Director of Sales

Nara Hotels, Inc.•Anaheim, CA

About The Position

The Director of Sales owns the end-to-end sales lifecycle across Nara Hotels’ multi-property portfolio, from market analysis and prospecting through negotiation, contracting, execution, and account growth. This is a centralized, portfolio-level role rather than a single-property position. The Director sets sales strategy for each hotel, maintains a personal book of business in key segments, and develops the pipeline discipline, reporting cadence, and sales culture needed to support repeatable revenue performance as the portfolio grows. Nara Hotels is a family-owned Southern California hotel investment and management company with branded select-service and extended-stay properties in the Los Angeles and Anaheim resort markets. Its hotels operate under Hyatt, Hilton, and IHG brands, and the company is continuing to grow through acquisitions. The position is based in Southern California and involves regular travel across the portfolio.

Requirements

At least 5 years of progressive hotel sales experience, including multi-property, cluster, or area responsibility.
A record of measurable production in negotiated corporate, group, and extended-stay segments at branded select-service or extended-stay hotels.
Working fluency in major brand sales systems, such as Hyatt, Hilton, IHG, and/or Marriott platforms.
Strong Excel and reporting skills.
Based in Southern California and able to travel regularly across the portfolio.
Valid driver’s license.
Self-directed, able to build structure without waiting for direction.
Detail-oriented, with excellent follow-up and communication skills.
Collaborative and low-ego, earning trust through reliability.
Calm and decisive in a fast-moving, high-accountability environment.

Responsibilities

Build an annual sales plan for each property, including segment mix targets, key account strategy, deployment, and action calendars, in partnership with revenue management.
Maintain knowledge of each hotel’s competitive set and demand drivers, and recommend pricing, product, and service adjustments to remain competitive.
Prospect, qualify, and convert new business in negotiated corporate (LNR), group, extended-stay, and business travel segments.
Manage annual RFP season for all properties, from solicitation through rate loading and audit.
Lead site tours, proposals, negotiations, and contracting; manage group business from lead through pickup, cutoff, and post-event follow-up.
Own senior relationships with key portfolio accounts, conduct regular production reviews, and manage re-solicitation cycles.
Grow existing account share through cross-property selling across the portfolio.
Enforce pipeline and CRM discipline across brand sales platforms and maintain accurate traces, notes, and account records.
Produce weekly portfolio sales reporting on pipeline status, group pace and pickup, negotiated account production, and outreach activity.
Build sales culture at the property level and coach General Managers, AGMs, and front office teams on lead capture and conversion.
Partner with marketing on demand generation and with revenue management on mix, pricing, and displacement decisions.
Develop top-line budgets with ownership, contribute to monthly forecasts, and explain variances against plan.