Director of Group Sales & Events — Legendary Hospitality

Xanterra; Custer (SD); On-site; USD 90,000 - 130,000; Full time

Benefits offered by this job

Retail, lodging and travel discounts

Referral bonus program $350

Job summary

Xanterra is seeking a Director of Sales & Conference Services in Custer State Park Resort to lead group sales, catering, conference services, weddings, and special events. The role drives revenue growth through proactive sales, strong client relationships, and collaboration with operations to deliver Legendary Hospitality across lodging, dining, and venues.

Responsibilities include developing annual sales plans, managing budgets, building key relationships, and overseeing event execution from

Qualifications

• Five or more years of progressive hospitality sales, catering, and conference services experience, including team leadership.

Responsibilities

• Develop and execute annual sales and catering plans to grow group room, banquet, wedding, and event revenue.
• Proactively pursue corporate, association, incentive, wedding, tour, and leisure group business through targeted prospecting strategies.
• Establish and maintain a qualified sales pipeline through consistent prospecting, relationship development, and account management.
• Build and maintain relationships with key accounts, meeting planners, tour operators, destination management companies, tourism organizations, regional businesses, and event partners.
• Conduct site visits, prepare proposals, negotiate contracts, and represent the property at trade shows, sales calls, and industry events.
• Develop repeat business strategies, referral programs, and account-retention initiatives to maximize long-term customer value.
• Manage annual group sales, catering, wedding, and event revenue budgets and goals with leadership.
• Establish and monitor booking pace, sales activity, pipeline forecasts, response times, conversion rates, and average group rates.
• Partner with Revenue Management to develop group pricing strategies, packages, and promotions to maximize occupancy.
• Evaluate group opportunities based on total revenue contribution and operational impact.
• Monitor catering and event profitability through pricing and cost management.
• Oversee catering and conference services from inquiry to post-event follow-up; coordinate with Culinary and Operations for menu development.
• Ensure contracts, room blocks, BEOs, and communications meet service standards.
• Coordinate group needs across multiple venues, accounting for seasonal conditions and park requirements.
• Establish sales processes for leads, proposals, deposits, and post-event follow-up.
• Oversee lead distribution, response times, and conversion performance.
• Maintain client records and develop sales reports and forecasts.
• Ensure cross-department collaboration to align commitments with capabilities.
• Collaborate with Corporate Sales, Marketing, Revenue Management, and Tour & Travel teams.
• Participate in corporate sales initiatives and cross-property opportunities.
• Identify opportunities to cross-sell Xanterra destinations to clients.
• Develop seasonal group packages and experiences to generate incremental revenue.

Skills

Hospitality sales

Catering services

Conference services

Team leadership

New business development

Key account management

CRM proficiency

Tools

CRM systems

Job description

Xanterra is seeking a Director of Sales & Conference Services in Custer State Park Resort to lead group sales, catering, conference services, weddings, and special events. The role drives revenue growth through proactive sales, strong client relationships, and collaboration with operations to deliver Legendary Hospitality across lodging, dining, and venues.

Responsibilities include developing annual sales plans, managing budgets, building key relationships, and overseeing event execution from