Exciting opportunity as an Area Director of Sales to lead group sales for three independent boutique hotels in Monterey, California. This DOS must have demonstratable organizational skills to balance a heavy client load.  You will respond to leads and prospect for new business as well as close, and grow group business across all three properties, move market share against each hotel's STR competitive set, and deliver the revenue budget.

You will manage your time across the three hotels and help your Sales Coordinator manage their responsibilities with building/managing room blocks, traces to collect deposits, run and share pick-up reporting, client follow-up, and day-of-event support, etc.

Reports to: Area General Manager with a dotted line to the corporate VP, Sales & Marketing

Location: Monterey, CA (on-site across three hotels)

Key responsibilities

Group sales and closing

• Solicit, negotiate, and close group business for all three hotels: all market segments.
• Place each piece of business at the hotel that best fits the group and maximizes total area revenue.
• Respond to RFPs and leads within 24 hours; convert proposals to signed contracts.
• Negotiate rates, concessions, attrition, and possible F&B events.
• Issue contracts and collect signatures in Sertifi.

Prospecting and account development

• Hit monthly targets for outbound calls, emails, site tours, and appointments.
• Build a pipeline in Monterey's core feeder markets: Bay Area, Silicon Valley, Sacramento, Central Valley, and Southern California.
• Mine lost business, past groups, competitor reader boards, and STR data for new leads.
• Attend trade shows, sales missions, and local community and CVB events.

Managing three hotels

• Attend each hotel's staff/group resume meetings.
• Partner with VP of Revenue and General Manager on weekly group strategy, pricing, and need periods.  Review any complex leads.

Systems

• Maintain all accounts, contacts, activities, and bookings in Delphi with clean, current data.
• Use SkyTouch PMS to review availability, group blocks, and in-house reports.
• Use Sertifi for contract execution and e-signature tracking.

Leading the Sales Coordinator

• Direct the Sales Coordinator, who:
  • Enters and maintains room blocks and group codes
  • Traces and manages group deposits
  • Pulls and reports and tracks pickup to flag blocks at risk of attrition
  • Supports client communication, rooming lists, and BEOs
  • Assists with day-of-event logistics and on-site client care, set up amenity and meeting space as needed.
• Set priorities, review work weekly, and coach for growth.

Market share and revenue

• Review STR reports weekly; identify where each hotel is losing share and act on it.
• Build monthly and quarterly sales action plans tied to need dates and STR gaps as needed.
• Watch group pace as to stay ahead of STLY and achieve budget.

Qualifications

• 5+ years of hotel group sales experience; multi-property or cluster sales strongly preferred.  Extremely organized with managing multi-clients and groups.
• Proven record of closing group business and exceeding monthly and annual goals.
• Working knowledge of STR reports, displacement analysis, and revenue management.
• Proficiency in Delphi required; SkyTouch PMS and Sertifi preferred.
• Experience with independent hotels preferred.
• Excellent negotiation, written, and verbal communication skills.
• Ability to manage time and priorities across three hotels; valid driver's license and reliable transportation.
• Bachelor's degree in hospitality, business, or related field preferred.