Director of Sales
# Director of Sales **Endeavor Hotels** · Chicago, IL 60638 · `On-site` 🕒 **Статус:** *Опубликовано: 8 дней назад* · *Источник: Indeed* --- ### About the Role DIRECTOR OF SALES – MIDWAY HOTEL CENTER Endeavor Hotels | Chicago, Illinois Job Type: Full-Time Position: Director of Sales – Multi-Property Hotel Complex Location: Midway Hotel Center – Chicago Midway Airport Company: Endeavor Hotels ABOUT THE OPPORTUNITY Endeavor Hotels is seeking a highly motivated, energetic, and results-driven Director of Sales to lead the sales and business development efforts for our Midway Hotel Center , a cluster of nationally branded hotels strategically located near Chicago Midway International Airport. This is a unique multi-property sales leadership opportunity with responsibility for driving revenue, developing new business, expanding corporate relationships, securing airline and group accounts, and overseeing sales performance across the entire hotel complex. We are looking for a proven sales leader, aggressive business developer, and strategic thinker who understands the Chicago hotel market and knows how to create demand rather than simply respond to incoming leads. The Director of Sales will work closely with the General Managers, Area Director of Revenue Management, property sales teams, and Endeavor Hotels executive leadership to maximize occupancy, ADR, RevPAR, market share, and overall portfolio revenue. This is not a desk-based sales position. We expect our Director of Sales to be actively engaged in the market, meeting clients, visiting businesses, building relationships, pursuing competitors' accounts, and generating measurable results. KEY RESPONSIBILITIES 1. MULTI-PROPERTY SALES STRATEGY & LEADERSHIP - Develop and execute a comprehensive sales strategy for the entire Midway Hotel Center. - Oversee and coordinate sales efforts across multiple nationally branded hotels. - Establish annual, quarterly, monthly, and weekly revenue production goals. - Create individual sales strategies based on each hotel's positioning, brand, market segmentation, and revenue needs. - Strategically distribute corporate accounts, group opportunities, and negotiated business across the hotel complex. - Identify opportunities to accommodate larger groups across multiple properties. - Ensure hotels work together to maximize overall portfolio revenue rather than compete unnecessarily against one another. - Work closely with hotel General Managers and Revenue Management to align sales activity with occupancy forecasts and pricing strategies. - Personally manage major accounts, high-value negotiations, and strategic business relationships. 2. AGGRESSIVE NEW BUSINESS DEVELOPMENT New business development is one of the most important responsibilities of this position. - Actively prospect and secure new corporate, airline, airport, government, transportation, construction, project, and group business. - Identify companies generating significant hotel room-night demand in the Midway Airport and greater Chicago market. - Conduct regular outside sales calls, in-person meetings, client presentations, and property tours. - Develop relationships with corporate travel managers, procurement departments, meeting planners, and key decision-makers. - Identify business currently staying with competing hotels and develop strategies to capture additional market share. - Establish and maintain a strong pipeline of qualified prospective accounts. - Develop relationships with nearby businesses, industrial parks, distribution centers, hospitals, universities, and other demand generators. - Negotiate corporate rates and long-term lodging agreements. - Maintain a proactive sales approach throughout the year, including high-occupancy periods. We expect our Director of Sales to bring new business to the hotels—not simply maintain existing accounts. 3. AIRLINE & AIRPORT BUSINESS DEVELOPMENT Given the location of the Midway Hotel Center, airline and airport-related business will be an important area of focus. - Develop and strengthen relationships with airlines operating through Chicago Midway International Airport. - Pursue airline crew accommodation contracts and long-term airline partnerships. - Identify opportunities for distressed passenger accommodations, flight cancellations, irregular operations, and airport-related demand. - Establish relationships with airline procurement teams, crew lodging coordinators, and transportation providers. - Develop business from airport vendors, contractors, ground transportation companies, and airport support operations. - Monitor airport activity and demand trends to identify new revenue opportunities. - Work with Revenue Management to develop competitive and profitable airport-related pricing strategies. 4. CORPORATE ACCOUNTS & NEGOTIATED BUSINESS - Identify and pursue major corporate accounts in the Chicago Midway market. - Develop relationships with travel managers and corporate purchasing departments. - Manage corporate RFPs, negotiated-rate agreements, and account renewals. - Monitor account production, room nights, ADR, and total revenue contribution. - Identify underperforming negotiated accounts and develop improvement strategies. - Expand production from existing accounts while continuously pursuing new corporate relationships. - Develop strategies to shift business from competing hotels into the Midway Hotel Center. 5. GROUP SALES & BUSINESS DEVELOPMENT - Develop and execute strategies to increase group room-night production across the hotel complex. - Actively pursue sports teams, tour groups, school groups, corporate meetings, training programs, government groups, weddings, reunions, and other group business. - Work closely with Revenue Management to evaluate group pricing and displacement. - Strategically use group business to improve occupancy during need periods. - Review group leads, proposals, conversion rates, pickup, and cancellations. - Ensure group inquiries receive timely and professional responses. - Personally assist with major group negotiations and high-value business opportunities. - Maximize opportunities to accommodate large groups across multiple properties. 6. SALES TEAM MANAGEMENT & ACCOUNTABILITY The Director of Sales will be responsible for leading, developing, and holding the sales team accountable. - Directly supervise assigned Sales Managers and sales personnel supporting the Midway Hotel Center. - Establish measurable individual sales goals and production expectations. - Conduct weekly sales meetings and regular individual performance reviews. - Monitor outside sales calls, appointments, property tours, proposals, prospecting activity, and new account development. - Review sales pipelines and ensure opportunities are actively pursued. - Assign accounts, territories, and responsibilities to maximize productivity. - Coach and train Sales Managers to improve prospecting, negotiation, and closing skills. - Participate in hiring, onboarding, training, and performance management of sales personnel. - Identify underperformance early and implement corrective action plans. - Develop a motivated, energetic, and accountable sales organization. Our expectation is simple: Every Sales Manager must be actively developing business and producing measurable results. 7. REVENUE MANAGEMENT & COMMERCIAL STRATEGY - Participate in weekly revenue management calls for the hotels. - Collaborate with the Area Director of Revenue Management and property General Managers. - Review occupancy, ADR, RevPAR, booking pace, pickup, and future demand. - Understand each property's need dates and high-demand periods. - Align sales efforts with pricing and inventory strategies. - Avoid unnecessary discounting during periods of strong demand. - Develop targeted sales initiatives for the upcoming 30, 60, and 90 days. - Provide market intelligence regarding competitor activity, corporate demand, and group opportunities. - Support revenue strategies that maximize both individual hotel performance and total complex profitability. 8. MARKET INTELLIGENCE & COMPETITIVE POSITIONING - Maintain a thorough understanding of the Chicago Midway Airport hotel market. - Know the competitive set for each hotel within the complex. - Monitor competitor pricing, account relationships, renovations, and market positioning. - Identify new developments, business expansions, construction projects, and other demand generators. - Build strong relationships within the local business community. - Represent the Midway Hotel Center at appropriate networking events, trade organizations, and business associations. - Continuously identify opportunities to increase market share. 9. WEEKLY SALES REPORTING & PERFORMANCE The Director of Sales will provide a comprehensive weekly sales report to Endeavor Hotels leadership covering: - New corporate accounts prospected and acquired. - Outside sales calls and face-to-face appointments. - Property tours and client presentations. - New group leads and proposals submitted. - Business won, lost, and pending. - Room nights and revenue generated. - Corporate account production. - Airline and airport-related opportunities. - Individual Sales Manager performance. - Upcoming business opportunities. - Challenges, corrective actions, and next week's priorities. We are focused on measurable production, not simply activity reports. 10. OWNERSHIP COMMUNICATION & ACCOUNTABILITY - Maintain regular communication with Endeavor Hotels ownership and executive leadership. - Provide accurate updates on sales production, market conditions, and business development. - Identify revenue opportunities and potential challenges proactively. - Develop action plans when sales performance falls below expectations. - Present solutions and recommendations rather than simply reporting problems. - Maintain accountability for sales commitments, deadlines, and results. - Take ownership of the overall sales performance of the Midway Hotel Center. REQUIRED QUALIFICATIONS - Minimum 5 years of progressive hotel sales experience required. - Minimum 2–3 years of Director of Sales or comparable hotel sales leadership experience strongly preferred. - Multi-property or hotel complex sales experience strongly preferred. - Experience with nationally branded hotels, particularly Hilton, Marriott, and IHG , highly desirable. - Strong knowledge of the Chicago hotel market. - Chicago Midway Airport market experience is a significant advantage. - Proven track record of developing new corporate accounts and group business. - Demonstrated success in increasing room-night production and hotel revenue. - Experience managing, coaching, and holding hotel sales teams accountable. - Strong understanding of hotel revenue management, market segmentation, ADR, RevPAR, and occupancy. - Experience with corporate RFPs, negotiated accounts, group contracts, and business development. - Excellent communication, negotiation, presentation, and relationship-building skills. - Strong organizational skills and ability to manage multiple properties simultaneously. - Proficiency with hotel CRM systems, brand sales platforms, and Microsoft Office. - Must be comfortable conducting outside sales calls and attending client meetings regularly. THE IDEAL CANDIDATE We are looking for a sales hunter—not an order taker. The ideal candidate is someone who wakes up thinking about how to bring more business to the hotels. This individual understands the competitive market, knows how to identify companies generating room-night demand, and is not afraid to pick up the phone, visit businesses, meet decision-makers, negotiate contracts, and pursue new opportunities. We want someone who can lead a sales team while personally contributing to business development. The successful candidate will demonstrate: - A strong sense of ownership and accountability. - A proactive, energetic, and competitive mindset. - The ability to motivate and develop a high-performing sales team. - Strong analytical and strategic thinking. - A willingness to challenge existing approaches and identify new opportunities. - A results-driven approach focused on measurable revenue growth. Success in this position will be measured by new accounts, new room nights, new revenue, increased market share, stronger client relationships, and improved performance across the Midway Hotel Center. COMPENSATION & BENEFITS Endeavor Hotels offers competitive compensation based on experience and qualifications, with an opportunity for performance-based incentives tied to sales production and business results. ABOUT ENDEAVOR HOTELS Endeavor Hotels is a privately held hotel ownership and management company with a growing portfolio of nationally branded hotels, including properties affiliated with Hilton, Marriott, IHG, Hyatt, and Choice Hotels. We are committed to operational excellence, strong financial performance, proactive sales leadership, exceptional guest service, and developing talented hospitality professionals. We Share Passion for Hospitality. Join Endeavor Hotels and help lead the next phase of growth and success at the Midway Hotel Center.
Наблюдалась 2026-10-20, впервые 2026-10-12, источник — Indeed.