Director of Sales- Holiday Inn Winchester, VA
Blue Sky Hospitality Solutions, Winchester, VA, United States
Director of Sales
Property: Holiday Inn – Winchester, Virginia
Department: Sales & Marketing
Reports To: General Manager
Location: Winchester, Virginia
Position Summary
The Director of Sales is responsible for leading the sales strategy and revenue generation efforts for the hotel. This role develops and executes sales plans to maximize occupancy, ADR, and total revenue through corporate, group, leisure, and local market segments while maintaining strong relationships with clients and community partners.
Key Responsibilities
Sales Strategy & Revenue Generation
Develop and implement strategic sales plans to achieve revenue and occupancy goals.
Identify new business opportunities in corporate, government, association, and group segments.
Drive room revenue, meeting space utilization, and ancillary revenue.
Monitor market trends, competitor activity, and pricing strategies.
Collaborate with revenue management to optimize pricing and distribution strategies.
Account Management
Maintain and grow relationships with key corporate accounts, travel managers, and meeting planners.
Conduct outside sales calls, site tours, and client presentations.
Negotiate contracts and manage group bookings from inquiry through completion.
Ensure excellent service delivery to secure repeat business.
Team Leadership
Lead, coach, and motivate the sales team to achieve individual and departmental goals.
Set performance expectations and conduct regular performance reviews.
Coordinate with marketing, front office, and operations teams to support sales initiatives.
Marketing & Brand Alignment
Work with corporate marketing to promote the hotel through digital marketing, social media, and local campaigns.
Represent the hotel at industry events, trade shows, and community organizations.
Ensure brand standards are maintained in all sales materials and promotions.
Reporting & Analysis
Prepare and present weekly, monthly, and quarterly sales reports.
Track sales performance, pipeline activity, and revenue forecasts.
Manage sales budgets and expenses.
Qualifications
Education
Bachelor’s degree in Hospitality, Business, Marketing, or related field preferred.
Experience
3–5+ years of hotel sales experience.
Previous leadership experience in hospitality sales preferred.
Experience with IHG systems and brand standards is a plus.
Skills
Strong negotiation and relationship-building skills
Excellent communication and presentation abilities
Knowledge of hotel sales systems (Delphi, Opera, or similar)
Strong analytical and forecasting abilities
Ability to lead and motivate a sales team
Key Performance Indicators (KPIs)
Revenue growth and market share
Occupancy and ADR performance
Group sales production
Client retention and new account development
Sales team performance