Director of Travel Industry & Leisure Sales

HEI Hotels and Resorts•West Hollywood, CA

9d•Onsite

About The Position

The Director of Entertainment Sales is responsible for the strategic leadership, development, and execution of all sales initiatives related to the Entertainment market segment, including both group and transient revenue. This position serves as the hotel's subject matter expert and primary relationship leader for entertainment industry accounts, including film and television studios, streaming platforms, production companies, record labels, talent and management agencies, public relations firms, touring professionals, and entertainment executives. The Director of Entertainment Sales is accountable for maximizing market share, driving top-line revenue growth, cultivating high-value industry relationships, and positioning the hotel as the premier choice for entertainment-related travel, events, and productions. This role requires a highly connected hospitality sales professional with a deep understanding of entertainment industry travel patterns, production cycles, agency partnerships, award season activity, and luxury lifestyle hospitality.

Requirements

Minimum 5-7 years of progressive hotel sales experience.
Minimum 3 years selling directly into the entertainment industry.
Demonstrated success managing both group and transient revenue streams.
Proven ability to achieve aggressive revenue targets.
Strong negotiation, presentation, and relationship management skills.
Experience working within luxury, lifestyle, or upscale hotel environments.
Proficiency with hotel sales platforms, CRM systems, and revenue analysis tools.
Existing network of entertainment industry contacts.
Experience selling within the West Hollywood, Beverly Hills, Hollywood, or greater Los Angeles markets.
Experience working with luxury lifestyle brands.
Knowledge of production travel logistics and entertainment contracting practices.
Experience developing strategic partnerships with major studios, agencies, and media companies.

Responsibilities

Develop and execute a comprehensive annual entertainment sales strategy aligned with hotel revenue objectives.
Serve as the property's lead strategist for all entertainment market business.
Identify emerging opportunities within film, television, music, streaming, gaming, media, and content production sectors.
Establish quarterly and annual action plans.
Represent the hotel within the entertainment community and maintain a strong industry presence.
Provide market intelligence and strategic recommendations to executive leadership.
Own and achieve entertainment segment revenue goals across group, transient, and related ancillary revenues.
Maximize room night production, ADR, and overall profitability from entertainment accounts.
Secure preferred partnerships and negotiated rate agreements with key entertainment organizations.
Develop creative strategies to increase market share within the competitive West Hollywood and Los Angeles hospitality markets.
Partner closely with Revenue Management to optimize pricing, inventory, and production opportunities.
Drive group business opportunities.
Lead contract negotiations and ensure profitable deal structures.
Coordinate closely with Catering, Events, and Operations teams to ensure flawless execution.
Maintain visibility throughout the sales cycle from prospecting through post-event evaluation.
Develop and manage preferred transient agreements.
Increase year-round transient room night production.
Manage key account relationships and production performance.
Identify opportunities surrounding production schedules, award season, premieres, and major entertainment events.
Establish and maintain executive-level relationships throughout the entertainment industry.
Conduct regular client visits, site inspections, sales presentations, and networking engagements.
Become recognized as a trusted hospitality partner within the entertainment community.
Ensure high guest satisfaction and long-term client retention.
Proactively address client issues and protect account relationships.
Attend industry events, networking functions, industry conferences, premieres, and association meetings.
Promote the hotel's brand within entertainment circles.
Partner with marketing on entertainment-focused campaigns and promotional initiatives.
Leverage personal industry relationships to create new business opportunities.
Prepare monthly, quarterly, and annual revenue forecasts.
Analyze account performance, booking pace, market conditions, and competitive trends.
Deliver detailed production reports and strategic recommendations to senior leadership.
Maintain accurate sales activities, pipelines, and account information within CRM systems.