Senior Area Director of Sales

Lodging Dynamics•Provo, UT

About The Position

The Senior Area Director of Sales leads revenue generation and Sales strategy across multiple hotel properties within a designated area. This role provides leadership and oversight to Area Directors of Sales and property-level Sales leaders within the assigned area, while driving Sales operations, developing market penetration strategies, and enhancing performance across diverse markets.

Requirements

Bachelor's degree from an accredited university or equivalent in related field.
A minimum five (5) years of experience in related field required.
A minimum three (3) years of supervisory experience in a multi-property or area leadership role required.
Ability to lead leaders and develop bench strength.
Ability to drive accountability and performance across multiple teams and markets.
Proficient in time management; the ability to effectively organize and manage multiple priorities.
Willingness to travel within assigned territory, sometimes including overnight stays.
Comfortable with irregular schedules, ability to work effectively across multiple time zones and markets.
Strategic thinker with proven success in multi-property sales leadership roles.
Strong understanding of hotel revenue management principles and distribution channels.
Proven track record of exceeding revenue goals and managing complex sales portfolios.
Exceptional communication skills.
Emotional intelligence and interpersonal skills, with the ability to build strong working relationships with team members at all levels.
Skilled in building and motivating a team, fostering a collaborative environment and inspiring high performance.
Proven success managing remote teams.
Analytical and problem-solving skills.
Strong focus on accuracy and precision.
Performs well with frequent interruptions and/or distractions.
Understands how to develop and implement business strategies.
Ability to interpret and create policies, procedures, and manuals.
Able to communicate appropriately and effectively with all levels of management and external stakeholders.
Ability to effectively listen, understand, and resolve challenges and concerns from management, team members, and/or customers (internal/external).
Exceptional interpersonal skills to include coaching, counseling, and mentoring.
Able to identify and seize revenue-generating opportunities while effectively managing costs and resources.
Visionary mindset, capable of developing and executing a comprehensive business strategy that aligns with brand identity and exceeds guest expectations.
Knowledge of key industry trends, best practices, regulations, and the current industry landscape.
Proven ability to drive revenue growth, optimize costs, and achieve financial targets.
Able to engage diplomatically and effectively with third party operators and owners, empathizing, and reacting appropriately to partner feedback and helping resolve issues where necessary.
Proficient in negotiations.
Proficient in public speaking.
Ability to adjust effectively to evolving work environments and shifting customer (internal/external) requirements.
Able to maintain a positive and professional working environment.
Fosters a culture of excellence.
Able to work effectively in a culturally diverse environment and support diversity and inclusion within the organization.
Basic math skills.
Proficient in Google Docs/Microsoft Word.
Proficient in Google Sheets/Microsoft Excel.
Proficient in Google Slides/Microsoft PowerPoint.
Proficient in Gmail/Microsoft Outlook.
Proficiency in hotel property management systems and sales platforms.
Proficient in Delphi FDC.
This position requires the capability to understand and follow both oral and written directions, as well as the ability to communicate effectively with others in English and interact successfully with internal and external customers.

Responsibilities

Develops and leads the execution of comprehensive Sales strategies across an assigned area of hotel properties to drive revenue growth, market share, and profitability.
Provides strategic direction, leadership, and oversight to Area Directors of Sales and property-level Sales leaders within the designated area.
Establishes and monitors revenue goals, occupancy targets, and ADR objectives for each property.
Analyzes market trends, competitive landscape, and demand patterns to optimize pricing and positioning strategies.
Leads monthly business reviews and quarterly strategic planning sessions with property management teams.
Oversees Sales teams across three or more hotel locations, providing leadership, coaching, training, and performance management.
Coaches, mentors, and develops Area Directors of Sales and other Sales team members to strengthen leadership capability, accountability, and bench strength.
Coordinates Sales efforts across properties to maximize group bookings and expand corporate account opportunities.
Implements standardized Sales processes, reporting systems, and best practices across assigned properties.
Fosters collaboration and knowledge sharing between property Sales teams.
Identifies and develops new market segments, corporate accounts, and group business opportunities to drive growth.
Maintains and expands relationships with key clients, travel partners, and industry stakeholders.
Represents the Company at trade shows, networking events, and industry conferences.
Negotiates major group contracts and corporate rate agreements across the portfolio.
Tracks and analyzes Sales performance metrics, including conversion rates, pipeline development, and revenue per available room.
Prepares and presents comprehensive Sales reports to General Managers, ownership groups, and executive leadership.
Conducts regular scheduled property visits to evaluate Sales effectiveness and provide hands-on leadership support.
Implements corrective action plans when properties fall short of performance targets.
Attendance is a key component of this position.
Maintains a professional appearance in accordance with Company standards; wears the appropriate uniform or attire.
Maintains open and effective communication with team members and management.
Attends and participates in team meetings.
Adheres to established safety and emergency procedures and protocols, this includes Company, federal, and state specific regulations and guidelines.
Completes all required Company training/compliance courses as assigned.
Adheres to Company standards and maintains compliance with all policies and procedures.
Performs other related duties and responsibilities as assigned.