Assistant Director of Sales

SHK Asia Pacific; Boston (MA); On-site; USD 95,000 - 120,000; Full time

Job summary

Hotel AKA Boston Common in Boston, MA seeks an Assistant Director of Sales to drive revenue through corporate transient and group business. You will lead a sales team, develop key accounts, and negotiate rate agreements to maximize account value.

The role blends strategic account development with cross-functional leadership, overseeing budgets, forecasting, and RFPs while partnering with Revenue Management and Meetings teams to deliver exceptional service.

Qualifications

• 5+ years of hotel sales experience with demonstrated success incorporating transient and group business development.
• Proven track record in prospecting, negotiating, and managing corporate accounts that produce multi-segment demand.
• Strong understanding of revenue strategy, displacement analysis, and contract negotiation.
• Strategic planning, cross-functional leadership, budgeting, high-level decision-making, and broad market knowledge.
• Excellent interpersonal, presentation, and communication skills.

Responsibilities

• Develop and manage a portfolio of corporate transient and negotiated business travel accounts, with emphasis on volume-producing clients.
• Proactively prospect and secure new corporate accounts capable of generating both transient and group demand.
• Lead negotiations of preferred corporate rate agreements and account-specific value propositions.
• Manage and submit annual corporate RFPs, ensuring rate integrity and revenue optimization in partnership with Revenue Management.
• Build trusted, consultative relationships with travel managers, procurement teams, executives, and admins.
• Generate and manage corporate group business, including meetings, trainings, and events.
• Identify group opportunities within existing accounts to maximize total revenue.
• Partner with Meetings & Events/Catering to ensure pricing strategy and program execution.
• Collaborate on campaigns supporting corporate and group demand with marketing and brand teams.

Skills

Hotel sales experience

Interpersonal skills

Presentation skills

Communication skills

Strategic planning

Cross-functional leadership

Budgeting

Market knowledge

Negotiation skills

Tools

Delphi

Salesforce

Microsoft Office

Sales reporting tools

Job description

• Pay or shift range: $95,000 USD to $120,000 USD. The estimated range is the budgeted amount for this position. Final offers are based on various factors, including skill set, experience, location, qualifications and other job-related reasons.

Description

Assistant Director of Sales

Hotel AKA Boston Common, Conde Nast 2025 Readers Choice, is recruiting for a newly developed sales role in Boston patterning with innovative customers seeking timeless architecture, an unbeatable location and best in class service.

The Assistant Director of Sales is responsible for driving revenue through the acquisition, retention, and expansion of corporate transient and corporate group business. This role blends strategic business travel account development with group sales generation, targeting companies that produce both individual traveler volume and meeting/event demand. The Assistant Director of Sales plays a key leadership role within the sales team, partnering cross-functional to strengthen long-term corporate relationships and maximize total account value. Oversees sales strategy, coordinates cross-department initiatives, manages budgets, sets long-term goals, and leads senior sales teams.

Key Responsibilities

Corporate Transient & Account Management

• Develop and manage a portfolio of corporate transient and negotiated business travel accounts, with an emphasis on volume-producing business travel clients.
• Proactively prospect and secure new corporate accounts capable of generating both transient and group demand.
• Lead negotiations of preferred corporate rate agreements and account-specific value propositions.
• Manage and submit annual corporate RFPs, ensuring rate integrity and revenue optimization in partnership with Revenue Management.
• Build trusted, consultative relationships with travel managers, procurement teams, executive assistants, and administrative decision-makers.

Corporate Group & Meetings Business

• Generate and manage corporate group business, including meetings, trainings, retreats, board meetings, and project-based room blocks.
• Identify group opportunities within existing corporate transient accounts to maximize total account revenue.
• Partner with the Meetings & Events/Catering team to ensure smooth handoff, pricing strategy, and program execution.
• Support group sales strategies for need periods and shoulder dates through targeted corporate outreach.
• Conduct site inspections and presentations for assigned corporate group prospects.

Business Development & Market Strategy

• Identify key industries, office buildings, and business districts that offer both short-term group demand and long-term transient potential.
• Monitor market conditions, corporate travel trends, and return-to-office patterns to uncover new business opportunities.
• Represent the hotel at industry events, business networking functions, and client-facing activations to generate leads and deepen relationships.
• Collaborate with marketing and brand teams on targeted campaigns supporting corporate and group demand.
• Work closely with Revenue Management to align pricing, availability, and displacement strategies for both transient and group business.
• Track production, pace, and performance by account to ensure attainment of revenue goals.
• Partner with operations, front office, and reservations teams to ensure seamless execution and high satisfaction for corporate and group clients.

Leadership & Team Contribution

• Lead, coach, and develop sales team members, supporting departmental strategy and special projects as assigned; sharing best practices and market insights.
• Collaborate with the Director of Sales to set and achieve sales targets, and guide team members in aligning their activities with corporate objectives.
• Mentor and certify sales staff, fostering product knowledge, negotiation skills, and a results-oriented mindset.
• Participate in forecasts, budgeting, sales meetings, and weekly strategy discussions.

Key Performance Indicators (KPIs)

• Develop and implement sales strategies.
• Manage budgets, schedules, and resource allocation.
• Lead, support, mentor and guide dual sales teams.
• Liaise with senior leadership and external partners.
• Analyze market trends and sales data to guide decisions.
• Corporate transient room nights and revenue.
• Corporate group room nights and total group revenue.
• New corporate account acquisition.
• Total account revenue growth (transient + group).
• RFP conversion, retention, and production growth.

Qualifications & Experience

• 5+ years of hotel sales experience, with demonstrated success incorporate transient and group business development.
• Proven track record in prospecting, negotiating, and managing corporate accounts that produce multi-segment demand.
• Strong understanding of revenue strategy, displacement analysis, and contract negotiation.
• Strategic planning, cross-functional leadership, budgeting, high-level decision-making, and broad market knowledge.
• Excellent interpersonal, presentation, and communication skills.
• Highly organized, data-driven, and results-focused.
• Proficiency with CRM systems (Delphi, Salesforce preferred), Microsoft Office, and sales reporting tools.

Preferred Experience

• Experience in an urban or corporate-driven market.
• Exposure to group sales, meetings, or catering collaboration.
• Multi-property or brand experience.

Equal Opportunity Employer

This employer is required to notify all applicants of their rights pursuant to federal employment laws. For further information, please review the Know Your Rights notice from the Department of Labor.