Director of Sales & Business Development

Indian Springs Calistoga; Calistoga (CA); On-site; USD 140,000 - 150,000; Full time

Benefits offered by this job

Medical

Dental

Vision

401(k)

Paid time off

Resort privileges discounts

Job summary

Indian Springs Calistoga seeks a Director of Sales and Business Development to lead the resort's commercial strategy while acting as a highly active sales leader. You will drive revenue across group, leisure, corporate, weddings, and F&B, while maintaining an active sales portfolio and guiding a high-performing team.

The role partners with Revenue Management, Marketing, and Operations to maximize occupancy, ADR, and total resort revenue, supporting the resort's upcoming growth and expansion in

Qualifications

• BA in Hospitality Management, Business Administration, Marketing, or related field preferred.
• Minimum of five years of progressive luxury hotel or resort sales experience, including three years leading a sales team.
• Proven history of exceeding revenue goals through proactive selling and strategic account development.
• Strong knowledge of group sales, leisure travel, catering, weddings, and luxury travel markets.
• Excellent communication, presentation, negotiation, and leadership skills.
• Strong financial acumen with experience developing budgets, forecasts, and revenue analyses.

Responsibilities

• Develop and execute comprehensive annual and long-range sales strategies to maximize occupancy, ADR, banquet revenue and profitability.
• Establish measurable sales goals and hold team members accountable for revenue objectives.
• Analyze market conditions and trends to identify opportunities and adjust strategies.
• Partner with GM and Revenue Management on pricing, group acceptance, and total revenue optimization.
• Maintain active personal sales portfolio and drive new business through prospecting, networking, and events.
• Lead site inspections and presentations for prospective clients, negotiate contracts, and close group business.

Skills

Luxury hospitality sales

Strategic account development

Leadership & coaching

Negotiation

Communication

Education

BA in Hospitality Management

Business Administration

Marketing

Job description

Indian Springs Resort is seeking an accomplished, results-driven Director of Sales and Business Development to lead the resort's commercial strategy while serving as a highly active and visible sales leader. This position is responsible for developing and executing strategic sales initiatives that maximize revenue across all business segments, including group, leisure, corporate, weddings, and food and beverage.

Position Summary

The Director of Sales and Business Development is expected to maintain an active personal sales portfolio and lead by example through proactive prospecting, client relationship development, and driving new business. Success in this role is measured by both departmental performance and the Director's individual production.

Reporting directly to the General Manager and serving as a member of the Executive Leadership Team, the Director of Sales and Business Development partners closely with Revenue Management, Marketing, and Food & Beverage to maximize total resort revenue and will play a key role in preparing the resort for its next phase of growth and expansion.

Essential Responsibilities

Strategic Sales Leadership

• Develop and execute comprehensive annual and long-range sales strategies designed to maximize occupancy, average daily rate (ADR), banquet revenue and overall resort profitability.
• Establish measurable sales goals for the department and individual team members, maintaining accountability for monthly, quarterly, and annual revenue objectives.
• Analyze market conditions, competitive activity, and economic trends to identify opportunities and adjust strategies that maximize market share and profitability.
• Partner with the General Manager and Revenue Management on pricing strategies, group acceptance guidelines, and total revenue optimization.
• Participate as an active member of the Executive Leadership Team, contributing to strategic planning and overall resort performance.

Proactive Sales & Business Development

The Director of Sales is expected to remain an active salesperson throughout the year and personally generate significant revenue for the resort, including:

• Prospecting new business through outbound prospecting, networking, referrals, sales missions, trade shows, and industry events.
• Developing and maintaining a portfolio of key accounts across groups, corporate, leisure, wedding, wellness, and social markets.
• Leading resort site inspections and personalized presentations for prospective clients.
• Negotiating contracts while protecting profitability and maintaining rate integrity.
• Soliciting and closing group business, corporate retreats, destination weddings, and luxury leisure business.

Revenue Generation & Commercial Strategy

Drive revenue across all areas of the resort — guest rooms, group business, meetings & conferences, weddings & social events, catering, spa & wellness, and food & beverage — partnering closely with Revenue Management to:

• Optimize ADR, RevPAR, and overall resort profitability.
• Evaluate group displacement and develop promotions during need periods.
• Monitor booking pace, production reports, forecasts, and market trends to proactively adjust sales strategies.

Growth & Expansion Leadership

Indian Springs Resort is entering an exciting period of growth and transformation. The Director of Sales and Business Development will play a critical leadership role in the commercial launch of the resort's expansion, proactively building business well in advance of the opening.

• Develop and implement a strategic pre-opening sales plan that generates demand well before new accommodations and amenities become available.

Sales Team Leadership

• Recruit, develop, coach, and retain a high-performing sales organization focused on accountability and measurable results.
• Establishing individual production goals and performance expectations.
• Conducting regular coaching sessions and performance reviews.
• Providing ongoing training in negotiation, consultative selling, and luxury hospitality sales.
• Leading weekly sales meetings and developing strategic action plans.

Client Relationship Management

• Develop long-term relationships that generate repeat business and strengthen Indian Springs Resort's position within the luxury hospitality market.
• Maintaining regular contact with key accounts and repeat clients.
• Conducting annual account reviews and developing strategic account plans.
• Assisting with VIP arrivals and major group events.
• Resolving client concerns promptly and cultivating long-term customer loyalty.

Financial & Administrative Responsibilities

• Develop annual departmental budgets and monthly revenue forecasts.
• Analyze production reports and sales performance.
• Maintain accurate CRM and sales database information.
• Review contracts for profitability, accuracy, and compliance with company policy.
• Prepare regular sales reports and maintain accurate documentation of sales activity, production, and opportunities.

Community & Industry Leadership

• Participating in tourism organizations, trade shows, and industry conferences.
• Hosting familiarization tours and client events.
• Building relationships with wineries, destination management companies, and local businesses to promote Indian Springs Resort as California's premier wellness destination.

Qualifications

• BA in Hospitality Management, Business Administration, Marketing, or a related field preferred. Comparable experience in hotel leadership position will be considered.
• Minimum of five years of progressive luxury hotel or resort sales experience, including three years leading a sales team.
• Proven history of exceeding revenue goals through proactive selling and strategic account development.
• Strong knowledge of group sales, leisure travel, catering, weddings, and luxury travel markets.
• Excellent communication, presentation, negotiation, and leadership skills.
• Strong financial acumen with experience developing budgets, forecasts, and revenue analyses.

Leadership Expectations

The successful Director of Sales and Business Development will demonstrate:

• A passion for luxury hospitality and exceptional guest experiences.
• An entrepreneurial, proactive approach to business development, balanced with hands‑on execution.
• Strong business judgment, financial acumen, and exceptional relationship‑building skills.
• The ability to inspire, develop, and hold a high‑performing team accountable, with high standards of professionalism and integrity to lead the resort's next chapter of growth.

Physical Requirements

The Director of Sales works in both office and resort environments and should expect to spend a significant portion of the workday conducting site inspections, meeting with clients, touring the property, and collaborating with operational departments. Evening, weekend, and holiday availability is required based on business demands, along with moderate travel for sales missions and industry events.

Compensation

The anticipated base salary range for this position is $140,000 - $150,000 per year. The final salary offered will be based on factors such as relevant experience, skills, qualifications, and internal equity. This position is eligible for an annual performance bonus based on individual sales production and resort revenue goals, subject to the terms of the applicable bonus plan. Indian Springs Calistoga also offers a comprehensive benefits package, including medical, dental, vision, 401(k), paid time off, resort privileges discounts.

This job description is not intended to be a complete list of all duties. Additional responsibilities may be assigned as business needs require.

Equal Employment Opportunity

Indian Springs Calistoga is an equal opportunity employer. We are committed to a workplace free of discrimination and harassment, and all employment decisions are made without regard to race, color, religion, creed, sex, gender, gender identity, gender expression, sexual orientation, marital status, national origin, ancestry, age, physical or mental disability, medical condition, genetic information, reproductive health decision‑making, military or veteran status, or any other characteristic protected by federal, state, or local law. If you need an accommodation, please contact Human Resources department and the Fair Chance Act line.