The National Sales Officer is responsible for leading hotel sales strategy and execution across the portfolio, with accountability for profitable revenue growth, market share expansion, key account development, and sales team performance. This leader will oversee the National Sales team and partner closely with regional sales, property-level sales, Revenue Management, Marketing, Food and Beverage, and Operations teams to deliver aligned sales strategies across all major segments.
The National Sales Offier will bring disciplined sales leadership, deep hotel industry relationships, strong commercial acumen, and the ability to build a high-performing, accountable sales culture. This role will be responsible for strengthening sales processes, developing talent, improving CRM and pipeline discipline, and ensuring the organization is positioned to grow revenue profitability across existing and new markets.
Key Responsibilities
Strategic Leadership
- Develop and execute a comprehensive sales strategy aligned with corporate goals and revenue targets.
- Identify new market opportunities, partnerships, and revenue streams.
- Collaborate with executive leadership on long-term business planning and expansion initiatives.
Revenue Growth & Performance
- Drive revenue across all segments (corporate, group, events, government, entertainment, transportation crew and wholesale/Tour & FIT).
- Analyze market trends, competitor performance, and demand patterns to optimize sales strategies.
- Establish and monitor KPIs, forecasts, and sales budgets.
- Account segmentation and prioritization.
Team Leadership & Development
- Lead, mentor, and scale a high-performing National Sales Team and work closely with the National Director of Sales to ensure regional and property level sales initiatives and execution are all aligned to achieve synergistic results.
- Set performance expectations and ensure accountability at all levels.
- Participate in compensation setting including input into incentive plans.
- Establish regular performance management cadence.
- Monitor & review succession planning for sales leaders.
Client & Partnership Management
- Build and maintain relationships with key corporate clients, travel partners, sourcing companies, and industry stakeholders.
- Negotiate major contracts and strategic agreements.
- Represent the brand at industry events, trade shows, and networking functions.
Cross-Functional Collaboration
- Partner with Marketing, Revenue Management, Food and Beverage and Operations divisions to align strategies.
- Ensure brand consistency and customer experience across all sales channels.
- Support new property openings and repositioning efforts with strategic sales plans engaging all levels of sales.
Reporting & Analytics
- Provide regular sales performance reports and insights to executive leadership.
- Utilize CRM and sale technology to track pipeline, productivity, and conversion metrics.
- Implement sales technology and adoption.
- Adjust strategies based on data-driven insights as well as knowledge gained during quarterly client business reviews.
Key Success Measures
- Profitable revenue growth across priority segments and markets.
- Market share growth and improved account penetration.
- Stronger sales pipeline visibility, conversion, and productivity.
- Effective transition and stewardship of key client relationships.
- Development of a high-performing, accountable sales team and future sales leaders.
Qualifications
- Bachelor’s degree in business, Hospitality Management, or related field (MBA preferred).
- 10+ years of progressive sales leadership experience in hotels.
- Proven track record of driving revenue growth across multiple properties or regions.
- Strong understanding of hotel sales segments, distribution channels, and revenue management principles.
- Strong understanding of sales in a wholly owned and managed portfolio.
- Exceptional leadership, negotiation, and communication skills.
- Experience managing large, geographically dispersed teams.
- Proficiency with CRM systems and sales analytics tools.
Core Competencies
- Strategic thinking and execution
- Leadership and team development
- Financial and business acumen
- Relationship building and negotiation
- Market awareness and adaptability
- Results-oriented mindset
Pay: $90,000.00-$99,000.00 per year
Benefits:
- Company events
- Dental care
- Extended health care
- Life insurance
- Paid time off
Work Location: In person
