Director of Sales Operations

About This Role

Position Summary

The Director of Sales is responsible for leading all revenue\-generating sales efforts for Hotel Nickel Plate, driving occupancy, ADR, market share, and overall profitability. This leader will develop and execute strategic sales initiatives, build strong relationships within the local community, and position the hotel as the preferred destination for business, leisure, group, and social travelers. The Director of Sales works closely with hotel leadership to achieve budgeted goals while delivering exceptional guest experiences and fostering a culture of accountability and performance.

Essential Responsibilities

Sales \& Revenue Generation

• Develop and execute annual sales and marketing plans to achieve revenue and market share goals.
• Identify, solicit, negotiate, and secure new business opportunities in corporate, group, SMERF, sports, association, and leisure markets.
• Maintain and grow relationships with existing clients while prospecting for new accounts.
• Conduct outside sales calls, site visits, networking events, trade shows, and community engagement activities.
• Monitor market trends, competitor activity, and demand generators to identify opportunities and mitigate risks.
• Collaborate with Revenue Management to optimize pricing strategies and maximize hotel profitability.

Account Management

• Manage key corporate, group, and local accounts to ensure repeat business.
• Respond promptly to leads, RFPs, and inquiries while maintaining accurate sales records and forecasts.
• Negotiate contracts and ensure all agreements align with hotel objectives.
• Maintain a strong presence within the Fishers and Indianapolis business communities.

Marketing \& Community Engagement

• Partner with corporate marketing and hotel leadership to develop promotional campaigns and market positioning strategies.
• Leverage local partnerships, tourism organizations, sports venues, and community events to drive awareness and business.
• Represent the hotel at industry associations, chamber events, and networking functions.

Reporting \& Analysis

• Prepare and present weekly, monthly, and annual sales reports and forecasts.
• Analyze production reports, booking pace, market share, and revenue trends.
• Utilize CRM and sales systems to maintain accurate account information and sales activity.
• Participate in budgeting and strategic planning processes.

Qualifications

• Bachelor's degree in Hospitality, Business, Marketing, or related field preferred.
• Minimum of 3–5 years of hotel sales leadership experience, preferably in a full\-service or upscale hotel environment.
• Proven track record of achieving revenue goals and growing market share.
• Strong understanding of hotel sales, revenue management, and distribution channels.
• Excellent communication, negotiation, presentation, and relationship\-building skills.
• Proficiency in hotel sales software, CRM platforms, and Microsoft Office.
• Ability to work flexible hours, including occasional evenings and weekends for events and networking opportunities.

Key Competencies

• Strategic Thinking
• Business Development
• Revenue Optimization
• Leadership \& Team Development
• Relationship Management
• Communication \& Presentation Skills
• Financial Acumen
• Problem Solving
• Results Orientation

Performance Expectations

• Achieve or exceed annual room revenue, ADR, and occupancy goals.
• Increase market share within targeted segments.
• Maintain a robust sales pipeline and forecast accuracy.
• Develop strong community partnerships that generate measurable business results.
• Support overall guest satisfaction and hotel profitability objectives.

Reports To: General Manager Location: Hotel Nickel Plate, Fishers, Indiana

Why work at this company?

Working as Director of Sales at Hotel Nickel Plate offers the opportunity to represent one of the most unique boutique hotels in the Indianapolis market. Located in the heart of downtown Fishers, the hotel provides an exciting environment where sales leadership directly impacts the property's success and growth. The role allows you to build strong community partnerships, drive revenue, and create memorable guest experiences. You'll work alongside a passionate team dedicated to hospitality excellence while growing your career in a dynamic and thriving market.

Hiring Company Description

At Hotel Nickel Plate, we are committed to creating memorable guest experiences while celebrating the energy and growth of Fishers. Our Director of Sales plays a critical role in driving success through strategic partnerships, exceptional service, and a passion for hospitality.

• Employee Retention
• Competitive Pay
• Continuous Growth \& Employment Opportunities
• Paid Time Off
• Hilton Employee Discount

Pay: $80,000\.00 \- $90,000\.00 per year

Benefits

• Paid time off

Experience

• hotel sales: 3 years (Required)

Work Location: In person