Director of Sales

Job Summary

The Director of Sales is responsible for steering enterprise sales initiatives across multiple business units including the Radisson Plaza Hotel and Kalamazoo Event Center. This leadership position focuses on boosting revenue, expanding market share, and enhancing long-term client value while ensuring a cohesive customer journey from inquiry through post-event engagement.

This role includes building and managing a data-driven, high-achieving sales team aligned with Greenleaf Hospitality Group's objective to be Kalamazoo's premier host in hospitality, dining, sports, and entertainment.

Key Responsibilities

• Maximize total revenue streams such as rooms, events, food and beverage, and additional services.
• Formulate and implement sales strategies informed by market trends and competitive analysis.
• Discover new opportunities through cross-selling and package offerings.
• Collaborate closely with Revenue Management to optimize pricing, inventory, and demand.
• Oversee performance indicators including revenue, ADR, RevPAR, and conversion metrics.
• Direct market segmentation efforts across corporate, SMERF (Social, Military, Educational, Religious, Fraternal), sports, association, and social sectors.
• Stay current on market dynamics and demand catalysts, converting insights into actionable plans.
• Forge partnerships to amplify brand presence and generate demand.
• Guarantee a flawless customer experience from start to finish, fostering client retention and loyalty.
• Integrate efforts across Sales, Event Services, and Operations for consistent delivery.
• Promote a guest-centric culture prioritizing exceptional experiences.
• Recruit, mentor, and lead a proficient sales team with clear objectives and accountability.
• Coach teams on advanced selling tactics and relationship management.
• Instill a culture of ownership, collaboration, and continuous improvement.
• Utilize CRM platforms such as Delphi for pipeline management and performance reporting.
• Leverage data analytics to enhance forecasting accuracy, conversion rates, and productivity.
• Monitor trends continuously to guide strategic decisions.
• Collaborate cross-functionally with Revenue Management, Marketing, Operations, and Finance to align messaging and execution.
• Contribute to overarching enterprise strategies and business plans.
• Lead budgeting, sales planning, and forecast efforts while managing expenses consistent with revenue goals.

Qualifications

• Bachelor's degree preferred in Hospitality, Business, Sales, or related disciplines.
• Minimum of 5 years progressive leadership experience in hospitality sales.
• Demonstrated track record of increasing group and event revenues.
• Proficiency with CRM and PMS systems such as Delphi and Opera.
• Strategic mindset with strong operational execution capabilities.
• Financial literacy coupled with analytical skills.
• Excellent communication and relationship-building skills.
• High emotional intelligence and teamwork-oriented approach.
• Results-focused with strong urgency and accountability.
• Flexibility to work evenings, weekends, and holidays as required.
• Active presence on property and in external sales activities.
• Physical ability to lift up to 40 pounds and remain active for prolonged periods.