Assistant Director of Sales - Franchise

Essential Functions

• Solicit, negotiate, and book group business to achieve or exceed hotel revenue and occupancy goals.

• Develop and maintain strong relationships with meeting planners, corporations, associations, government agencies, and third-party partners.

• Generate new business through prospecting, networking, sales calls, site inspections, and industry events.

• Manage a portfolio of existing accounts while actively pursuing new opportunities.

• Conduct hotel site tours and presentations for prospective clients.

• Prepare proposals, negotiate contracts, and secure signed agreements.

• Collaborate with Revenue Management to maximize profitability and optimize group business mix.

• Maintain accurate account, lead, and booking information within CRM and sales systems.

• Monitor market trends, competitor activity, and industry developments to identify opportunities.

• Participate in trade shows, client events, and community organizations to increase hotel visibility.

• Partner with Conference Services, Catering, and Operations teams to ensure seamless group execution and client satisfaction.

• Prepare and present weekly, monthly, and annual sales reports, forecasts, and action plans.

• Assist in the development and execution of the hotel's overall sales and marketing strategy.

• Mentor and support Group Sales Managers and other sales team members as applicable.

Qualifications

• Bachelor's degree in Hospitality Management, Business, Marketing, or related field preferred.

• Minimum of 5 years of hotel sales experience with a proven record of group business production.

• Previous experience in a full-service hotel environment preferred.

• Knowledge of hotel sales processes, revenue management principles, and contract negotiations.

• Experience with Delphi, CI/TY, Salesforce, or similar hotel sales systems preferred.

• Strong communication, presentation, and negotiation skills.

• Ability to work independently while contributing to team goals.

• Strong organizational and time-management skills.

• Ability to travel for client meetings, trade shows, and industry events as needed.

Key Performance Indicators

• Group room night production

• Group revenue generation

• New account acquisition

• Lead conversion ratio

• Client retention and satisfaction

• Sales activity goals (calls, appointments, site visits)

• Market share growth

• Forecast accuracy