Assistant Director of Sales

JOB DESCRIPTION  |  295-ROOM LUXURY HOTEL

Position Summary

The Assistant Director of Sales is responsible for supporting the strategic sales leadership of a 295-room luxury hotel while driving revenue growth through the acquisition, development, and retention of transient, group, corporate, and special-event business. This position partners closely with the Director of Sales to develop and execute sales strategies that maximize occupancy, average daily rate (ADR), and overall hotel profitability.

The Assistant Director of Sales serves as a key member of the Sales & Marketing leadership team, actively cultivating client relationships, generating new business opportunities, overseeing assigned market segments, and assisting in the leadership and development of the sales team. This role requires a dynamic hospitality professional who excels at relationship building, prospecting, revenue generation, and delivering exceptional client experiences consistent with luxury hospitality standards.

Essential Duties and ResponsibilitiesSales Leadership & Revenue Generation

• Support the Director of Sales in developing and executing strategic sales initiatives designed to maximize hotel revenues and market share.
• Prospect, solicit, negotiate, and close new business opportunities across assigned market segments.
• Develop and maintain a robust sales pipeline through proactive prospecting, networking, referrals, site visits, and industry events.
• Achieve or exceed monthly, quarterly, and annual revenue goals and sales activity targets.
• Assist in identifying market trends, competitive activity, and emerging revenue opportunities.
• Participate in the preparation and execution of annual sales plans, marketing strategies, and business forecasts.
• Support revenue optimization efforts in partnership with Revenue Management and Hotel Leadership.

Account Management & Client Relations

• Build and maintain strong relationships with corporate accounts, meeting planners, travel professionals, event organizers, and key business partners.
• Conduct hotel tours, client presentations, outside sales calls, and site inspections.
• Maintain regular communication with existing clients to encourage repeat business and strengthen long-term partnerships.
• Ensure accurate and timely follow-up on sales leads, proposals, contracts, and client requests.
• Develop customized solutions that meet client objectives while maximizing hotel profitability.
• Represent the hotel at industry trade shows, community events, chamber functions, and networking opportunities.

Group Sales & Event Business Development

• Generate group room nights and catering revenue through proactive sales efforts.
• Negotiate contracts and pricing agreements consistent with hotel guidelines and revenue objectives.
• Coordinate the smooth transition of booked business to Operations, Catering, and Conference Services teams.
• Participate in pre-convention meetings and client planning sessions when required.
• Support the successful execution of group programs and VIP events.
• Ensure all commitments made during the sales process are properly communicated to operational departments.

Sales Team Leadership & Development

• Assist the Director of Sales with coaching, mentoring, and developing Sales Managers and Coordinators.
• Support hiring, onboarding, training, and professional development initiatives.
• Foster a culture of accountability, collaboration, and luxury service excellence.
• Conduct sales training sessions focused on prospecting, negotiation, presentation skills, and client relationship management.
• Assist in monitoring sales productivity, activity levels, prospecting efforts, and performance metrics.
• Serve as acting sales leader in the absence of the Director of Sales.

Financial Management & Business Analytics

• Maintain accurate sales forecasts and revenue projections.
• Monitor pace reports, booking trends, displacement analyses, and performance metrics.
• Analyze market data and competitive intelligence to support strategic decision-making.
• Assist with budgeting, forecasting, and annual business planning processes.
• Ensure proper utilization of CRM systems and sales reporting tools.
• Prepare weekly and monthly sales reports for hotel leadership.

Luxury Guest & Client Experience

• Ensure every client interaction reflects the hotel's luxury brand standards.
• Deliver exceptional customer service throughout the sales and event planning process.
• Resolve client concerns professionally and promptly.
• Develop personalized experiences and creative solutions for key accounts and VIP guests.
• Collaborate with operational departments to ensure seamless service delivery and exceptional guest satisfaction.

Cross-Functional Collaboration

• Partner closely with Revenue Management, Marketing, Catering, Operations, Finance, and Hotel Leadership.
• Participate in weekly revenue meetings, sales strategy sessions, and leadership meetings.
• Support hotel-wide promotional campaigns and special initiatives.
• Assist with brand compliance and implementation of corporate sales programs.
• Ensure alignment of sales strategies with overall business objectives.

QualificationsEducation & Experience

• Bachelor's degree in Hospitality Management, Business Administration, Marketing, or a related field preferred.
• Minimum of 4-6 years of hotel sales experience required.
• Minimum of 2 years of leadership or senior sales experience within a luxury hotel, resort, or upscale hospitality environment preferred.
• Proven track record of meeting or exceeding revenue goals.
• Experience managing group, corporate, and transient business segments.
• Knowledge of luxury hospitality sales practices and revenue management principles.

Knowledge, Skills & Abilities

• Strong sales, negotiation, and closing skills.
• Excellent communication, presentation, and interpersonal abilities.
• Proven ability to establish and maintain client relationships.
• Strong business development and prospecting capabilities.
• Advanced organizational, analytical, and time-management skills.
• Ability to manage multiple priorities in a fast-paced environment.
• Strong financial acumen and understanding of hotel revenue drivers.
• Proficiency in Delphi, CI/TY, Salesforce, Opera, Amadeus systems, or similar hospitality sales platforms.
• Advanced proficiency in Microsoft Office Suite, particularly Excel and PowerPoint.
• Strong problem-solving and decision-making capabilities.
• Ability to travel locally and regionally as business needs require.

Core CompetenciesPhysical Requirements

• Ability to sit, stand, and walk for extended periods.
• Ability to travel locally and regionally for sales calls and industry events.
• Ability to lift and carry up to 25 pounds.
• Ability to work evenings, weekends, holidays, and flexible schedules as business needs require.

Work Environment

Work is performed primarily in a luxury hotel environment with regular travel for outside sales activities, industry events, and client meetings. Frequent interaction with guests, clients, associates, vendors, and hotel leadership is required. The position requires flexibility to support business demands, special events, and client functions.

Supervisory Responsibility

May directly supervise Sales Managers, Sales Coordinators, and Administrative Sales Team Members as assigned. Provides leadership and guidance to the sales organization in partnership with the Director of Sales.

Role Purpose

This position plays a critical role in driving revenue growth, expanding market presence, strengthening client relationships, and supporting the overall success of the hotel's sales efforts. The Assistant Director of Sales helps ensure the hotel achieves its revenue objectives while maintaining the highest standards of luxury hospitality and service excellence.