Director of Sales - Kona Village

Overview / Job Summary

The Director of Sales leads the property's group, leisure, and event sales effort, driving top‑line revenue and need‑period production across all market segments. This is a strategic, data‑informed, and relationship‑driven role responsible for cultivating new business, deepening key accounts, and maximizing total revenue in partnership with Revenue Management, Marketing, and the Rosewood Global Sales Office. The Director of Sales builds and inspires a high‑performing sales team and represents Kona Village in the community and across the travel industry, always in full adherence to Rosewood Standards.

• Own the property's total sales effort across group, leisure, and event segments to meet and exceed budgeted room‑night and revenue goals.
• Develop and execute a forward‑looking commercial strategy that aligns sales, revenue management, and marketing around shared revenue targets.
• Build and maintain a "need‑period" strategy for traditionally lower‑occupancy dates, creating targeted promotions and sales campaigns across segments.
• Manage group room control availability, allotments, and rate guidelines to maximize yield in the group segment while complementing the leisure mix.
• Contribute to the annual marketing plan and budget process; review goals and action planes on a scheduled basis and manage expenses within budget.

• Proactively qualify, solicit, and grow new and existing group and leisure accounts in assigned territories through outside sales calls, tele‑prospecting, site inspections, and written outreach.
• Manage the preparation of proposals and contracts and ensure the closing of business, collection of deposits, and prepayment of assigned accounts.
• Maintain and expand the customer database, ensuring accounts are rated according to the Rosewood Hotels & Resorts coding system.
• Conduct sales calls on key accounts; organize and lead sales blitzes, FAM trips, and client events in partnership with the Global Sales Office and sister properties.
• Represent the resort at travel‑industry trade shows, conferences, and networking channels (airlines, visitor & convention bureaus, destination management companies) to maximize exposure for Kona Village.

• Apply a total‑revenue mindset that includes rooms, F&B, events, and ancillary spend to every booking decision and account strategy.
• Partner with Revenue Management to leverage data, demand analytics, and competitive intelligence in pricing, displacement, and segment‑mix decisions.
• Monitor pace, production, and conversion metrics; adjust tactics in real time to protect and grow RevPAR and profitability.
• Maintain fluency in the property's commercial technology stack (e.g., Opera Cloud / Opera S&C, Delphi or equivalent, and CRM platforms) and champion clean, reliable data.

• Uphold strict adherence to Rosewood Standards in every client and guest touchpoint, from correspondence to on‑site experiences.
• Translate Rosewood's A Sense of Place philosophy into authentic, Hawaiʻi‑rooted selling, partnering with cultural practitioners and local partners to differentiate the resort.
• Develop deep knowledge of market trends, the competitive set, and evolving customer needs, and share timely intelligence with leadership.
• Maintain knowledge of all Rosewood properties to facilitate cross‑selling; build relationships with the Global Sales Office and sister‑hotel counterparts to relay leads, communicate need‑period dates, and respond promptly to all leads.

• Lead, mentor, and develop the Sales and Event Sales team, setting clear goals and fostering a culture of accountability, curiosity, and service.
• Partner cross‑functionally with Operations, Culinary, Events, Finance, and Front Office to ensure seamless turnover and execution of booked business.
• Foster respectful, transparent communication among on‑property colleagues and across the wider Rosewood network.

• Prepare and submit accurate, timely reports to the Director of Sales…