Area Director of Sales - Idaho Falls

Position Summary The Area Director of Sales is responsible for driving revenue growth through strategic business development, proactive prospecting, outside sales efforts, networking, client relationship management, and account management across a portfolio of hotels within the Idaho Falls market. This position serves as a market sales leader for multiple hotel brands and works collaboratively with fellow Area Directors of Sales, on-property sales team members, General Managers, Revenue Managers, and property leadership teams to drive occupancy, ADR, market share, and overall portfolio performance. Reporting directly to the Regional Director of Sales, the Area Director of Sales will identify new business opportunities, cultivate strategic partnerships, maintain key client relationships, negotiate rates and contracts, and position the Idaho Falls market as a preferred lodging destination for corporate, group, project-based, and extended stay travelers. This position is one of two Area Directors of Sales who will work side-by-side to represent and sell the Idaho Falls market as a unified portfolio consisting of eight hotels across Marriott, Hilton, IHG, Wyndham, and Choice brands. Success is measured not only by individual production but by the overall performance and growth of the market. Duties and Responsibilities Strategic Business Development Develop and execute strategic sales plans designed to increase revenue, market share, and account penetration across the Idaho Falls portfolio. Identify, research, and pursue new business opportunities within targeted market segments. Analyze market trends, competitor activity, and local economic conditions to identify revenue opportunities. Establish and maintain a strong pipeline of qualified business opportunities. Prospecting & Outside Sales Conduct regular prospecting activities, cold calls, and lead generation efforts. Schedule and complete outside sales appointments throughout Eastern Idaho and surrounding markets. Conduct site visits, presentations, and client meetings to secure new business. Generate qualified leads for corporate, group, crew, project-based, and extended stay business. Maintain a consistent presence within the market through proactive sales activities. Networking & Community Engagement Represent the hotel portfolio at chamber events, trade shows, industry functions, community organizations, and networking groups. Develop strategic relationships with local businesses, organizations, and community leaders. Promote the Idaho Falls market and hotel portfolio through active community involvement. Client Relations & Account Management Develop and maintain strong relationships with key clients and accounts. Serve as a primary point of contact for assigned corporate and group accounts. Conduct client visits, appreciation events, business reviews, and account maintenance activities. Identify opportunities to grow existing accounts and increase market penetration. Ensure a high level of customer satisfaction throughout the sales process. Quoting & Contracting Prepare and present proposals, quotations, and sales agreements. Negotiate pricing and contract terms within approved sales parameters. Manage opportunities from initial contact through contract execution. Ensure all agreements are completed accurately and in accordance with company standards. Transition contracted business to the appropriate on-property sales team for execution, ensuring all client expectations, contract details, and relevant information are communicated accurately and completely to support a seamless handoff. Sales Administration Maintain accurate records, activities, account information, and opportunities within the designated CRM platform. Prepare sales forecasts, activity reports, and production updates. Track account performance and market trends. Participate in sales meetings, revenue strategy discussions, and business planning sessions. Market Leadership & Collaboration Work collaboratively with fellow Area Directors of Sales to maximize revenue opportunities across all eight hotels. Support a market-wide sales strategy that prioritizes portfolio performance rather than individual hotel performance. Collaborate with General Managers, Revenue Management, and Operations teams to identify need periods and sales opportunities. Provide market intelligence and client feedback to leadership teams. Act as a brand ambassador for all hotels within the portfolio. Training & Professional Development Complete all required brand sales training, certifications, and continuing education programs for Marriott, Hilton, IHG, Wyndham, Choice, and any future brands added to the portfolio. Maintain all required brand certifications and training compliance throughout employment. Complete all company-required onboarding, sales, systems, and operational training programs within established deadlines. Participate in ongoing in-house training initiatives, sales workshops, coaching sessions, and professional development opportunities. Demonstrate proficiency in company-approved systems, sales processes, CRM platforms, and brand-specific sales tools. Remain knowledgeable of brand standards, programs, promotions, loyalty programs, and sales initiatives to effectively represent each hotel within the portfolio. Stay informed of industry trends, best practices, and emerging sales strategies to support continued professional growth and market competitiveness.

Physical Requirements:

Walking and standing required throughout the entire shift. Reaching, bending, carrying, stooping throughout the entire shift. Lifting up to 50 pounds. Drive a vehicle. Report safety hazards, accidents, and injuries immediately. Qualifications Required Qualifications Minimum of two (2) years of sales experience, preferably in hospitality, hotel sales, business development, or a related field. Proven success in prospecting, account management, and business development. Strong communication, presentation, negotiation, and relationship-building skills. Ability to work independently while contributing to a collaborative team environment. Strong organizational and time-management skills. Experience utilizing CRM systems and Microsoft Office products. Valid driver's license and reliable transportation. Preferred Qualifications Hotel sales experience preferred. Experience selling Marriott, Hilton, IHG, Wyndham, and/or Choice branded hotels. Experience with Salesforce, Cvent, Meeting Broker, or similar hospitality sales platforms. Existing business relationships within Eastern Idaho and surrounding markets preferred. Work Environment This position is primarily field-based and requires frequent travel throughout the Idaho Falls market and surrounding areas. The Area Director of Sales is expected to spend a significant portion of their time conducting outside sales calls, attending networking events, visiting client locations, and representing the hotel portfolio within the community. Area Directors of Sales are expected to spend a minimum of 60% of their workweek engaged in proactive revenue-generating sales activities outside of the hotel, including prospecting, client visits, networking events, site tours, and business development efforts. Regular travel throughout Eastern Idaho and surrounding markets is required. In addition to outside sales responsibilities, the Area Director of Sales must effectively manage and respond to inbound sales inquiries, leads, and RFPs in a timely manner. Success in this role requires balancing proactive business development efforts with prompt follow-up, proposal generation, and client communication to maximize revenue opportunities across the portfolio. Occasional evening and weekend attendance at networking functions, community events, trade shows, and client events may be required.

Reporting Structure Reports To:

Regional Director of Sales Works Closely With:

Area Director of Sales (Peer Position) Revenue Management General Managers Property Leadership Teams Regional Director of Operations Performance Expectations Success in this position will be measured through: New account acquisition Revenue production Prospecting activity levels Outside sales call production Client retention and account growth Market share growth CRM compliance Portfolio-wide sales contribution Achievement of individual and team sales goals Community engagement and networking activity All Employees must be willing and able to adhere to our Employee Handbook policies and pass our pre-hire drug test.

Benefits:

401(k) Dental insurance Employee discount Health insurance Health savings account Life insurance Paid time off Vision insurance

Work Location:

In person