Director of Sales

Job Description JOB SUMMARY The Director of Sales leads enterprise sales strategy across the Radisson Plaza Hotel, Kalamazoo Event Center, and related business units, driving revenue growth, market share, and long-term customer value. This role serves as a strategic demand generator and cross-functional leader, ensuring a seamless customer journey from initial inquiry through post-event loyalty.

This leader will build and develop a high-performing, data-driven sales team aligned with Greenleaf Hospitality Group’s vision to be the Host of Kalamazoo through exceptional hospitality, dining, sports, and entertainment.

ESSENTIAL JOB RESULTS:

Revenue & Sales Strategy Drive total revenue across rooms, events, F&B, and ancillary streams

Develop and execute sales strategies based on market trends and competitive positioning

Identify new revenue opportunities through cross-selling and bundled experiences

Partner with Revenue Management on pricing, inventory, and demand strategies

Own performance metrics including revenue, ADR, RevPAR, and conversion rates

Market Positioning & Business Development Lead segmentation strategy across corporate, SMERF, sports, association, and social markets

Maintain strong awareness of market trends and demand drivers

Translate insights into actionable sales plans and account strategies

Build partnerships to strengthen market presence and demand generation

Customer Experience & Relationship Management Ensure a seamless, end-to-end customer experience

Drive retention and long-term client relationships

Align Sales, Event Services, and Operations for consistent execution

Foster a culture focused on delivering exceptional guest experiences

Team Leadership & Culture Recruit, develop, and lead a high-performing sales team Establish clear goals, accountability, and performance expectations

Coach team members on strategic selling and relationship management

Promote a culture of ownership, collaboration, and continuous improvement

Data, Systems & Performance Ensure effective use of CRM systems (e.g., Delphi) for pipeline and reporting

Use data and analytics to improve forecasting, conversion, and productivity

Monitor trends to inform strategy and decision-making

Cross-Functional Collaboration Partner with Revenue Management, Marketing, Operations, and Finance Align on goals, messaging, and execution across the organization

Contribute to enterprise strategy and business planning

Financial Planning & Accountability Lead sales planning, budgeting, and forecasting

Monitor performance and adjust strategies as needed

Manage expenses in alignment with revenue goalsWHAT YOU NEED FOR THIS POSITION:

Bachelor’s degree in Hospitality, Business, Sales, or related field preferred5+ years of progressive sales leadership in hospitality

Proven success driving group and event revenue

Experience with CRM/PMS systems (e.g., Delphi, Opera)
Strategic thinker with strong execution skills

Financial and analytical acumen

Strong communicator and relationship builder

High emotional intelligence and collaborative mindset

Results-driven with a sense of urgency and accountability

Flexible schedule including evenings, weekends, and holidays

Active, on-property and external sales presence

Ability to lift up to 40 lbs and remain active for extended periods
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