and implement action plans; support forecasting, budgeting, and revenue planning.
Partner with operational leadership to maximize profitability while maintaining exceptional client experiences.
Lead, coach, and develop Sales Managers, Senior Sales Managers, and Sales Coordinators; conduct performance reviews and development discussions.
Support recruiting, onboarding, succession planning, and talent development, and develop future sales leaders.
Maintain relationships with key clients, repeat customers, agencies, meeting planners, and hotel stakeholders; participate in high-level meetings, negotiations, and strategic discussions.
Serve as an executive-level resource for large-scale and high-profile opportunities and strengthen retention through proactive relationship management.
Champion consultative and photo-based selling; train and coach sales staff in visual presentations, event photos, renderings, and storytelling.
Oversee complex audiovisual proposals and event technology recommendations; review major quotes and proposals for accuracy, profitability, and alignment with client objectives.
Assist with large-scale opportunities, RFPs, strategic presentations, and contract negotiations.
Support solution design involving audio, video, lighting, staging, LED, streaming, scenic, and production technologies, ensuring proposals are operationally feasible and financially responsible.
Develop relationships with hotel executive leadership, sales teams, convention services, and catering departments; participate in leadership meetings, site inspections, and business reviews.
Collaborate with hotel partners to identify revenue opportunities and support venue growth, market penetration, and client retention.
Analyze venue performance, sales trends, forecasts, and customer metrics; use reporting and business data to inform decisions and identify opportunities to improve efficiency, conversion, and profitability.
Monitor competitive activity and industry trends and support annual business planning and strategic growth initiatives.
Collaborate with event production and operational leadership, Event Managers, and Production Managers to support successful event execution and alignment between sales and operations.
Uphold company values, ethics, policies, and service standards, and represent Five-Star AudioVisual professionally with clients, hotel partners, vendors, and industry professionals.