Director of Sales

Hersha Hospitality Management LP•Washington, DC

About The Position

The Director of Sales is responsible for the leadership, strategic planning, and execution of all sales and marketing activities. This role focuses on driving RevPAR (Revenue Per Available Room), market share (STR index), and total revenue by managing the sales team, developing key accounts, and maintaining a strong presence in the local corporate and group markets.

Requirements

Experience: 5+ years of progressive hotel sales experience, with at least 2 years in a leadership role (Director of Sales or Senior Sales Manager).
Education: Bachelor’s degree in Hospitality Management, Business, or a related field.
Skills: Advanced negotiation and contract management skills. Proficiency in data analysis (STAR, Hotelligence). Strong presentation skills for ownership and corporate reviews.

Responsibilities

Strategic Sales Leadership
Revenue Generation: Develop and execute an annual marketing plan and sales budget for both properties to meet or exceed revenue goals.
Market Analysis: Monitor the competitive set (Comp Set) using STAR reports and market intelligence to adjust pricing and sales strategies.
Synergy Management: Identify opportunities to cross-sell between the two properties to capture various price points or capacity needs.
Account Management & Prospecting
Direct Selling: Maintain a personal "high-value" account portfolio while actively prospecting for new Corporate Negotiated (CN) and Group business.
RFP Management: Lead the annual RFP (Request for Proposal) process for corporate accounts, ensuring both hotels are positioned competitively.
Community Engagement: Represent the hotels at local Chamber of Commerce, CVB (Convention and Visitors Bureau), and industry networking events.
Team Development & Operations
Mentorship: Recruit, train, and coach sales managers or coordinators across both sites, fostering a high-performance sales culture.
Revenue Meetings: Lead weekly revenue strategy meetings with General Managers and Revenue Managers to align on displacement analysis and inventory control.
Compliance: Ensure all sales activities and contracts adhere to brand standards and ownership requirements.