Associate Director of Sales - Joseph

Yearly

Highgate is a leading real estate investment and hospitality management company with over $15 billion of assets under management and a global portfolio of more than 400 hotels spanning North America, Europe, the Caribbean, and Latin America. With a 30-year track record as an innovator in the hospitality industry, this forward-thinking company provides expert guidance through all stages of the property cycle, from planning and development through recapitalization or disposition.

Highgate continues to demonstrate success in developing a diverse portfolio of bespoke lifestyle hotel brands, legacy brands, and independent hotels and resorts, featuring contemporary programming and digital acumen. The company utilizes industry-leading revenue management tools that efficiently identify and predict evolving market dynamics to drive out performance and maximize asset value. With an executive team of seasoned hospitality leaders and corporate offices worldwide, Highgate is a trusted partner for top ownership groups and major hotel

Le Meridien Columbus, The Joseph

The Associate Director of Sales & Marketing is responsible for leading the property's day-to-day sales operations and driving top-line revenue performance across group, business transient, and catering and banquet segments. This position takes the lead in guiding the sales managers’ proactive selling strategies, overseeing the development and execution of individual action plans, monitoring progress, and identifying new business opportunities to ensure revenue goals are achieved or exceeded.

Working in collaboration with the Director of Sales & Marketing, this individual will drive the team's overall sales direction and maintain accountability for the execution and effectiveness of sales initiatives. The Associate Director is responsible for selling and managing corporate, sports, and association group business, overseeing all business transient sales and account management, and leading all group sales forecasting, pipeline management, and revenue projections.

• Sales Strategy & Leadership

  • Drive top-line revenue across group, volume business transient, and catering segments.
  • Translate revenue objectives into actionable sales strategies, oversee execution, and present progress and recommendations to the Director of Sales & Marketing.
  • Lead the sales managers' proactive selling strategies, oversee individual action plans, monitor progress, and identify new business opportunities.
  • Develop and execute key segment strategies, manage target accounts, and identify opportunities to penetrate primary geographic markets.
  • Support sales team training and collaborate with the Director of Sales & Marketing on departmental policies and procedures.

  Sales Production & Account Management

  • Directly sell and manage corporate, sports, and association group business, including prospecting, contracting, and account retention.
  • Oversee all business transient sales, negotiations, contracting, and account management.
  • Serve as the primary contact for third-party booking agencies and sourcing partners, including Tour Connection, Helms Briscoe, and Cvent.
  • Oversee the group sales pipeline, ensuring timely follow-up, accurate tracking, and effective conversion strategies.
  • Monitor lost and turned-down business to identify trends and improve sales conversion.

  Revenue Management & Forecasting

  • Own all group sales forecasting, pace measurement, pipeline management, and revenue projections.
  • Lead sales participation in weekly business reviews with the Director of Revenue, providing updates on group pace, pickup, production, and future opportunities.
  • Collaborate with Revenue Management on group pricing, proposal strategies,…