Area Director of Sales - Arkansas Market

Area Director of Sales

The Area Director of Sales provides strategic and tactical sales leadership for an assigned portfolio of PAH-managed hotels across Arkansas. This leader executes and directs property-level sales, grows room revenue, strengthens accountability, and partners with hotel and corporate leadership to achieve revenue and market-share goals. The position is accountable for increasing total room revenue, RevPAR, ADR, occupancy, business transient production, group revenue, extended-stay demand, negotiated account penetration, and overall hotel profitability.

Essential Duties and Responsibilities

• Conduct structured weekly sales calls and regular property visits to review activity, production, pace, conversion, account performance, pipeline health, market conditions, and action-plan execution.
• Analyze STR reports, Kalibri Labs data, booking pace, market share, RevPAR index, ADR index, occupancy index, budgets, forecasts, segmentation trends, and competitive performance to identify opportunities and risks.
• Drive proactive sales activity, including proactive prospecting, account research, client appointments, site visits, sales blitzes, market drives, networking, and targeted follow-up.
• Grow Special Corporate, local negotiated rate, group, extended-stay, government, healthcare, pharmaceutical, sports, SMERF, project, training, relocation, and other qualified negotiated business.
• Identify accounts producing at competing hotels and create strategies to shift profitable room nights and revenue into PAH-managed properties.
• Ensure consistent and accurate use of Delphi, CVENT, brand sales systems, CRM platforms, GDS channels, RFP tools, property management systems, and PAH-required reporting tools.
• Execute sales activities, lead response, account production, conversion, booking pace, need dates, lost business, tentative and definite group pace, and team productivity. Intervene promptly when results fall below expectations.
• Support Marriott and Hilton business transient pricing, RFP submissions, account renewals, brand sales initiatives, consortia participation, and all required brand deadlines.
• Assist with annual revenue budgets, sales and marketing plans, hotel business plans, forecasts, expense management, and ownership presentations.
• Conduct and oversee property-level sales strategies, SMART action plans, deployment plans, and account-growth initiatives aligned with each hotel's budget, forecast, market position, and need dates.
• Partner closely with General Managers, Revenue Management, Operations, brand representatives, and executive leadership to align sales priorities, pricing, inventory, service delivery, and revenue strategy.
• Ensure compliance with PAH sales policies, SOPs, brand standards, contracting procedures, reporting deadlines, documentation requirements, and ethical business practices.
• Promote strong communication and effective sales turnover with front office, operations, revenue management, and property leadership to support successful client and guest experiences.
• Represent PAH professionally in local communities, industry associations, client events, brand meetings, trade shows, and networking organizations.
• Lead, coach, train, and hold accountable property Sales Managers, and other assigned sales team members. Establish clear performance expectations and provide timely feedback, recognition, and corrective coaching, if required.
• Interview, onboard, and develop Sales Managers, and other sales personnel. Support succession planning and retention of high-performing team members, if personnel is required.
• Maintain confidentiality, exercise sound business judgment, and perform other duties assigned by the Regional Director of Sales and Revenue or executive leadership.

Performance Expectations

• Meet established sales activity goals, focusing on proactive selling.
• Achieve or exceed assigned portfolio revenue, room-night, ADR, RevPAR, market-share, and budget goals.
• Demonstrate measurable improvement in underperforming hotels, segments, accounts, and need periods.
• Ensure each assigned hotel maintains an active, measurable sales action plan with clear owners, deadlines, and documented results.
• Drive consistent proactive sales activity, new-account acquisition, qualified pipeline growth, and share-shift production.
• Maintain accurate, complete, and timely sales records, reports, forecasts, account notes, contracts, and CRM activity.
• Develop capable, accountable property sales leaders who consistently execute PAH standards and achieve performance goals.
• Meet established deadlines for budgets, forecasts, brand RFPs, pricing seasons, business reviews, and corporate reporting.

What You Bring

• Minimum of six years of progressive hotel sales experience, including at least two years in an Area Director, Regional Director, Complex Director, or comparable multi-property sales leadership role.
• Demonstrated success leading hotel sales teams and improving revenue, market share, account production, and sales execution across…