Director of Sales

About the Role:

The Director of Sales will lead and oversee the entire sales department within the business services industry, driving revenue growth and expanding market presence. This role is pivotal in developing and executing strategic sales plans that align with the company’s overall objectives and market opportunities. The Director will manage a team of sales professionals, fostering a high-performance culture through coaching, mentoring, and performance management. They will collaborate cross-functionally with marketing, product development, and customer service teams to ensure a cohesive approach to customer acquisition and retention. Ultimately, the Director of Sales is responsible for achieving sales targets, optimizing sales processes, and building long-term client relationships that contribute to sustainable business success.

Minimum Qualifications:

• Bachelor’s degree in Business Administration, Marketing, or a related field.
• Minimum of 3 years of progressive sales experience, including at least 3 years in a leadership role.
• Proven track record of meeting or exceeding sales targets in the business services sector.
• Strong knowledge of sales principles, techniques, and CRM software.
• Excellent communication, negotiation, and interpersonal skills.
• Must be proficient in MS Office including Word, Excel, and Power Point.
• Must be able to multitask and prioritize departmental functions to meet deadlines
• Well rounded knowledge of all market segments and channel sources, as well as ability to develop a strategic plan for each.

Preferred Qualifications:

• Master’s degree in Business Administration or a related discipline.
• Experience with enterprise sales and managing large, complex accounts.
• Familiarity with data analytics tools and sales performance metrics.
• Proficient in managing/using sales automation STS & IHG PMS systems.
• Previous experience working in a fast-paced, high-growth business services environment.
• Certifications in sales management or leadership development programs.

Responsibilities:

• Develop and implement comprehensive sales strategies to meet or exceed revenue goals driving top line revenue for traditional sales segments to include group, preferred corporate, government & catering.
• Act as the hotel’s voice of the customer and communicate key issues/concerns at all levels of the organization.
•  Fluent in reading/assimilating/using Smith Travel Research data, financial P&L, mix of sales, forecasting, group pace/position & a wide array of traditional hotel reporting.
• Lead, mentor, and manage the sales team to maximize individual and collective performance.
• Analyze market trends, demand generators, supply & demand, economic factors, and competitor activities to identify new business opportunities impacting the hospitality industry.
• Collaborate with marketing and product teams to align sales initiatives with company offerings and campaigns.
• Conduct comprehensive competitive set reviews, SWOT analysis & keep tabs on new supply.
• Understand GEO source & ability to develop a plan to penetrate the primary markets.
• Meet revenue goals based on sales deployment & market assignments.
• Meet sales goals designed to achieve budget & market share targets.
• Manage group pace measurement and sales production goals.
• Manage sales activity and submit weekly sales reporting generated from CRM.
• Develop/implement key segment strategy & managing key accounts (both existing & target).
• Establish and maintain strong relationships with key clients and stakeholders to drive customer satisfaction and loyalty.
• Monitor sales metrics and prepare detailed reports for senior management to inform decision-making.
• Oversee the sales pipeline, ensuring accurate forecasting and timely closure of deals.
• Ability to direct, train, lead, and develop sales personnel to build a cooperative & competitive team spirit & winning attitude.

Skills:

The Director of Sales will utilize strong leadership and communication skills daily to inspire and guide the sales team toward achieving ambitious targets. Analytical skills are essential for interpreting sales data, market trends, and customer feedback to make informed strategic decisions. Negotiation and relationship-building skills are critical when engaging with key clients and closing high-value deals. Proficiency with CRM and sales analytics tools enables efficient pipeline management and accurate forecasting. Additionally, the ability to collaborate effectively across departments ensures alignment of sales initiatives with broader company goals, fostering a unified approach to business growth.