Luxury sales at the Inn are rooted in relationships, trust, and a deep understanding of our clients’ goals. Success in this role means going beyond room blocks and event space to craft experiences that feel thoughtful, seamless, and distinctive. The Director of Sales Strategy understands the expectations of corporate decision-makers and high-end social planners, and can position the resort as a setting where business objectives are achieved and meaningful experiences are created.

The Director of Sales Strategy leads an experienced team of Sales Managers and is accountable for overall sales performance, business development, and achieving revenue and occupancy goals. This position works closely with the General Manager to strategically fill need periods, optimize business mix, and maximize total group spend across guestrooms, events, and ancillary services.

This is a leadership role centered on strategy, market positioning, and accountability for results. This is a strategy + accountability sales leader, less “coach the basics,” more “drive the numbers and steer the team”.

Key Responsibilities

Sales Strategy & Business Development

Develop and execute a sales strategy aligned with the revenue goals which include room revenue and food and beverage revenue
Drive corporate group business as the primary demand segment, focusing on meetings, retreats, and executive programs
Identify and pursue new companies and planners. Maintain a strategic approach to filling occupancy need periods while protecting rate integrity

Corporate & Group Revenue Optimization

Lead strategies to maximize total value from corporate group business, including guestrooms, meeting space, food & beverage, and ancillary services
Partner with Operations to ensure sales commitments align with property capabilities
Support strong repeat and referral corporate business through relationship-driven selling and long-term account development

Social & Special Event Market Growth

Oversee strategy for social groups including weddings, celebrations, and milestone events
Ensure social business is positioned to optimize revenue during appropriate demand periods without displacing higher-rated corporate opportunities
Support creative packaging and upsell opportunities tied to social events

Leadership & Accountability

Lead a team of experienced Sales Managers with a focus on performance, productivity, and goal achievement
Establish clear individual and team sales targets aligned with overall property objectives
Hold the team accountable for timely client communication, entering business into Salesforce, client billing and closing business out completely in both Opera and Salesforce at time of departure
Conduct daily (M-F at 930am) sales strategy meetings centered on results

Revenue & Business Mix Collaboration

Work closely with the General Manager:

Align group pace with transient demand
Optimize the balance of corporate, social, and leisure segments

Review pace, forecasts, and market trends to adjust sales strategies proactively

Market Presence & Relationship Building

Maintain strong relationships with high-value corporate accounts and meeting planners
Elevate the Inn’s visibility within the corporate meetings and luxury retreat segments

Reporting & Performance Management

Monitor sales activity, production reports, and pipeline performance
Prepare regular performance updates for the General Manager and ownership to be shared at monthly meetings
Ensure accurate forecasting and Salesforce data integrity

Success Metrics (KPIs)

Achievement of overall revenue and occupancy targets
Corporate group pace and production aligned with forecasted need periods
Growth in total group revenue and ancillary spend
New corporate account acquisition and retention
Sales team goal attainment and productivity
Accuracy of sales forecasts and pipeline management

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SERENBE REAL ESTATE