Director of Sales

Schulte Companies • Carmel-By-The Sea, CA

4d

About The Position

Schulte Hospitality Group is seeking a dynamic, service-oriented Director of Sales to lead hotel sales efforts. The role supports the company’s service culture and requires effective team leadership, communication, market awareness, and a focus on customer loyalty and revenue growth. The Director of Sales works with hotel operations, revenue management, and regional and national sales partners to develop strategies, pursue business, monitor performance, and plan marketing and budgets. The position requires flexible work hours that may include evenings, weekends, and holidays, as well as travel as needed.

Requirements

• Bachelor’s degree in Hotel Administration, Business, or Marketing.
• At least 5 years of progressive hotel sales experience with leadership responsibilities.
• Strong analytical skills related to impact on hotel revenues.
• Ability to communicate effectively verbally and in writing.
• Strong interpersonal skills.
• Strong understanding of revenue management principles.
• Proficiency in Microsoft Office, particularly Excel, Word, and Outlook.
• Ability to travel as needed.
• Flexible work hours that may include evenings, weekends, and holidays.

Responsibilities

• Promote teamwork through positive leadership and clear communication among co-workers.
• Provide pricing guidance to sales staff and review and approve special corporate negotiated rates.
• Develop working knowledge of hotel operations, including food and beverage, guest services, and reservations.
• Maintain knowledge of and ensure adherence to company sales policies and standard operating procedures.
• Grow customer loyalty and account share by delivering service excellence throughout customer experiences.
• Provide guidance for annual RFP season to National Sales, with support from the General Manager and/or Regional Director of Sales and National Sales.
• Ensure solicitation, closing, and customer communications are completed and documented for the team.
• Identify and pursue new and repeat business through prospecting calls, visits, site tours, lunches, and networking events.
• Maintain market awareness to anticipate revenue opportunities and set proactive strategies.
• Analyze sales and revenue management reports to identify trends and future demand opportunities.
• Monitor pricing, MAR, and other minimums to ensure pricing is appropriate to inventory, sales and revenue strategies, and market demand.
• Participate in revenue and expense forecasting.
• Conduct ongoing competitor price and product analysis to support appropriate rate positioning and product offerings.
• Conduct weekly and monthly market-share analysis and implement strategies with the Regional Director of Sales, Regional Director of Revenue Management, and General Manager.
• Recommend and implement hotel sales programs and track return on investment.
• Initiate collateral and online marketing efforts, including printed sales collateral, direct mail, discount promotions, email marketing, and website presence, and track return on advertising and marketing spend.
• Prepare annual marketing, business, and budget plans.
• Set and monitor team member goals, including weekly sales activities and monthly, quarterly, and yearly room-night and revenue goals.
• Abide by Prime Time Selling hours.
• Perform other job-related duties as assigned.

Benefits

• Daily Pay, allowing associates to get paid today for work today.
• Free telemedicine and virtual mental health care access for all associates starting day one.
• Multiple health insurance and life insurance options.
• 401(k) plan with company match.
• Paid parental leave.
• Paid time off for eligible associates in accordance with company policy.
• Holiday pay.
• Pet insurance.
• Employee Assistance Program.
• Schulte Savings Marketplace discounts, including event tickets, electronics, and gym memberships.
• Flexible work environment and opportunities for career growth.

What This Job Offers

• Job Type: Full-time
• Career Level: Director