Director of Sales

LR PALM HOUSE LLC•Palm Beach, FL

6d•Onsite

About The Position

Palm House in Palm Beach, Florida, is seeking an accomplished Director of Sales with sales leadership experience in an ultra-luxury hotel or resort. Reporting to the General Manager, this leader will set and execute sales strategy, lead the sales team, and develop lasting client and partner relationships to drive profitable growth while protecting the hotel’s positioning, rate integrity, and reputation for personalized service. The Director of Sales leads business development across groups, corporate and business travel, leisure, local business, catering, meetings and events, and luxury consortia. The role includes building demand during Value Season (May through October, particularly July through October), as well as securing new accounts, growing existing relationships, managing the sales pipeline, and representing Palm House in Palm Beach and feeder markets. The position oversees group and catering sales, proposals, contracts, negotiations, and sales-to-operations coordination. It works closely with revenue, marketing, food and beverage, culinary, and operational leaders to support commercial performance and distinctive guest experiences. The Director prepares forecasts, budgets, and sales reports; monitors market and account performance; manages departmental expenses; and uses CRM, hotel sales, catering, and reporting systems to guide activity. The role combines strategic leadership with hands-on selling, including prospecting, account management, client meetings, site tours, presentations, and closing business. The Director trains and develops the sales team, models discretion and emotional intelligence, and upholds Palm House’s luxury hospitality expectations and Forbes service standards. Business travel, local sales calls, networking, and occasional evening, weekend, and holiday commitments are required.

Requirements

Previous sales leadership experience within an ultra-luxury hotel or resort is required.
Proven success as a Director of Sales or accomplished Associate Director of Sales with demonstrated readiness to lead the department.
A measurable record of winning new business, growing strategic accounts, achieving revenue goals, and developing successful sales teams.
An established network among luxury travel advisors, consortia partners, corporate decision-makers, meeting planners, and premier wedding and event planners.
Strong understanding of discerning travelers and high-net-worth and ultra-high-net-worth clientele.
Exceptional relationship-building, networking, negotiation, presentation, and account-management skills.
Strong knowledge of hospitality sales, revenue generation, market analysis, and business development across multiple segments.
Experience with group and catering sales, including proposals, contracts, negotiations, and operational coordination.
Proficiency with CRM platforms, hotel sales systems, Microsoft Office, digital presentations, and professional networking tools.
Ability to interpret sales data and translate findings into clear priorities and measurable action.
Ability to lead, coach, and motivate a sales team while remaining actively involved in prospecting, account management, and closing business.
Strong written and verbal communication, persuasive presentation skills, organization, attention to detail, responsiveness, and consistent follow-through.
Emotional intelligence, discretion, sound judgment, professional polish, and confidence working with clients, colleagues, hotel leadership, and ownership.
Collaborative approach and commitment to Palm House’s luxury hospitality expectations and Forbes service standards.
Availability for business travel, local sales calls, networking events, and occasional evening, weekend, and holiday commitments.
Ability to sit, stand, and walk for extended periods, including during property tours and client events; occasionally lift and carry up to 25 pounds; and travel locally and to designated business-development events as needed.
Ability to perform the essential functions of the position, with or without reasonable accommodation.

Nice To Haves

Knowledge of Palm Beach and South Florida; relationships in key domestic and international feeder markets are highly valued.
A degree in hospitality, business, marketing, or a related field; equivalent relevant experience is welcome.

Responsibilities

Develop and execute strategic sales plans to achieve revenue, occupancy, profitability, and market-share goals.
Lead sales efforts across group, corporate, leisure, business travel, catering, meetings and events, and luxury consortia business.
Identify and secure new accounts and partnerships, develop target markets, and convert opportunities into contracted business.
Build Value Season demand, particularly from July through October, through groups, executive offsites, exclusive hires, weddings, and celebrations while protecting peak-season rates.
Maintain a qualified sales pipeline with clear next steps, consistent follow-through, and accountability for conversion.
Grow existing accounts through relationship management, repeat business, referrals, and strategic cross-selling.
Establish measurable sales priorities with hotel leadership and adjust strategies when performance falls short of agreed goals.
Build relationships with luxury travel advisors, consortia partners, corporate accounts, meeting planners, wedding planners, community partners, and high-net-worth clientele and their representatives.
Maintain an active presence in Palm Beach and feeder markets through networking, sales calls, client visits, and industry engagement.
Represent Palm House at trade shows, luxury travel events, community functions, and business-development opportunities.
Conduct personalized site tours, client meetings, presentations, and familiarization visits; develop relevant proposals based on client preferences and business needs.
Oversee group and catering sales strategy to align opportunities with property positioning, operational capabilities, and financial objectives.
Develop business for private celebrations, weddings, corporate gatherings, executive retreats, and exclusive-use experiences.
Guide the preparation of compelling proposals and accurate contracts, ensuring timely responses and appropriate approvals.
Lead key negotiations while balancing client expectations, rate integrity, profitability, and sound business judgment.
Coordinate with Food & Beverage, Culinary, and Operations on distinctive experiences and clear, accurate sales-to-operations handoffs.
Maintain senior-level involvement with key clients and high-profile events throughout the sales process.
Partner with the Director of Revenue and operational leaders to evaluate opportunities and maximize hotel performance.
Prepare accurate sales reports, forecasts, and budgets; analyze booking pace, pipeline, conversion, account production, and revenue against goals.
Monitor market trends, competitor activity, and industry developments to identify opportunities and respond effectively.
Use CRM systems, sales and catering platforms, hotel systems, reporting tools, digital prospecting, and professional networking platforms to manage and strengthen sales activity.
Ensure reliable account records, current pipeline information, documented activity, and timely follow-up.
Manage departmental expenses and sales activities within the approved budget.
Lead, train, coach, and develop the sales team while remaining personally involved in prospecting, account management, and closing business.
Set clear expectations for revenue production, account growth, responsiveness, conversion, and ownership of outcomes.
Model emotional intelligence, discretion, collaboration, and sound judgment in client and colleague interactions.
Partner with Marketing and public relations teams on campaigns, partnerships, and initiatives supporting commercial priorities.
Uphold Palm House’s luxury hospitality expectations and Forbes service standards throughout the client journey.
Participate in leadership meetings, operational planning, and other job-related responsibilities assigned by the General Manager.