Associate Director of Sales

The Associate Director of Sales is a bold, commercially minded hotel leader who helps turn opportunity into revenue and brings Rebel energy to every part of the sales process. In partnership with the Director of Sales & Marketing, this role owns assigned sales operations and helps drive optimal occupancy, ADR growth, market share, total revenue, and hotel profit.

The Associate Director of Sales leads from the front - building relationships, creating momentum, solving problems, and helping the team win business that matters. This role oversees the hotel sales department, including direct sales, follow-up, sales administration, hiring, training, managing, and coaching of Sales Managers.

The role supports group room revenue production across corporate, association, government, SMERF, citywide, and other key market segments while helping the team acquire new accounts, convert leads, retain clients, and grow room-night production. Additional responsibilities include supporting the sales and marketing budget, forecast, advertising, marketing, and business plans while managing within approved plans and budgets.

Exempt associates are expected to work as much of each workday as necessary to complete their job responsibilities.

Job Duties and Functions:

• Coordinate group, transient, and catering sales solicitations and bookings to maximize overall hotel revenue.
• Develop, recommend, implement, and manage the division's annual budget and the hotel's advertising, public relations, marketing, and sales plans and programs to maximize rate, occupancy, and food and beverage opportunities.
• Help ensure the hotel meets or exceeds management and owner revenue and profit goals by managing within approved plans and budgets.
• Proactively conduct outside sales calls, sales tours, client appointments, and client entertainment.
• Prepare and present effective proposals, maintain organized account documentation and reports, and coordinate customer service requirements with the appropriate hotel departments.
• Solicit and generate business from assigned and complex accounts with potential for meaningful room-night, meeting-space, catering, and total-revenue contribution.
• Manage select key accounts and support citywide conventions and other high-value programs where relationship development and cross-functional execution are critical.
• Understand contract content and negotiate terms within established guidelines and approval requirements.
• Develop and maintain market awareness to identify revenue opportunities, anticipate demand, and set proactive strategies.
• Monitor production of top accounts and evaluate trends within assigned market segments.
• Drive group room-night production and support lead conversion, new-account acquisition, client retention, and client satisfaction goals.
• Partner closely with Revenue Management, Operations, Events, Catering, Front Office, Finance, and approved marketing resources to execute commercial strategies and deliver exceptional guest and client experiences.
• Participate in the annual business plan process, owners meetings, forecasting, P&L management, revenue and sales reporting, and analysis of business performance.
• Adhere to Rebel Hotel Company regulations, company standards, sales standards, and applicable sales metrics.
• Meet individual goals, team goals, and budgeted performance metrics.
• Train hotel associates to recognize and capitalize on sales opportunities that increase occupancy and revenue.
• Maintain a full working knowledge of hotel operations and policies, including Sales, Food and Beverage, Front Office, and Reservations.
• Maintain working knowledge of Rebel Hotel Company sales policies, standard operating procedures, approved selling techniques, and applicable hotel systems; reinforce adherence across the Sales team.
• Directly supervise Sales Managers, including hiring, onboarding, training, development, coaching, performance management, and retention in partnership with the Director of Sales and Human Resources.
• Assist with performance reviews, goal-setting, accountability, coaching, counseling, and recognition for Sales Managers in accordance with company practices.
• Help supervise Catering and Event Management, as applicable, to support catering, food and beverage, and meeting-room rental budgets.
• Maintain strong visibility in local community and industry organizations.
• Attend and/or conduct daily, weekly, and monthly meetings and other functions required by management; provide training on a rotational basis.
• Participate in and, as assigned, lead event meetings, sales meetings, staff meetings, and special sales initiatives.
• Plan and support sales trips by developing target lists, securing appointments, conducting sales calls, and documenting follow-up activity.
• Review meeting-planner and client evaluations with the Director of Sales, coordinate corrective action, and ensure service concerns are addressed promptly.
• Assist with timely preparation of weekly, monthly, end-of-month, and annual sales reports; analyze account production, pace, forecast variances, and action-plan progress.
• Coordinate systems training and reinforce accurate, timely use of approved hotel sales and reporting systems.
• Represent the hotel at business-travel events, tradeshows, customer entertainment functions, community activities, and networking opportunities.
• Maintain professional working relationships and open lines of communication with internal departments and approved marketing partners, including Second Wave, Rebel Digital, and branded field marketing resources.
• Travel on a weekly basis as required by the business.
• Act, as directed, on behalf of the General Manager in his or her absence and perform other duties requested by management.

Leadership Expectations:

• Bring Rebel energy: be bold, curious, resourceful, and willing to take smart action in pursuit of the business.
• Own the number, the relationship, and the follow-through - turning goals into clear action and measurable results.
• Lead from the front with professionalism, urgency, creativity, and a genuine commitment to guests, clients, and associates.
• Communicate sales priorities, opportunities, performance, and concerns clearly, directly, and promptly.
• Collaborate across the hotel to make the guest and client experience feel seamless, personal, and distinctly Rebel.
• Use discretion and independent judgment when prioritizing accounts, evaluating opportunities, resolving issues, and deploying sales resources.

Key Performance Measures:

• Group room-night production and total group revenue contribution.
• New-account acquisition, lead conversion ratio, and client retention and satisfaction.
• Sales activity goals, including calls, appointments, site visits, proposals, and trade-show or networking activity.
• Forecast accuracy, account production, pace, and performance against approved budget and revenue goals.