Corporate Director of Leisure & Business Travel Sales

Pacifica Hotels is looking for a Corporate Director of Leisure & Business Travel Sales to join our Home Office team! The Corporate Director of Leisure & Business Travel Sales is responsible for driving revenue performance across the Pacifica Hotels portfolio by developing, implementing, and executing strategic sales plans for both Leisure and Corporate Negotiated (CDM) market segments. This role leads proactive sales initiatives, strengthens preferred agency and consortia relationships, and manages corporate negotiated programs to ensure growth, consistency, and profitability across all properties.

Essential Functions and Responsibilities of the job included but are not limited to:

Revenue Generation

• Achieve and exceed portfolio revenue goals for Leisure and CDM segments.
• Develop strategies to maximize revenue contribution by property, agency, and corporate account.
• Monitor performance trends and proactively adjust sales tactics to capture share.
• Analyze current/potential market trends and coordinate all activities to maintain and increase revenue and market share through added business volume and rates.
• Develop new accounts, maintain existing accounts, and implement sales strategy to achieve revenue goals and maximize profits for the hotel while maintaining guest satisfaction.
• Utilize all available tools and resources to make informed decisions and maximize revenue.

Account & Partner Management

• Manage consortia, TMC, wholesale, and leisure agency relationships across the portfolio.
• Lead RFP submission and negotiation process for corporate accounts.
• Establish and maintain strong partnerships with top producing agencies and CDM accounts.
• Manage and grow Tour Series business at select properties, particularly in the Central Coast region, serving as the primary liaison for operator relationships and ensuring seamless group execution.

Business Development

• Identify and activate new accounts in both Leisure and CDM segments.
• Support need hotels and underperforming properties with targeted sales activities.
• Implement promotional and packaging strategies with marketing support.
• Develop and maintain wholesale partnerships as part of the broader leisure sales strategy, maximizing production across FIT, consortia, luxury preferreds, and contracted wholesale accounts.

Sales Planning & Reporting

• Develop quarterly SMART activity plans and ensure ≥90% completion.
• Produce regular reporting on segment performance, pipeline health, and growth opportunities.
• Collaborate with property DOS/Ms to align property goals with corporate sales initiatives.
• Attending tradeshows/networking events
• Conducting sales calls to various agencies
• Identifying marketing opportunities within each segment
• Hosting familiarization (FAM) trips
• Execute and support the administrative aspects of business booked (e.g., generating proposals, writing contracts, customer correspondence, etc.)

Internal Collaboration

• Collaborate with Revenue Strategy and Marketing teams to develop and execute promotions, seasonal campaigns, and initiatives that drive demand and strengthen market positioning.
• Partner with marketing on digital campaigns for leisure and CDM visibility.
• Contribute to corporate initiatives and cross-functional projects.
• Support training of property sales teams on consortia and corporate negotiated best practices.
• Educate property staff of formal policies, procedures, and goals related to Leisure and CDM segments.
• Ensure staff has the tools, resources, training, and leadership to achieve and exceed expectations.
• Develop and maintain positive relationships with peers and competitors.
• Display leadership in guest hospitality, exemplifying customer service and creating a positive example for guest relations.
• Promote intradepartmental communication and ensure all departments are well informed on sales initiatives, upcoming groups, events, and VIP’s.
• Complete ongoing sales objectives and action plans as directed by SVP Sales.
• Complete all weekly, monthly, and quarterly reporting as specified by SVP Sales.

Overseen Markets:

• Leisure: Agency & Consortia
• Wholesale/Tour Operators
• Corporate Negotiated

Key Performance Indicators (KPIs):

• Portfolio revenue attainment for Leisure CDM segments.
• New account production.
• YOY growth in top 25 agencies and CDM accounts.
• Activity plan compliance (≥90% completion).
• Hotel-level support for need properties.

Health Benefits, Travel Perks & More:

Medical, Dental and Vision Insurance, 401k, Vacation and Sick Leave are offered with this position along with a Team Member Travel Program, encouraging each team member to visit sister properties and enjoy exclusive team member rates for rest and relaxation. We also encourage quarterly team building and giving back to the communities in which they work through regular volunteering, and select charity promotions throughout the year.

Salary Range: $125,000-$135,000

Salary : $125,000 - $135,000