Corporate Director of Sales

Description

Position Overview

Windsor Hospitality is seeking a dynamic and results-driven Corporate Director of Sales to lead and elevate the sales function across our portfolio of nine full-service hotels. Based in our Santa Monica corporate office, this senior-level position is central to driving top-line revenue performance, building cohesive sales strategies, and developing high-performing sales teams across all properties.

The Corporate Director of Sales will serve as the key architect of Windsor Hospitality's commercial sales strategy, working in close partnership with property General Managers, Revenue Management, Director of Sales, and Marketing to maximize group, corporate transient, and catering revenue. This individual will be a hands-on leader who is equally comfortable in the boardroom presenting strategy and on-property coaching talent.

Core Responsibilities

Sales Strategy & Commercial Leadership

• Develop and execute a unified, portfolio-wide sales strategy aligned with Windsor Hospitality's annual revenue and growth objectives.
• Establish annual group, corporate transient, and catering revenue goals for each property in collaboration with General Managers and the Revenue Management team.
• Identify and pursue new business opportunities across key market segments including corporate accounts, SMERF, association, sports, and government.
• Lead brand-level account management for national and regional accounts, serving as the primary relationship owner for top-tier clients.
• Direct the RFP process for corporate and group accounts across all nine properties, ensuring competitive positioning and rate integrity.

Portfolio Oversight & Property Support

• Conduct regular property visits and sales reviews to evaluate team performance, pipeline health, and market penetration across all hotels.
• Partner with property Directors of Sales to develop tailored market strategies and action plans reflective of each hotel's competitive set and demand drivers.
• Oversee the deployment and utilization of sales tools, CRM systems, and GDS/eRFP platforms to ensure consistency and data integrity across the portfolio.
• Champion best practices in sales processes, account management, and client engagement standards at all nine properties.

Team Development & Culture

• Recruit, mentor, and develop a high-performing portfolio of property-level Directors of Sales and their teams.
• Conduct structured performance reviews, identify skill gaps, and implement targeted development and coaching programs.
• Foster a culture of accountability, collaboration, and continuous improvement across all sales teams.
• Lead monthly portfolio-wide sales calls and quarterly in-person summits to align priorities, share wins, and address challenges.

Revenue Management Collaboration

• Collaborate with Revenue Management on pricing strategy, group displacement analysis, and optimal channel mix across properties.
• Actively participate in weekly revenue strategy meetings, contributing sales pipeline visibility and demand-generation insights.
• Align sales booking pace with 30/60/90-day forecasting cycles to ensure proactive yield management and group room block optimization.
• Support STR benchmarking efforts by interpreting competitive performance data and identifying opportunities to improve RevPAR index.

Reporting & Analytics

• Prepare and present comprehensive monthly and quarterly sales performance reports to executive leadership, highlighting KPIs, pipeline trends, and strategic recommendations.
• Monitor portfolio-wide production metrics including group room nights, ADR, conversion rates, and account penetration.
• Track competitive market intelligence and proactively adjust strategies to respond to shifts in market conditions 

Requirements

Qualifications

Required

• Minimum 5-10 years of progressive hotel sales experience, with at least 3 years in a multi-property or corporate-level sales leadership role.
• Demonstrated success managing a full-service or upper-upscale hotel portfolio with direct accountability for group and transient revenue.
• Deep expertise in corporate account management, group sales, and catering/event revenue generation.
• Proven track record of driving revenue growth, improving sales team performance, and developing talent.
• Strong fluency in revenue management principles, including RevPAR, ADR, displacement analysis, and pace reporting.
• Proficiency with hotel CRM platforms, GDS systems, and eRFP tools (e.g., Delphi, Cvent, SynXis, Amadeus, or equivalent).
• Exceptional communication, presentation, and negotiation skills, with the ability to influence at all organizational levels.
• Willingness and ability to travel regularly to properties across the portfolio.

Preferred

• Experience working within a branded hotel environment (Marriott, Hilton,), with familiarity navigating brand systems and franchise relationships.
• Prior experience with hotel conversion or pre-opening sales strategy.
• Bachelor's degree in Hospitality Management, Business Administration, or a related field; advanced degree a plus.
• Established relationships with national corporate accounts and intermediaries in key verticals such as technology, entertainment, legal, or financial services.

What we offer:

Join a team that invests in you! We’re proud to offer a comprehensive and competitive benefits package to support the well-being and growth of all our eligible employees in our diverse and inclusive environment:

• Medical, Dental, Vision, Life and Disability Insurance: If eligible, enjoy access to quality healthcare plans to stay healthy and protected.
• Flexible Spending Account (FSA): Pre-tax savings for healthcare and dependent care expenses.
• 401(k) & Roth 401(k) Plans: Plan for your future with employer-supported retirement options.
• Employee Assistance Program (EAP): Confidential support services for personal and professional well-being.
• Career Growth Opportunities: We promote from within and invest in your long-term success.
• Paid Time Off (PTO): Take time to relax, recharge, and explore life outside of work.
• Paid Sick Leave: Supportive sick time policy to care for your health when you need it.
• Exclusive Employee Hotel Discounts: Take advantage of special rates for hotels in our brand portfolio—just for our team members and their family & friends.
• Recognition & Rewards Program: Our team members are regularly acknowledged through performance awards, milestone celebrations, and incentive programs that recognize excellence and dedication.