Hotel Director of Sales

AvaHR; Melbourne (KY); On-site; USD 65,000 - 90,000; Full time

Job summary

AvaHR in Melbourne, KY is seeking an experienced hotel sales leader to grow group, corporate, association, and events revenue. You will build long-term relationships, coordinate handoffs, and work cross-functionally with revenue, operations, F&B, and events teams.

The role requires hotel experience, strong negotiation and CRM skills, and willingness to travel for local events. A competitive salary with a monthly bonus up to 3% of group revenue is offered.

Qualifications

• Bachelor’s degree preferred in hospitality, business, or related field.
• 3+ years hotel, venue, or event sales experience.
• Strong negotiation, presentation, and CRM skills.
• Ability to travel locally and work events outside standard hours.

Responsibilities

• Create and execute account, market-segment, prospecting, and revenue plans aligned with occupancy and events.
• Generate leads through outreach, referrals, digital channels, site visits, and trade events.
• Qualify business, prepare proposals, conduct tours, negotiate terms, and secure deposits.
• Maintain CRM records, forecasts, and contracts with client communications.
• Partner with revenue, operations, F&B, and banquet teams on pricing and event details.
• Conduct pre- and post-event follow-up; identify upsell opportunities.
• Monitor competitors and market conditions; adjust strategy as needed.
• Ensure commitments are transferred through contracts and event orders.
• Represent the hotel professionally and adhere to policies.
• If assigned, recruit and coach sales or coordination staff.

Skills

Guest-focused

Communication

Team collaboration

Negotiation

Relationship management

Education

Bachelor's degree in hospitality, business, marketing, or related field

Tools

OPERA PMS

Salesforce

Delphi Hotel Software

Job description

Position Summary

Develops and executes sales strategies that grow group, corporate, association, social, leisure, and event revenue while building long-term client relationships and coordinating accurate operational handoff.Hotel Experience required.Competitive salary comensurate with experience and monthly Bonus base on group revenue ,up to 3% from monthly group revenue.

Essential Functions and Responsibilities

• Create and execute account, market-segment, prospecting, and revenue plans aligned with occupancy, rate, event-space, and need-period objectives.
• Generate leads through outreach, referrals, digital channels, community involvement, site visits, trade events, and disciplined account management.
• Qualify business, prepare proposals, conduct tours, negotiate approved terms, and secure signed agreements and deposits.
• Maintain accurate CRM records, traces, pipelines, production reports, forecasts, contracts, and client communications.
• Partner with revenue, operations, food and beverage, and banquet teams on pricing, availability, concessions, room blocks, event details, and service recovery.
• Conduct pre- and post-event follow-up, strengthen repeat business, and identify upsell opportunities.
• Monitor competitors, market conditions, demand generators, and client feedback; recommend strategy adjustments.
• Ensure commitments are operationally feasible and transferred accurately through contracts, event orders, resumes, and internal meetings.
• Represent the hotel professionally and comply with gift, entertainment, confidentiality, data-security, and approval requirements.
• If assigned, recruit, train, coach, and evaluate sales or coordination staff.

Leadership and Supervisory Responsibilities

• Plan and assign work; communicate expectations; train, coach, and evaluate employees.
• Support consistent application of policies and promptly elevate employee-relations, accommodation, leave, wage-hour, safety, or conduct concerns to authorized leadership or Human Resources.
• Review scheduling and time records for accuracy and maintain appropriate documentation.
• Model professional conduct, accountability, inclusion, and respectful workplace behavior.

Required Knowledge, Skills, and Competencies

• Guest-focused judgment and professional communication.
• Ability to prioritize, follow procedures, maintain accurate records, and complete work within required timeframes.
• Ability to work cooperatively across departments in a fast-paced, occupancy- and event-driven environment.
• Integrity, reliability, discretion, and responsible handling of hotel, guest, employee, or financial information.
• Ability to use job-related technology and learn property systems required for the role. Knowledgeable in PMS systems like OPERA, PEP and other sales platforms like Delphi Hotel Software and Sales Force.

Education, Experience, and Credentials

• Bachelor's degree in hospitality, business, marketing, or related field preferred, or equivalent experience.
• Three or more years of hotel, venue, event, or business-to-business sales experience preferred.
• Strong negotiation, presentation, writing, CRM, forecasting, and relationship-management skills.
• Ability to travel locally and work events outside standard business hours as needed.

Physical Demands and Work Environment

Primarily office and property-tour work with frequent computer, telephone, and speaking activity. Regular walking and standing during tours and events; occasional lifting up to 25 pounds; local travel may be required.

Schedule and Availability

The schedule is based on hotel occupancy, business volume, events, and operational needs. Regular availability for weekends and holidays may be required. Leadership and designated operational positions may be required to respond to urgent needs outside scheduled hours.