Job Description
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.
Job Description
Key Responsibilities
Sales Strategy & Revenue Generation
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.
Account Management
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.
Team Leadership & Development
Lead, coach, and mentor the group sales team (Managers, Coordinators, or Executive Meeting Managers as applicable).
Provide ongoing performance management including goal setting, reviews, training, and corrective actions when necessary.
Foster a culture of accountability, collaboration, and high performance.
Cross-Department Collaboration
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.
Financial Management
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.
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 to our employees including:
Salaried FTE Benefits
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
Unionized FTE Benefits
Food and Beverage Discount
RRSP Match
Tool and shoe reimbursement
Competitive Medical and dental benefits
Competitive Extended health care coverage
Various employee perks and benefits
Tuition reimbursement
Employee Assistance Program
Competitive Short term disability program
Paid vacation
Paid sick days
Employee discounted hotel rate- for all Brands within the company
Unionized PTE Benefits
Food and Beverage Discount
Employee discounted hotel rate
Tool and shoe reimbursement
Various employee perks and benefits
Employee Assistance Program
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.
On submission of your application, please ensure you complete a full application in addition to attaching a resume. Incomplete applications received will not be considered.
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