Director of Sales

DIRECTOR OF SALES – MULTI-PROPERTY HOTEL PORTFOLIOA privately held hotel ownership and management company is conducting a confidential search for an experienced Director of Sales to lead the sales strategy for a cluster of nationally branded hotels in the Chicago Airport market.

This is a senior multi-property sales leadership position responsible for developing and executing the overall sales strategy across the hotel portfolio while directly leading and holding the hotel sales team accountable for measurable results.

The Director of Sales will work closely with General Managers, Revenue Management and executive leadership to maximize occupancy, ADR, RevPAR, group production, corporate account penetration and overall portfolio revenue.

This position requires much more than managing incoming leads.

We are seeking a proactive sales leader, business developer and sales hunter who understands the Chicago hotel market, actively pursues new accounts, builds relationships with major demand generators and creates business rather than waiting for business to come to the hotels.

All applications and inquiries will be handled with strict confidentiality.

KEY RESPONSIBILITIES MULTI-PROPERTY SALES LEADERSHIP Develop and execute the overall sales strategy for a cluster of nationally branded hotels.

Lead sales efforts across the portfolio as one coordinated commercial organization.

Establish annual, quarterly, monthly and weekly sales objectives.

Develop property-specific strategies based on each hotel's positioning, rate strategy, room availability and target customer.

Strategically determine which property should receive specific accounts, groups and opportunities.

Identify opportunities to accommodate larger accounts and groups across multiple hotels.

Prevent unnecessary competition between hotels within the portfolio.

Establish clear production expectations and hold the sales team accountable for results.

Maintain close communication with General Managers and Revenue Management.

Personally participate in major account development, negotiations and client relationships.

NEW BUSINESS DEVELOPMENT The Director of Sales is expected to create new business, not simply maintain existing accounts.

Aggressively prospect for new corporate, airport, airline, transportation, government, crew, group and negotiated-rate business.

Identify companies and organizations generating significant hotel demand within the market.

Conduct regular outside sales calls and face-to-face client meetings.

Develop relationships with corporate travel managers, meeting planners, airline representatives, transportation companies and other decision-makers.

Conduct property tours and client presentations.

Maintain an active pipeline of prospective accounts.

Develop prospect lists based on market intelligence and local demand generators.

Identify major accounts currently staying with competing hotels and develop strategies to capture that business.

Maintain consistent prospecting activity throughout the year.

Develop new accounts capable of producing measurable room nights and revenue.

AIRPORT & AIRLINE BUSINESS Airport-related demand represents an important opportunity for the portfolio.

Develop and maintain relationships with airlines and companies operating within the airport market.

Pursue airline crew, distressed-passenger, cancellation, irregular-operation and other airport-related opportunities.

Develop relationships with airline procurement, crew-accommodation and travel-management contacts.

Build relationships with airport vendors, contractors and companies supporting airport operations.

Monitor airport and airline activity that may generate hotel demand.

Work with Revenue Management to establish appropriate pricing for airport-related accounts.

Develop long-term account relationships rather than relying exclusively on short-term airport demand.

CORPORATE & NEGOTIATED ACCOUNTS Identify and aggressively pursue major corporate accounts throughout the surrounding market.

Manage RFP and negotiated-rate opportunities.

Analyze account production and determine whether negotiated discounts are justified.

Develop strategies to increase market share from existing accounts.

Identify companies producing business at competing hotels.

Conduct regular account reviews evaluating room nights, ADR and total revenue contribution.

Maintain strong relationships with corporate decision-makers.

Ensure negotiated accounts are properly implemented and monitored.

GROUP SALES Develop strategies to grow group production…