Hilton Garden Inn Kansas City Riverside Management Company:
Scarlett Hotel Group Position Summary The Director of Sales is responsible for leading the hotel's sales efforts and driving profitable revenue growth across group, business transient, negotiated corporate, government, leisure, meeting room, catering, and other applicable market segments. This position develops and executes the hotel's sales strategy, actively generates new business, manages key accounts, and partners with the General Manager, Revenue Management, Operations, Hilton sales resources, and Scarlett Hotel Group leadership to maximize occupancy, ADR, RevPAR, market share, and total hotel revenue. The Director of Sales serves as the hotel's on-site commercial leader and sales champion while ensuring every piece of business is effectively communicated and successfully transitioned to the Operations team. Essential Duties and Responsibilities Sales Leadership and Revenue Generation Develop and execute annual and quarterly sales plans aligned with the hotel's budget, business plan, revenue strategy, and market conditions. Achieve or exceed established room revenue, group revenue, catering revenue, market-share, and sales-production goals. Proactively identify, solicit, qualify, and secure new business through outside sales calls, prospecting, networking, referrals, sales missions, community involvement, and client entertainment. Grow production from corporate, group, government, association, sports, entertainment, SMERF, leisure, and locally negotiated accounts. Maintain and strengthen relationships with existing accounts to increase retention, loyalty, referrals, and account penetration. Respond promptly and professionally to leads, RFPs, customer inquiries, and requests for proposals. Conduct client appointments, presentations, hotel tours, and familiarization visits. Negotiate rates, contracts, concessions, and other terms within established company, brand, and revenue-management guidelines. Maintain an active presence in the local business community and represent the hotel at networking events, trade shows, tourism organizations, and community functions. Strategy and Revenue Management Partner with the General Manager and Revenue Management team to develop pricing, need-date, account, and market-segment strategies. Participate actively in revenue strategy meetings and provide meaningful sales intelligence regarding accounts, competitors, market trends, upcoming events, and changes in demand. Review hotel performance, booking pace, account production, market-share reports, competitive intelligence, and sales activity to identify risks and opportunities. Understand the hotel's competitive position and develop strategies that increase occupancy, ADR, RevPAR, and revenue penetration. Assist in preparing annual revenue projections, sales budgets, forecasts, and marketing plans. Ensure the hotel accepts the right business based on profitability, displacement, operational capacity, and long-term account value. Account and Sales-System Management Maintain accurate account profiles, contact information, sales activities, opportunities, contracts, traces, and production data in Hilton-approved sales systems. Track individual and departmental sales activity and measure results against established goals. Prepare timely weekly, monthly, quarterly, and annual sales reports, action plans, forecasts, and ownership updates. Ensure contracts, proposals, group resumes, function information, and customer correspondence are accurate, professional, and completed on time. Maintain complete documentation and follow-up for all prospective, definite, tentative, lost, and turned-down business. Protect confidential guest, client, pricing, and company information. Group and Event Coordination Coordinate with Operations to ensure a seamless transition from the sales process through arrival, execution, billing, departure, and post-event follow-up. Clearly communicate group requirements, room blocks, meeting-room needs, concessions, billing arrangements, VIPs, and special requests. Participate in pre-convention, group-review, and operational meetings as appropriate. Identify potential operational challenges and work with the client and hotel team to develop effective solutions. Follow up after each program to confirm satisfaction, resolve concerns, and pursue repeat and referral business. Marketing and Community Engagement Assist in developing and executing the hotel's annual marketing plan and promotional calendar. Coordinate local marketing, public relations, digital, social-media, and community initiatives with approved company and Hilton resources. Identify partnerships and promotional opportunities involving local businesses, attractions, entertainment venues, chambers of commerce, tourism organizations, and community groups. Ensure marketing materials and public communications comply with Hilton and Scarlett Hotel Group standards. Leadership and Collaboration Serve as a collaborative member of the hotel's Executive Committee and leadership team. Communicate sales priorities, upcoming groups, need periods, and business opportunities throughout the hotel. Create a sales-focused culture by educating and engaging Operations team members in identifying leads and supporting customer relationships. Recruit, train, coach, motivate, and evaluate Sales Department team members, when applicable. Establish clear expectations and hold team members accountable for sales activities, productivity, customer service, and results. Build productive relationships with Hilton sales resources, Revenue Management, sister hotels, ownership representatives, and Scarlett Hotel Group leadership. Complete all required Hilton and company sales and revenue-management training. Qualifications Three or more years of progressive hotel sales experience is preferred. Previous Director of Sales, Senior Sales Manager, or comparable hotel sales leadership experience is preferred. Hilton experience and knowledge of Hilton sales systems are strongly preferred. Bachelor's degree in hospitality, business, marketing, or a related field is preferred. Equivalent experience may be considered. Demonstrated success prospecting for new business and achieving hotel sales and revenue goals. Strong knowledge of hotel operations, market segmentation, revenue management, contract negotiation, and group sales. Excellent written, verbal, presentation, negotiation, and relationship-building skills. Strong analytical, organizational, time-management, and problem-solving abilities. Ability to work independently, manage competing priorities, and consistently meet deadlines. Proficiency with Microsoft Office, hotel sales systems, CRM platforms, and revenue-performance reports. Ability to work a flexible schedule, including occasional evenings, weekends, and holidays, based on client and business needs. Must possess a valid driver's license and be able to travel locally for sales activities. Physical Requirements Ability to perform primarily administrative work for extended periods. Ability to move throughout the hotel and conduct property tours. Ability to attend off-site appointments, networking functions, and community events. Ability to occasionally lift and transport materials weighing up to 25 pounds. Reasonable accommodations may be provided to enable qualified individuals with disabilities to perform the essential functions of the position.
Pay:
$72,000.00 - $88,000.00 per year
Benefits:
401(k) 401(k) matching Dental insurance Employee assistance program Employee discount Flexible schedule Flexible spending account Health insurance Health savings account Life insurance Paid time off Parental leave Vision insurance
