The Director of Sales is responsible for leading the hotel's sales strategy to maximize revenue through corporate, group, meetings and events, and leisure business. This role is responsible for developing new business opportunities, maintaining strong client relationships, and leading the sales team to achieve budgeted revenue goals while ensuring exceptional customer service and brand standards.
Key ResponsibilitiesSales & Business Development
- Develop and execute the annual sales and marketing plan to achieve revenue objectives.
- Identify, solicit, and secure new corporate, group, and meeting business.
- Maintain and grow relationships with existing clients, key accounts, and travel partners.
- Conduct regular sales calls, prospecting activities, networking events, and site inspections.
- Negotiate contracts and pricing while maximizing profitability.
- Represent the hotel at trade shows, industry events, and community functions.
- Develop strategies to increase market share and penetration within targeted segments.
Meetings & Events
- Drive group and meeting business through proactive sales efforts.
- Work closely with the Events and Operations teams to ensure seamless execution of all events.
- Participate in client meetings, pre-conference meetings, and post-event follow-up.
- Ensure all event contracts and documentation are completed accurately and on time.
Revenue Management
- Collaborate with Revenue Management and the General Manager on pricing strategies and forecasting.
- Monitor pace, pickup, market trends, and competitor activity.
- Review weekly and monthly sales reports and adjust strategies as needed.
- Manage group inventory to maximize hotel occupancy and ADR.
Leadership & Team Development
- Recruit, coach, mentor, and develop the sales team.
- Conduct regular performance reviews and provide ongoing training.
- Set individual sales goals and monitor performance against targets.
- Foster a collaborative, results-driven culture focused on accountability and guest satisfaction.
Financial Responsibilities
- Achieve annual room revenue, catering revenue, and overall hotel revenue goals.
- Prepare annual sales budgets and monthly forecasts.
- Monitor expenses and ensure efficient use of departmental resources.
- Analyze financial reports and identify opportunities to improve profitability.
Customer Service
- Ensure exceptional service throughout the sales process and beyond.
- Resolve client concerns professionally and promptly.
- Build long-term partnerships that encourage repeat business and referrals.
Administrative Responsibilities
- Maintain accurate client records and sales activities in the CRM system.
- Prepare weekly activity reports, forecasts, and business reviews.
- Ensure compliance with brand standards and company policies.
- Participate in executive meetings and contribute to the hotel's strategic planning.
Qualifications
- Minimum 5 years of hotel sales experience, with at least 2 years in a leadership role.
- Strong background in corporate sales, group sales, and meetings & events.
- Proven track record of achieving or exceeding revenue goals.
- Excellent negotiation, communication, and presentation skills.
- Strong leadership and coaching abilities.
- Knowledge of revenue management principles and hotel financial reporting.
- Valid driver's license and ability to travel locally for client meetings and networking events.
Preferred Qualifications
- Experience with Hilton brand standards is an asset.
- Knowledge of the Calgary market and local business community.
Key Competencies
- Leadership
- Strategic Thinking
- Business Development
- Revenue Generation
- Relationship Management
- Negotiation
- Financial Acumen
- Organization and Time Management
- Communication
- Customer Focus
- Problem Solving
- Results Driven
Working Conditions
- Primarily office-based with frequent local travel for client meetings, networking events, and trade shows.
- Some evenings and weekends required to attend client functions and hotel events.
- Ability to meet deadlines in a fast-paced hospitality environment.
Performance Measures
- Achievement of revenue and profit goals.
- Growth in corporate, group, and meetings & events business.
- Client retention and satisfaction.
- New account acquisition.
- Forecast accuracy.
- Sales activity and prospecting goals.
- Team engagement and performance.
- Compliance with brand and company standards.
Job Type: Full-time
Pay: $75,000.00-$85,000.00 per year
Benefits:
- Dental care
- Extended health care
- Vision care
Work Location: In person
