Director of Sales

Job Description

JOB SUMMARY

The Director of Sales leads enterprise sales strategy across the Radisson Plaza Hotel, Kalamazoo Event Center, and related business units, driving revenue growth, market share, and long-term customer value. This role serves as a strategic demand generator and cross-functional leader, ensuring a seamless customer journey from initial inquiry through post-event loyalty.

This leader will build and develop a high-performing, data-driven sales team aligned with Greenleaf Hospitality Group’s vision to be the Host of Kalamazoo through exceptional hospitality, dining, sports, and entertainment.

Essential Job Results

Revenue & Sales Strategy

• Drive total revenue across rooms, events, F&B, and ancillary streams
• Develop and execute sales strategies based on market trends and competitive positioning
• Identify new revenue opportunities through cross-selling and bundled experiences
• Partner with Revenue Management on pricing, inventory, and demand strategies
• Own performance metrics including revenue, ADR, RevPAR, and conversion rates

Market Positioning & Business Development

• Lead segmentation strategy across corporate, SMERF, sports, association, and social markets
• Maintain strong awareness of market trends and demand drivers
• Translate insights into actionable sales plans and account strategies
• Build partnerships to strengthen market presence and demand generation

Customer Experience & Relationship Management

• Ensure a seamless, end-to-end customer experience
• Drive retention and long-term client relationships
• Align Sales, Event Services, and Operations for consistent execution
• Foster a culture focused on delivering exceptional guest experiences

Team Leadership & Culture

• Recruit, develop, and lead a high-performing sales team
• Establish clear goals, accountability, and performance expectations
• Coach team members on strategic selling and relationship management
• Promote a culture of ownership, collaboration, and continuous improvement

Data, Systems & Performance

• Ensure effective use of CRM systems (e.g., Delphi) for pipeline and reporting
• Use data and analytics to improve forecasting, conversion, and productivity
• Monitor trends to inform strategy and decision-making

Cross-Functional Collaboration

• Partner with Revenue Management, Marketing, Operations, and Finance
• Align on goals, messaging, and execution across the organization
• Contribute to enterprise strategy and business planning

Financial Planning & Accountability

• Lead sales planning, budgeting, and forecasting
• Monitor performance and adjust strategies as needed
• Manage expenses in alignment with revenue goals

What You Need For This Position

• Bachelor’s degree in Hospitality, Business, Sales, or related field preferred
• 5+ years of progressive sales leadership in hospitality
• Proven success driving group and event revenue
• Experience with CRM/PMS systems (e.g., Delphi, Opera)
• Strategic thinker with strong execution skills
• Financial and analytical acumen
• Strong communicator and relationship builder
• High emotional intelligence and collaborative mindset
• Results-driven with a sense of urgency and accountability
• Flexible schedule including evenings, weekends, and holidays
• Active, on-property and external sales presence
• Ability to lift up to 40 lbs and remain active for extended periods

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