Corporate Director of Sales

JOB DESCRIPTION

Job Title: Corporate Director of Sales

Department: Sales & Marketing

Supervision Exercised: Oversight of sales and catering leaders and teams at assigned HRIL hotels.

Supervision Received: Vice President of Sales

JOB SUMMARY

The Corporate Director of Sales provides strategic leadership and oversight of sales and catering teams at assigned hotels, driving achievement of approved revenue budgets, sales production goals, and market-share objectives. This position mentors, develops, and holds hotel sales leaders accountable for executing effective sales strategies and maintaining company standards. Working closely with the Vice President of Sales, General Managers, Revenue Management, Marketing, Operations, and brand partners, the Corporate Director analyzes financial results, sales performance, and market intelligence to guide business decisions, identify revenue opportunities, and implement corrective actions. The role requires regular property visits to evaluate execution, coach teams, strengthen customer relationships, and improve hotel performance.

MINIMUM REQUIREMENTS

Experience

· Bachelor’s degree in Hotel Administration, Marketing, or Business/Finance preferred

· Graduate degree, e.g., MBA or related degree preferred.

· 10 or more years of progressive hospitality sales leadership experience, including demonstrated success leading sales teams, achieving revenue goals, and developing hotel sales leaders. Multi-property, multi-brand, and multi-market experience preferred.

Skills and Knowledge

· Strong knowledge of hotel group sales, business travel, catering sales, and account development, with an understanding of how revenue management and marketing support profitable revenue growth.

· Demonstrated ability to lead and coach sales teams, develop strategic sales plans, interpret financial and sales performance data, prioritize business needs, and communicate clear recommendations and expectations.

· Proficiency in sales and catering systems, customer relationship management platforms, brand sales tools, market intelligence resources, and reporting applications, with the ability to translate data into actionable business decisions.

JOB DUTIES

· Drive achievement of approved rooms and catering revenue budgets, sales production goals, and market-share objectives at assigned hotels. Identify performance gaps and ensure timely execution of corrective action plans.

· Provide leadership and oversight of sales and catering teams at assigned hotels, establishing clear priorities, performance expectations, and accountability for results.

· Identify successful sales strategies and practices, evaluate their results, and share applicable approaches across assigned hotels and brands.

· Partner with the Vice President of Sales, Operations, Food & Beverage, General Managers, Revenue Management, Area Directors of Sales, and Marketing to align sales strategies with hotel revenue and profitability objectives.

· Lead the development and execution of hotel sales action plans, including target accounts, market segments, need periods, sales deployment, and measurable objectives. Review progress and adjust strategies based on results.

· Provide functional and business expertise and strategic perspective to develop and implement sales strategies to meet or exceed the target metrics and provide a ROI.

· Manage through people and processes utilizing reliable tools, and leveraging resources of the brands and company.

· Be a liaison for the property sales, catering, and conference service teams in delivering key corporate sales initiatives through clear on-going communication.

· Assign clear accountability, provide both the authority and resource, and monitor implementation to assure success and results.

· Develop franchise relationships as it relates to the sales, catering, and marketing disciplines ensuring that those brand relationships are built as ongoing partnerships.

· Hire, retain and continually develop diverse, high-caliber talent that makes a strong positive impact on the organization.

· Conduct regular coaching and performance reviews with hotel sales leaders. Evaluate team capabilities, identify development needs, and partner with General Managers and Human Resources on performance improvement and corrective action when expectations are not met.

· Transfer functional knowledge and develop sales and marketing skills of other discipline managers.

· Continually pursuing learning and self-development opportunities to enhance personal and professional growth. Keep abreast of newest trends and innovations in the sales and catering industry. Share those learning’s with corporate and property sales professionals.

· Possess a working understanding of financial and development opportunities. Must be able to evaluate pro-forma forecasts.

· Experience evaluating business trends and developing and successfully implementing new business programs and strategies that enhance multi-unit business performance. Demonstrated success in evaluating risks and developing proactive strategies and plans to mitigate business issues.

· Knowledgeable in managing owner relations.

· Analyze financial statements, revenue forecasts, booking pace, sales production, pipeline conversion, lost business, and account performance. Use findings to recommend changes in sales strategy, deployment, and priorities.

· Guide catering sales strategies, including account targeting, event pricing, minimum revenues, and upselling, in partnership with hotel Food & Beverage and Operations leaders. Focus on building the region’s bottom line food and beverage profits.

· Manages and executes all pre opening sales initiatives for new properties until property DOS(M) is hired. This consists of: Engaging local CVB, Hands on approach and managing of all selling efforts, Managing expenses and assisting with budgets, and market analysis.

· Other duties as assigned.

HRI is an Equal Opportunity Employer and provides fair and equal employment opportunity to all employees and applicants regardless of race, color, religion, gender, sexual orientation, gender identity, national origin, age, disability, veteran status or any other protected status prohibited under Federal, State, or local laws. All employment decisions are based on valid job‐related requirements.