Area Director of Sales

Job Title: Area Director of Sales

Hotel: Hampton Inn Verona, Fairfield Inn Verona and Comfort Inn Verona

Sales Reports To: Regional General Manager

The Area Director of Hotel Sales provides strategic leadership and oversight for the sales and revenue-generation efforts of multiple hotel properties within the Verona, New York market. This role is responsible for developing and executing sales strategies and tactics that maximize occupancy, ADR and RevPAR through revenue contribution from specific market segments including Group, Contract business, and Corporate Volume accounts resulting in overall hotel profitability.

The Area Director partners closely with property General Managers, Regional VP of Sales, Regional Revenue Management, Digital Marketing and Operations teams to drive top-line revenue growth while ensuring brand standards and customer satisfaction objectives are achieved.

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Key Responsibilities

Sales LeadershipStrategy

• Develop, implement and execute sales strategies and tactics to achieve revenue goals across multiple hotel properties.
• Respond to all internal and external leads and qualify business for the appropriate hotel(s).
• Master brand(s) and resource system knowledge to maximize revenue contribution.
• Maintain an up-to-date and accurate sales tracking system (Delphi, STS) including specific account information and financial data
• Generate required weekly/monthly sales reports as directed by the Area General Manager and/or Regional VP Sales.
• Establish annual sales plans, budgets, forecasts, and market-share growth objectives.
• Identify emerging market trends, competitive threats, and new business opportunities.
• Ensure alignment between property sales initiatives and company objectives.

Business Development

• Cultivate relationships with key corporate accounts, travel managers, meeting planners, and third-party partners on both a local and national (brand) level.
• Negotiate major contracts and preferred vendor agreements to include Contract and project business.
• Prospect and secure new business across corporate (Business Travel), group, association, government, leisure and other assigned market segments.
• Develop strategic partnerships within local and regional markets for revenue generation and hotel(s) exposure. .

RevenuePerformance Management

• Collaborate with Revenue Management to optimize pricing, inventory, and market segmentation mix.
• Monitor hotel performance metrics including:

o Occupancy

o ADR

o RevPAR

o Market Share (STR Report)

o Group Pace

o Sales Production

• Analyze sales performance data and implement corrective action plans when necessary.

Customer Relations

• Maintain relationships with key clients and high-value accounts.
• Participate in customer presentations (outside calls), site visits and contract negotiations.
• Resolve escalated customer concerns and service issues as needed.
• Ensure exceptional client satisfaction and retention.

Marketing Collaboration

• Partner with Marketing team on promotional campaigns and lead-generation activities.
• Support digital marketing, social media, and public relations initiatives.
• Align sales efforts with brand positioning and market objectives.

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Qualifications

Education

• Bachelor's degree in Hospitality Management, Business Administration, Marketing, or related field preferred.

Experience

• 6-10 years of hotel sales experience.
• 3-5 years in a senior sales leadership role.
• Multi-property hotel sales management experience strongly preferred.
• Experience with branded hotels (Marriott, Hilton, Choice, IHG, etc.) preferred.

SkillsCompetencies

• Strong leadership and team development abilities.
• Proven track record of exceeding revenue goals.
• Advanced knowledge of hotel sales, revenue management, and market segmentation.
• Excellent negotiation and presentation skills.
• Strong analytical and financial acumen.
• Proficiency with multiple hotel sales systems and cloud-based sales data systems (Kalibri), sales reporting tools and other hotel management software.
• Ability to travel regularly between hotel locations.

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Key Performance Indicators (KPIs)

• Revenue Goal Achievement
• Occupancy Growth
• ADR Growth
• RevPAR Growth
• Market Share Index (RGI)
• Group Room Nights Contribution to Goal
• New Corporate Accounts Acquired
• Client Retention Rate
• Hotel Team Performance
• Budget Adherence