Director of Sales

OTH Hotels Resorts•Frankfort, KY

About The Position

The Director of Sales leads the property’s sales strategy and execution across proactive and reactive sales efforts, business development, and account management to drive revenue growth, strengthen market share, and support profitability. The role aligns sales activity with the property’s business plan, revenue strategy, brand positioning, and ownership goals, while maintaining a consistent customer experience from prospecting through booking and turnover. The Director manages daily, weekly, and monthly sales processes, including prospecting, account management, pipeline development, booking pace, competitive analysis, and forecasting support. Close collaboration with Revenue Management, Operations, and Catering/Event teams ensures alignment between sales strategy and operational execution. Success is measured by revenue production, pace against budget, conversion rates, account growth, and client retention.

Requirements

Minimum of five years of progressive experience in catering sales, event planning, or food and beverage operations.
Demonstrated experience in forecasting, contracting, and event management.
Strong consultative selling and relationship management skills.
Ability to analyze market data, pacing, and performance metrics to drive strategy.
Excellent written and verbal communication skills for proposals, contracts, and client interactions.
Strong organizational and time-management skills, including the ability to manage multiple priorities.
Proficiency with CRM systems, RFP platforms such as CVENT, and Microsoft Office.
Strong negotiation and problem-solving skills.
Ability to work in a fast-paced environment, including evenings and weekends as needed.
Ability to travel locally for client appointments, networking, and site visits; occasional overnight travel for trade shows or market visits may be required.
Ability to move throughout the property or venue during site inspections and events, stand and walk for extended periods during event days, and lift and carry light materials as required.

Nice To Haves

Four-year college degree in Business, Marketing, Hospitality Management, or a related field, or an equivalent combination of education and experience.
Prior leadership experience managing teams and overseeing event execution.
Demonstrated leadership abilities, including coaching, accountability, and team development.

Responsibilities

Advocate the Open Door Policy through clear, calm, and direct communication in accordance with OTH Hotels Resorts guidelines.
Lead the property’s sales strategy across group, corporate, and specialty segments to achieve budgeted revenue goals.
Manage the sales pipeline from lead generation through booking, turnover, and post-stay follow-up to encourage repeat business and referrals.
Partner with Revenue Management to align pricing, inventory strategy, and demand periods.
Achieve revenue targets through proactive prospecting, account management, and strategic selling.
Oversee and coach the sales team, if applicable, including goal setting, performance management, training, and development.
Build and maintain relationships with key accounts, planners, and community partners across target segments.
Monitor competitor activity, market trends, and demand patterns and adjust sales strategies accordingly.
Establish segment strategies and targeted account plans across revenue streams.
Pursue new business through prospecting, local market engagement, and industry networking.
Develop and execute a strategic sales plan aligned with the hotel’s budget, need periods, and growth objectives.
Maintain an active schedule of client appointments, site visits, outside sales calls, and networking events.
Work with marketing resources to support lead generation and positioning.
Define and enforce standards for qualifying, prioritizing, responding to, and following up on leads and RFPs.
Ensure proposals are customized, accurate, and aligned with operational capabilities and pricing strategy.
Oversee client communications throughout the sales cycle.
Negotiate pricing, concessions, and contract terms while protecting profitability.
Ensure proper contract execution, including deposits, payment schedules, and attrition and cancellation clauses.
Collaborate with leadership on high-risk or non-standard agreements to support compliance and mitigate risk.
Partner with Catering/Event teams to ensure clear expectations and accurate documentation during business turnover.
Collaborate with Operations on service delivery, group needs, and guest experience.
Support Food & Beverage and ancillary revenue opportunities through effective group and event positioning.
Monitor client satisfaction and promptly address concerns.
Produce and communicate accurate weekly and monthly sales forecasts, including group pace, transient production, and key performance indicators.
Maintain accurate pipeline and account data in CRM systems.
Provide leadership with insights on booking trends, need periods, and performance opportunities.
Track and report conversion rates, production by segment, and account performance.
Perform special projects and other responsibilities as assigned.