Director of Group Sales

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Director of Group Sales

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Sonesta International Hotels . Job Description Summary

The Director of Group Sales is responsible for leading the hotel’s group sales strategy to drive revenue, increase market share, and strengthen relationships with key accounts and partners. This role oversees all group sales activities, manages a portfolio of high‑value accounts, and collaborates with internal departments to ensure seamless execution of group business. The Director of Group Sales will also provide leadership, coaching, and support to the group sales team to ensure goals are consistently achieved. Key Responsibilities

Develop and execute group sales strategies to achieve monthly, quarterly, and annual room night and revenue goals. Identify new business opportunities through proactive prospecting, networking, and relationship building. Monitor market trends, competitor activity, and booking pace to adjust strategy and maintain a competitive edge. Collaborate with Revenue Management to optimize group pricing, inventory management, and forecasting accuracy. Manage a portfolio of top‑producing group accounts, ensuring consistent relationship development and retention. Conduct regular client meetings, site tours, and presentations to secure new and repeat group business. Maintain accurate client information and activities in Delphi/Salesforce (or hotel CRM). Represent the hotel at industry events, trade shows, and client functions as required. Lead, coach, and mentor the group sales team. Provide ongoing performance management including goal setting, reviews, training, and corrective actions when necessary. Foster a culture of accountability, collaboration, and high performance. Partner with Conference Services, Catering, Revenue Management, and Front Office to ensure successful handoff and execution of group programs. Participate in weekly revenue, pace, and group pick‑up meetings. Coordinate with Marketing to support group sales campaigns, promotions, and collateral. Prepare annual group sales budget and quarterly reforecasts in partnership with the DOSM and Finance. Track revenue production, expenses, and ROI for sales activities and travel. Ensure adherence to Sonesta brand standards and hotel financial policies. Qualifications

Minimum 5–7 years of hotel sales experience with a focus on group business; luxury or upper‑upscale experience preferred. Proven track record of achieving sales targets and managing key accounts. Strong leadership abilities with experience supervising or mentoring sales teams. Excellent communication, negotiation, and presentation skills. Proficiency in hotel CRM systems (e.g., Delphi, Salesforce) and Microsoft Office Suite. Ability to work a flexible schedule including occasional evenings and weekends for client events. Core Competencies

Strategic Thinking Relationship Building Team Leadership Revenue & Business Acumen Problem Solving Communication & Influence Professionalism and Service Orientation Working Conditions

Hybrid office environment within the hotel. Occasional travel for client meetings, industry events, and trade shows. Additional Job Information/Anticipated Pay Range

Anticipated Pay Range: $80,000.00 to $90,000.00 annual salary Benefits

Sonesta recognizes that benefits play a vital role in helping ensure the health and financial security of employees and their families. We offer a variety of benefits, including: Food and Beverage Discount RRSP Match Drycleaning Competitive Medical and dental benefits Competitive Extended health care coverage Various employee perks and benefits Tuition reimbursement Employee Assistance Program Competitive Short‑ and Long‑term disability program Paid vacation Paid sick days Employee discounted hotel rate for all Brands within the company EEO Statement

We are an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, national origin, religion, age, color, sex, sexual orientation, gender identity, disability, or protected veteran status, or any other characteristic protected by local, state, or federal laws, rules, or regulations. Legal Notice

The statements in this job description are intended to represent the key duties and level of work being performed. They are not intended to be ALL responsibilities or qualifications of the job. This job description is subject to change at any time. Ai Disclaimer: AI may be used to screen candidates. Human recruiters review all candidates who meet the minimum qualifications.

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