Director of Sales

Location Newport, RI
Property The Mainstay Hotel & Conference Center
Date Posted April 3, 2019
Job Type Customer Service, Sales, Sales and Marketing


Newport, RI – The Director of Sales is responsible for the leadership and management of all aspects of revenue generation at the hotel to include direct sales, catering and banquet sales, room sales and for assisting in managing public relations, promotions and advertising efforts to maximize profit potential and further enhance the hotel’s image. In addition, this position is required to maintain effective relationships with all associates throughout the hotel in order to provide a strong, supportive and objective environment, develop and execute an annual business plan. The Director of Sales is also required to coach, mentor, cultivate and motivate a team of professionals to effectively maximize profit for the hotel. S/he will be responsible for exemplifying our Culture and the following:

Core Values:

  • Excellence – We are committed to delivering outstanding performance by exceeding the expectations and creating memorable experiences for our guests, team members, and owners
  • Integrity – Be trustworthy and always do the right thing
  • Respect – Each person is honored and we treat each other with kindness
  • Teamwork – We care about each other and always accomplish more together
  • Innovation – To foster a culture that inspires and engages our team members to continually improve our product and services
  • Balance – Continually strive to balance our lives and contribute positively to the community
  • Resilience – We recover and thrive from any challenge or change

Principal Responsibilities:

  • Maintain consistent knowledge of hotel features/ services and hours of operation
  • Maintain complete knowledge of and compliance with all hotel policies and procedures
  • Ensure all corporate deadlines are satisfied relating to monthly, quarterly and annual reporting needs
  • Attend meetings as deemed necessary by the General Manager and Corporate office
  • Participate in hotel-wide leadership and culture development programs
  • Lead and provide strategic direction, support and leadership for all aspects of the sales and marketing effort, to include group, transient and catering Sales, Revenue Management (Optimization), and marketing
  • Act in a consultative capacity to the General Manager and other members of the Executive Committee on sales/marketing issues; provide advice and guidance to ensure optimal marketing effectiveness, confer with department managers to continually develop product offerings, marketing needs, methodologies and resources, to promote new/improved products and to solicit feedback of overall sales/marketing efforts
  • Develop strategies for forecasting and analyzing sales/marketing needs and developing effective product responses, delivery systems and methods for measuring and evaluating results
  • Prepare, develop and execute all marketing plans to provide direction and specific plans of action, and evaluate all financial aspects of the sales/marketing efforts throughout the hotel to ensure cost effectiveness and optimal utilization of resources
  • Develop, implement and evaluate short and long-term tactics and programs focused on customer and market needs/conditions in order to ensure the achievement of hotel revenue goals
  • Ensure that accurate and current marketing and sales related data is readily available to support and document decision-making processes
  • Directly lead and support sales efforts of the sales and marketing team to include sales trips, off-property functions and customer entertainment
  • Work closely with the corporate revenue team to control of all property revenue management systems and implement day-of changes as required based on business levels and consult with regional sales and revenue management support to short and long-term strategic revenue management positioning
  • Maintain active group and transient sales and account management activities as the hotel sales leader
  • Provide strategic direction, training, and mentoring of the sales team in order to enhance group, transient and catering sales pace, backlogs, rate and pattern management
  • Responsible for analysis and monthly reporting that will detail sales and marketing efforts, financial performance and future metrics
  • Ensure implementation and support of all corporate sales and marketing initiates and require necessary metric/measurement procedures to assess results

Job Duties:

  • Ensure the integrity of the hotel’s mission statement, guiding principles and culture through consistent involvement with all aspects of the hotel
  • Complete and maintain accurate, objective and timely performance reviews for all associates in the department
  • Coach and counsel associates, supervisors, managers and executive committee members regarding consistent application of sales, customer service and culture implementation
  • Develop, plan and implement departmental orientation programs for all new associates
  • Monitor and ensure that departmental areas are kept clean and organized at all times
  • Develop and implement annual goals, objectives and budgets for the Sales & Marketing department
  • Implement proper internal controls to ensure compliance with all corporate standards
  • Foster a cooperative work environment, which focuses on trusting relationships, maximum productivity and associate morale
  • Maintain an open-door communication policy for all associates
  • Ensure proper supplies, tools and equipment are available for associates in order to allow them to complete their individual job functions according to hotel and company policy
  • Monitor quality and accuracy of final group sales contracts to ensure proper application of hotel deposit, space allocation, yield and policies
  • Maintain involvement is all hotel revenue centers to effectively plan and alter sales methods to ensure all sales levels are at budgeted and forecasted levels
  • Prepare and train Sales Managers in relation to performance benchmarks
  • Effectively coordinate sales and marketing efforts between sales, food & beverage, rooms, and all other related departments
  • Assign and delegate responsibilities as necessary


  • 6 years or more of progressive hotel Sales experience
  • 3 years or more of sales leadership
  • Independent luxury hotel sales and marketing experience
  • Demonstrated ability to effectively interact with people of diverse socioeconomic, cultural, disability, and ethnic backgrounds
  • With opening hotels, previous hotel pre-opening experience preferred
  • Demonstrated history of success
  • Results driven, energetic, and focused
  • Service oriented style with professional presentations skills
  • Hotel/Hospitality degree an asset
  • Must possess the following strengths: high energy, entrepreneurial spirit, motivational leader, proven track record in high volume concept, effective communicator, effective in providing exceptional customer service and ability to improve the bottom line
  • Clear concise written and verbal communication skills in English
  • Must be proficient in Microsoft Word and Excel

Physical Demands:

  • The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job
  • Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions
  • While performing the duties of this job, the employee is regularly required to stand, walk, sit, use hands to finger, handle or feel, reach with hands and arms, climb or balance, and talk or hear
  • The employee is frequently required to stoop kneel, crouch or crawl and taste or smell
  • The employee must regular lift and or move up to 25lbs – occasionally lift or move up to 50lbs
  • Specific vision abilities required by this job include peripheral vision and depth perception

Apply for this position

Full Name (required)

Email Address (required)

Phone Number

Are you currently employed?
 Yes No

In what city do you reside?

Would you consider relocating?
 Yes No

How did you hear about us?

Submit cover letter and/or resume

Additional Comments

Recent Blog Highlights


Spectator Named Travel + Leisure’s #1 Hotel


A Soft Brand, New Management, or Both?