JOB SUMMARY

The Director of Sales leads enterprise sales strategy across the hotel, 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 GHG’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