Group Sales Director

The Group Sales Director leads group sales strategy business development and team performance for Westgate River Ranch Resort & Rodeo. This role is accountable for achieving room night event food and beverage and total group revenue goals by developing corporate association government incentive SMERF wedding and experiential group markets. The Director manages key accounts pipeline activity forecasting contract negotiations and market strategy while partnering with Revenue Management Resort Operations Food & Beverage Activities and Event Services to deliver distinctive programs that showcase the resorts Western hospitality outdoor recreation glamping accommodations rodeo experiences and event venues.

What Youll Do:

Sales Strategy and Revenue Performance

• Develop and execute annual and quarterly group sales strategies aligned with resort revenue room night production occupancy ADR RevPAR and profitability objectives.
• Identify prospect negotiate and close new group business opportunities across corporate meetings incentive travel programs association conferences government groups destination weddings sports teams reunions social groups and special events.
• Drive group sales production conversion rates pipeline development lead generation booking pace and revenue forecasting accuracy.
• Collaborate with Revenue Management and Resort Leadership regarding group pricing strategies inventory management need dates concessions displacement analysis and yield management initiatives.
• Analyze hospitality market trends competitor activity booking patterns demand forecasts and account performance to identify revenue growth opportunities.
• Implement targeted business development plans account growth strategies and sales campaigns designed to increase new business acquisition repeat bookings and total resort spend.

Business Development and Client Relationships

• Develop and maintain relationships with meeting planners event organizers corporate decision-makers third-party planners destination marketing organizations convention and visitors bureaus travel partners and industry associations.
• Manage strategic accounts through account planning contract renewals client retention programs revenue reviews and long-term partnership development.
• Respond promptly to hotel and resort RFPs from national sales organizations corporate clients association planners destination partners referrals and digital lead channels.
• Conduct site tours resort presentations familiarization trips planning visits and client events that effectively showcase resort amenities meeting space guest accommodations and event capabilities.
• Represent the resort at trade shows hospitality conferences networking events industry associations and sales missions.
• Build collaborative relationships with local hotels resorts lodging providers and destination partners to support overflow opportunities and destination-wide events.

Contracting and Program Partnership

• Negotiate complex group sales contracts pricing agreements concessions deposits cancellation terms payment schedules and attrition clauses within established company guidelines.
• Maintain accurate documentation of contracts proposals correspondence CRM records forecasts client communications and sales activity.
• Collaborate with Operations Food & Beverage Event Services Activities and other departments to ensure successful execution of contracted group programs.
• Participate in pre-event operational and post-event meetings to ensure seamless communication and event delivery.
• Support client satisfaction initiatives service recovery efforts retention programs and post-event evaluations.
• Maintain expertise regarding guest accommodations meeting venues banquet services catering menus audiovisual offerings recreation programs transportation requirements and event logistics.

Team Leadership and Sales Operations

• Lead mentor coach and develop Group Sales Team Members through performance management professional development sales training and ongoing coaching.
• Establish individual sales goals production standards activity expectations and accountability measures aligned with departmental objectives.
• Support recruitment interviewing onboarding engagement succession planning and retention efforts for sales team members.
• Maintain accurate pipeline management forecasting account tracking event calendars CRM reporting and opportunity management systems.
• Facilitate sales meetings revenue strategy discussions cross-functional planning sessions and leadership initiatives.
• Implement group sales best practices standard operating procedures and process improvements designed to increase productivity conversion rates customer satisfaction and profitability.

Perform other duties as assigned.

Qualifications :

To perform this job successfully an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge skills and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

What Youll Bring:

Experience

• 8-10 years of progressive hotel sales resort sales hospitality sales destination marketing convention sales meetings and events sales or group business development experience.
• Minimum 5 years of direct experience in hotel group sales resort group sales conference sales meeting planning sales or event sales.
• Minimum 3 years of leadership experience managing coaching developing and mentoring hospitality sales teams.
• Proven success achieving annual revenue goals room night production targets occupancy objectives and group sales performance metrics.
• Experience in strategic account management sales forecasting pipeline management business development contract negotiations and revenue optimization.
• Experience selling corporate retreats conferences incentive travel programs association meetings destination weddings sports groups conventions and special events preferred.
• Luxury resort destination resort convention hotel or full-service hospitality experience strongly preferred.

Education & Certifications

• Bachelors degree in Hospitality Management Business Administration Marketing Sales Management Tourism Event Management or related field preferred.
• Certified Meeting Professional (CMP) Certified Hospitality Sales Professional (CHSP) Certified Destination Management Executive (CDME) or similar hospitality industry certification preferred.
• Valid drivers license required.

Skills/Knowledge

• Strategic sales planning hospitality business development lead generation prospecting territory management and account management expertise.
• Strong understanding of hotel sales resort operations group business convention services meetings management event logistics and guest experience standards.
• Advanced revenue forecasting pricing strategy budgeting financial analysis pipeline management and performance reporting skills.
• Expertise in contract negotiation proposal development presentation delivery relationship management and client retention.
• Proficiency with Microsoft 365 CRM platforms hotel sales systems electronic RFP platforms property management systems and hospitality technology solutions.
• Experience using iVvy Opera PMS Delphi Salesforce Cvent MeetingBroker or comparable hospitality sales platforms preferred.
• Strong organizational analytical problem-solving communication and leadership skills.
• Ability to manage multiple priorities meet deadlines influence stakeholders and drive cross-functional collaboration.
• Demonstrated commitment to customer service excellence team development and business performance.

Additional Information :

Travel Requirements:

• This role requires up to 40% travel may be required for client meetings trade shows industry events sales missions site inspections and business needs.

Why Westgate  

• Comprehensive Health Benefits Medical Dental and Vision Coverage
• Paid Time Off Vacation Sick and Personal Time to Recharge
• Paid Holidays
• 401(k) with Generous Company Match to Support Your Future
• Daily Pay Access Your Earnings When You Need Them
• Family-Focused Benefits Pregnancy Parental Leave and Adoption Assistance
• Wellness Programs to Support Your Well-Being
• Flexible Spending Accounts (FSA)
• Tuition Assistance to Help You Grow Your Career
• Military Leave
• Employee Assistance Program (EAP) Support When You Need It Most
• Life Disability Accident Critical Illness and Hospital Insurance
• Pet Insurance for Your Furry Family Members
• Loyalty Program Exclusive Discounts on Hotels Cruises Resorts Restaurants Entertainment and More
• Low-Cost Gym Membership
• David A. Siegel Legacy Scholarship One scholarship of up to $40000 is awarded each year to one eligible dependent of a current Team Member.
• Career Growth and Advancement Opportunities
• Community Involvement Give Back and Make an Impact

Westgate Resorts is an Equal Employment Opportunity employer. All qualified applicants will receive consideration for employment without regard to race color religion sex sexual orientation gender identity national origin protected veteran status disability status or any other protected status under federal state or local law. If you have a disability and believe you need a reasonable accommodation in order to complete your application or any part of the recruiting process please email with the job title and the location of the position for which you are applying. This job posting is intended to provide a general overview of the position and may not include every responsibility duty or qualification required. Duties responsibilities and activities may change at any time with or without notice.

Remote Work :

No

Employment Type :

Full-time