We are seeking a Director of Sales for a busy airport property with 260 guestrooms, 3,555 sq ft of meeting space, and a full-service restaurant. The Director of Sales is responsible for leading all sales efforts for a full-service airport hotel, with a primary focus on maximizing revenue from airline, crew, corporate, group, and transient business. This role develops and executes strategic sales initiatives that drive high-occupancy, short-lead demand while balancing rate integrity and profitability. The Director of Sales partners closely with Revenue Management and Operations to ensure seamless execution for airline and short-notice business.
We are a drug-free workplace and participate in E-Verify.
Roles and Responsibilities: This job description is not an exclusive or exhaustive list of all job functions that an employee in this position may be asked to perform from time to time.
Key Responsibilities
Airport & Airline Business Development
- Develop, negotiate, and manage airline, crew, and distressed passenger contracts
- Maintain strong relationships with airline station managers, crew schedulers, and travel coordinators
- Monitor flight activity, irregular operations (IROPs), and displacement trends to capture demand opportunities
- Ensure service delivery meets contractual requirements and brand standards
Sales Strategy & Revenue Optimization
- Drive revenue across airline, corporate transient, group, and SMERF segments
- Balance high-volume airline business with higher-rated corporate and group demand
- Analyze competitive set performance, airport trends, and market demand to adjust sales strategies
- Collaborating with Revenue Management on pricing, inventory controls, and displacement strategies
Leadership & Team Management
- Lead, mentor, and develop the sales team to achieve revenue and production goals
- Establish sales objectives, conduct performance evaluations, and provide coaching and training
- Promote a results-driven culture focused on accountability and collaboration
Account Management & Client Relations
- Maintain key corporate and airline accounts and personally manage strategic relationships
- Conduct sales calls, airport visits, site inspections, and client presentations
- Negotiate contracts and manage RFPs in alignment with hotel profitability goals
Operational Collaboration
- Partner closely with Front Office, Housekeeping, Transportation, and Food & Beverage teams to ensure smooth execution of airline and group business
- Coordinate shuttle operations, crew requirements, and service standards for airline partners
- Address service challenges proactively to maintain strong client satisfaction
Budgeting, Forecasting & Reporting
- Develop and manage the annual sales budget and rolling forecasts
- Track production, pace, and pickup for airline and non-airline segments
- Prepare regular performance reports for ownership, brand, and senior leadership
Brand & Community Representation
- Represent the hotel at airport authority meetings, airline events, trade shows, and local business functions
- Ensure compliance with brand standards and participation in brand-mandated sales initiatives
Requirements: Due to the cyclical nature of the hospitality industry, employees may be required to work varying schedules (including Holidays and weekends) to reflect the business needs of the hotel. In addition, attendance at all scheduled training sessions and meetings is required.
Qualifications & Experience
- Bachelor’s degree in Hospitality, Business, or related field (preferred)
- 4 – 6 years of progressive hotel sales experience, including leadership responsibility
- Proven experience managing airline and airport-related accounts strongly preferred
- Proven experience managing airline and airport-related accounts strongly preferred
- Strong understanding of full-service hotel operations and revenue management principles
Skills & Competencies
- Strong negotiation, communication, and relationship-building skills
- Ability to manage high-volume, short-notice demand in a fast-paced environment
- Analytical mindset with the ability to interpret data and market trends
- Proficiency in hotel sales systems (Delphi, CI/TY, Salesforce) and Microsoft Office
- Flexible, solutions-oriented, and highly organized
Work Requirements
- Flexible schedule, including evenings, weekends, and on-call availability during IROPs
- Ability to travel locally for airport, airline, and corporate sales activities
NOTICE:
Friendwell Managed Hotels function twenty-four hours a day, seven days a week, 365 days a year. As a part of the hospitality industry, a hospitable service atmosphere must be maintained at all times. All employees are required to project a friendly, welcoming, and positive attitude.