Director of Sales Strategy
Luxury sales at the Inn are rooted in relationships, trust, and a deep understanding of our clients’ goals. Success in this role means going beyond room blocks and event space to craft experiences that feel thoughtful, seamless, and distinctive. The Director of Sales Strategy understands the expectations of corporate decision-makers and high-end social planners, and can position the resort as a setting where business objectives are achieved and meaningful experiences are created.
The Director of Sales Strategy leads an experienced team of Sales Managers and is accountable for overall sales performance, business development, and achieving revenue and occupancy goals. This position works closely with the General Manager to strategically fill need periods, optimize business mix, and maximize total group spend across guestrooms, events, and ancillary services.
This is a leadership role centered on strategy, market positioning, and accountability for results. This is a strategy + accountability sales leader, less “coach the basics,” more “drive the numbers and steer the team”
Key Responsibilities
Sales Strategy & Business Development
- Develop and execute a sales strategy aligned with the revenue goals which include room revenue and food and beverage revenue
- Drive corporate group business as the primary demand segment, focusing on meetings, retreats, and executive programs
- Identify and pursue new companies and planners. Maintain a strategic approach to filling occupancy need periods while protecting rate integrity
Corporate & Group Revenue Optimization
- Lead strategies to maximize total value from corporate group business, including guestrooms, meeting space, food & beverage, and ancillary services
- Partner with Operations to ensure sales commitments align with property capabilities
- Support strong repeat and referral corporate business through relationship-driven selling and long-term account development
Social & Special Event Market Growth
- Oversee strategy for social groups including weddings, celebrations, and milestone events
- Ensure social business is positioned to optimize revenue during appropriate demand periods without displacing higher-rated corporate opportunities
- Support creative packaging and upsell opportunities tied to social events
Leadership & Accountability
- Lead a team of experienced Sales Managers with a focus on performance, productivity, and goal achievement
- Establish clear individual and team sales targets aligned with overall property objectives
- Hold the team accountable for timely client communication, entering business into Salesforce, client billing and closing business out completely in both Opera and Salesforce at time of departure
- Conduct daily (M-F at 930am) sales strategy meetings centered on results
Revenue & Business Mix Collaboration
- Work closely with the General Manager:
- Align group pace with transient demand
- Optimize the balance of corporate, social, and leisure segments
- Review pace, forecasts, and market trends to adjust sales strategies proactively
Market Presence & Relationship Building
- Maintain strong relationships with high-value corporate accounts and meeting planners
- Elevate the Inn’s visibility within the corporate meetings and luxury retreat segments
Reporting & Performance Management
- Monitor sales activity, production reports, and pipeline performance
- Prepare regular performance updates for the General Manager and ownership to be shared at monthly meetings
- Ensure accurate forecasting and Salesforce data integrity
Success Metrics (KPIs)
- Achievement of overall revenue and occupancy targets
- Corporate group pace and production aligned with forecasted need periods
- Growth in total group revenue and ancillary spend
- New corporate account acquisition and retention
- Sales team goal attainment and productivity
- Accuracy of sales forecasts and pipeline management
