Role Overview:
The Director of Hospitality Sales is a crucial role responsible for driving the national sales strategy and leading the sales team within the hospitality vertical. This encompasses providing products and services to prospective customers in the hospitality industry, including hotels, resorts, convention centers, stadiums, arenas, and other large public venues across the nation.
As the leader of the hospitality sales team, you will be responsible for fostering a professional sales culture, setting ambitious yet achievable sales goals, and ensuring exceptional customer satisfaction. You will work closely with cross-functional teams such as Technology, Engineering, and Field Services to develop custom solutions tailored to the unique needs of complex and demanding hospitality clients.
Primary Responsibilities:
- Develop and implement a comprehensive national sales strategy for the hospitality vertical, ensuring alignment with the organization's overall financial objectives.
- Provide direct leadership to the hospitality sales management team and indirect leadership to the national hospitality sales channel.
- Analyze sales performance and productivity, recommending adjustments to staffing, quotas, commissions, and resources to maximize results.
- Conduct performance reviews, coach, and develop sales managers to improve individual and team capabilities.
- Collaborate with local leadership to determine effective teaming strategies for joint accounts and optimize territory agreements.
- Oversee channel strategies, implement corporate programs, and participate in partner network development.
- Anticipate industry trends and position the organization competitively in areas such as convention services, guest experiences, sports venues, retail shopping venues, and national hotel chains.
- Participate in the annual budgeting process, recommending sales quotas, compensation plans, and management targets aligned with sales objectives.
- Develop, manage, and monitor the department's Sales Plan, taking proactive measures to ensure targets are met.
- Collaborate with Legal, Finance, and leadership to ensure compliance with various industry regulations.
- Develop programs, campaigns, policies, and resources to maximize sales efficiency and productivity.
- Partner with cross-functional teams such as Marketing, Operations, Installation, Finance, Legal, Construction, and Engineering to ensure strategy and process alignment.
- Communicate customer concerns, sales opportunities, implementations, and related issues within the sales team and across the organization.
- Lead sales team meetings, communicating progress, changes, and expectations.
- Develop appropriate tracking metrics and provide regular sales performance reports.
- Maintain a robust sales pipeline to achieve budgeted sales targets.
- Review and recommend approval or disapproval of business cases for capital investments based on return on investment.
- Control expenses and maximize capital investments while meeting or exceeding revenue goals and maximizing product margin.
- Remain current on technical information, products, offerings, consultative sales skills, sales management, and negotiation skills through continuous learning and training.
Qualifications:
- Bachelor's degree and 10 years of successful hospitality industry sales leadership experience, or related industry experience (Master's degree + 8 years, Ph.D. + 5 years, or 14 years of experience without a formal degree).
- At least 5 years of successful experience in sales leadership.
- Strong proficiency in using Windows-based Personal Computers and Microsoft Office suite (Word, Excel, PowerPoint).
- Valid driver's license, good driving record, and reliable transportation.
- Excellent skills in leading complex organizations, matrix management, building relationships, building sales organizations, business sales skills, coaching and development, demonstrating business acumen, high-impact communication, continuous learning, marshaling resources, promoting accountability, PC skills, and setting sales unit strategy.
Preferred Qualifications:
- Advanced degree (MBA, MS, or MA).
- Experience in convention services arena.
- Experience in sports and guest experience arena (5+ years).
- Experience in the national hotel arena (5+ years).
- Experience in the gaming industry (5+ years).
- Experience in the telecommunications industry.
Compensation and Benefits:
This role offers a competitive base salary range, along with an attractive annual incentive/commission target. The organization also provides a comprehensive benefits package, including flexible vacation time, paid holidays, wellness leave, and additional paid time off for various circumstances. Details on the specific compensation range and benefits will be discussed during the interview process.
Employment Type: Full-Time
Salary: $ 116,000.00 174,000.00 Per Year
