Director of Sales

Hotel Polaris at US Airforce Academy•Colorado Springs, CO

12d•$120,000 - $140,000

About The Position

The Director of Sales leads the hotel’s direct sales strategy and Group Sales team, serving as the strategic business leader of the property’s Sales department. Reporting to the Director of Sales & Marketing, this position oversees the development and implementation of departmental strategies, supports the brand’s service strategy and initiatives, and ensures direct sales meet target customer needs while contributing to employee satisfaction, revenue growth, and strong financial performance. The role oversees group, catering, leisure, and business transient sales, along with the direct sales budget and sales team performance. It calls for strategic vision, financial planning, communication, and people leadership. The Director of Sales works across hotel departments and with the local community to achieve sales goals, manage accounts and contracts, develop employees, and respond to market conditions.

Requirements

College graduate or equivalent industry experience.
5–7 years of experience in a senior Sales & Marketing department role, preferably in the luxury hotel segment and at a property with more than 25,000 square feet of meeting space.
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

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 sales communications, including proposals, contracts, site-tour communications, Cvent listings, marketing communications, tradeshow materials, and customer-event materials.
Lead strategic group sales efforts to maximize group rooms, food and beverage, and ancillary revenue.
Lead leisure and business transient sales efforts, identifying and growing key accounts in collaboration with the Leisure & Business Transient Sales Manager.
Lead the group and business transient sales team to meet budget and booking-pace goals.
Support sales managers and optimize the return on investment and closure rates of site visits.
Use company resources and review their use regularly with group, catering, and business transient sales teams as part of strategic account management.
Monitor booking pace, backlog, rate yielding, and conversion to identify performance risks and revenue opportunities.
Work with individual sales managers to develop and implement strategic plans for assigned market segments.
Ensure new and existing accounts are mapped and maintained, with account-management effort aligned to account quality and potential, including within the Director’s assigned market segments.
Respond to clients promptly and provide creative proposals, effective time management, and clear communication with customers and hotel colleagues.
Participate in and leverage CT Synergy lead-sharing programs.
Conduct daily business review meetings and monthly sales meetings with Revenue Management.
Participate in relevant CT Affinity Teams and engage in the DOS Affinity Team as a thought leader and innovator.
Interpret relevant industry reports and use business intelligence to develop strategies that increase group bookings.
Assess sales-team training and development needs, provide or recommend training 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 candidates, and maintain a talent bank in coordination with CT corporate efforts.
Maintain visibility in the local community and attend appropriate chamber, bureau, and industry-association events.
Support creative client site inspections with the sales team.
Maintain knowledge of competitors’ products.
Oversee group and transient booking contracts and agreements, managing risk to support hotel financial success and profitability.
Drive Sales Intensity and attainment of direct sales activity goals.
Coordinate regularly with Convention Services, Revenue Management, Reservations, and Marketing, integrating sales with their sales and revenue-management efforts.
Meet weekly with the Director of Sales & Marketing to review progress, respond to market changes, and adjust strategies.
Contribute to required reports and analyses.
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.