Area Director of Sales

AREA DIRECTOR OF SALES – HILTON HOTELS (CHARLOTTESVILLE, VA)Position SummaryThe Area Director of Sales (ADOS) is responsible for leading top-line revenue strategy across a portfolio of Hilton-branded hotels in the Charlottesville market. This role drives RevPAR index growth, market share capture, and segment optimization through direct sales leadership, revenue alignment, and proactive account development.This is a hands-on, high-accountability leadership role overseeing sales managers and working directly with ownership and operations to maximize total hotel profitability.Portfolio Scope3 Hilton-branded hotels in Charlottesville, VAMix of select service + extended stayPrimary demand drivers: UVA, corporate, healthcare, government, and group segmentsCore Responsibilities1. Revenue & Market StrategyDevelop and execute annual and quarterly sales & revenue strategies aligned with property budgetsDrive RevPAR index (RGI) growth vs comp setPartner with Revenue Management to optimize:Pricing strategyChannel mixDisplacement decisionsOwn segment performance: Corporate, Group, BT, Extended Stay, SMERF2. Direct Sales LeadershipPersonally manage and grow top 20–30 key accounts in the marketConduct weekly outside sales calls and site visitsBuild relationships with:University of VirginiaUVA Medical CenterCorporate accountsGovernment and association plannersLead RFP strategy and negotiations3. Team Leadership & AccountabilityDirect oversight of on-property sales managersSet weekly activity goals:Sales callsProspecting targetsAccount productionRun structured weekly sales meetings and pipeline reviewsCoach and develop team on:Closing strategiesRate integrityAccount growth4. Reporting & Ownership CommunicationDeliver clear, concise reporting to ownership:Segment performance vs budget & LYPace and pickup analysisAccount production reportsIdentify gaps and implement corrective action plans5. Market Intelligence & PositioningAnalyze comp set pricing and positioningIdentify new demand generators and market shiftsEnsure strong Hilton system utilization:OnQ / PEPDelphi / sales CRM toolsHilton RFP platformsKey Performance Metrics (KPIs)RevPAR Index (RGI) growthTotal revenue vs budget & last yearGroup pace and conversion ratesAccount production growthSales activity levelsMarket share penetrationQualifications5+ years hotel sales experience (Hilton preferred)Multi-property or cluster sales experience strongly preferredProven track record of:Growing market shareDriving group and corporate businessStrong understanding of:STR reportsRevenue management principlesHilton sales systemsExcellent communication and negotiation skillsHighly organized and data-drivenCompensation StructureBase Salary: $90,000 – $120,000Bonus Target: to be determend#J-18808-Ljbffr