Director of Sales

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Overview/Job Summary -

The Director of Sales leads the property''s group, leisure, and event sales effort, driving top-line revenue and need-period production across all market segments. This is a strategic, data-informed, and relationship-driven role responsible for cultivating new business, deepening key accounts, and maximizing total revenue in partnership with Revenue Management, Marketing, and the Rosewood Global Sales Office. The Director of Sales builds and inspires a high-performing sales team and represents Kona Village in the community and across the travel industry, always in full adherence to Rosewood Standards.

Essential Duties and Responsibilities

Key Responsibilities

Revenue Generation & Commercial Strategy

• Own the property''s total sales effort across group, leisure, and event segments to meet and exceed budgeted room-night and revenue goals.
• Develop and execute a forward-looking commercial strategy that aligns sales, revenue management, and marketing around shared revenue targets.
• Build and maintain a "need-period" strategy for traditionally lower-occupancy dates, creating targeted promotions and sales campaigns across segments.
• Manage group room control availability, allotments, and rate guidelines to maximize yield in the group segment while complementing the leisure mix.
• Contribute to the annual marketing plan and budget process; review goals and action plans on a scheduled basis and manage expenses within budget.

Account Management & Business Development

• Proactively qualify, solicit, and grow new and existing group and leisure accounts in assigned territories through outside sales calls, tele-prospecting, site inspections, and written outreach.
• Manage the preparation of proposals and contracts and ensure the closing of business, collection of deposits, and prepayment of assigned accounts.
• Maintain and expand the customer database, ensuring accounts are rated according to the Rosewood Hotels & Resorts coding system.
• Conduct sales calls on key accounts; organize and lead sales blitzes, FAM trips, and client events in partnership with the Global Sales Office and sister properties.
• Represent the resort at travel-industry trade shows, conferences, and networking channels (airlines, visitor & convention bureaus, destination management companies) to maximize exposure for Kona Village.

Revenue & Yield Optimization

• Apply a total-revenue mindset that includes rooms, F&B, events, and ancillary spend to every booking decision and account strategy.
• Partner with Revenue Management to leverage data, demand analytics, and competitive intelligence in pricing, displacement, and segment-mix decisions.
• Monitor pace, production, and conversion metrics; adjust tactics in real time to protect and grow RevPAR and profitability.
• Maintain fluency in the property''s commercial technology stack (e.g., Opera Cloud / Opera S&C, Delphi or equivalent, and CRM platforms) and champion clean, reliable data.

Brand, Market & Relationship Hospitality

• Uphold strict adherence to Rosewood Standards in every client and guest touchpoint, from correspondence to on-site experiences.
• Translate Rosewood''s A Sense of Place philosophy into authentic, Hawaii-rooted selling, partnering with cultural practitioners and local partners to differentiate the resort.
• Develop deep knowledge of market trends, the competitive set, and evolving customer needs, and share timely intelligence with leadership.
• Maintain knowledge of all Rosewood properties to facilitate cross-selling; build relationships with the Global Sales Office and sister-hotel counterparts to relay leads, communicate need-period dates, and respond promptly to all leads.

Leadership & Collaboration

• Lead, mentor, and develop the Sales and Event Sales team, setting clear goals and fostering a culture of accountability, curiosity, and service.
• Partner cross-functionally with Operations, Culinary, Events, Finance, and Front Office to ensure seamless turnover and execution of booked business.
• Foster respectful, transparent communication among on-property colleagues and across the wider Rosewood network.

Reporting & Administration

• Prepare and submit accurate, timely reports to the Director of Sales & Marketing, including production, pace, market trends, and competitive intelligence.
• Participate in sales, pre-event, revenue strategy, and leadership meetings as required.
• Perform all other duties as assigned to support the commercial goals of the resort.

Language

• Required to speak, read and write English

Physical Requirements

• Must be able to endure various physical movements throughout the work areas, reach up and down, remain stationary at times throughout work periods, lift up to 20 pounds, and satisfactorily communicate with guests and co-workers to their understanding.

Others

• While this job description is intended to be an accurate reflection of the duties involved in this position, the company reserves the right to add, remove or alter duties when business need dictates.

Qualifications

Education

• Bachelor''s degree (or equivalent international qualification) in Hotel Management, Marketing, Business, or a related field, or an equivalent combination of education and progressive work experience.

Experience

• Minimum of 5 years of hotel sales experience, with luxury or ultra-luxury brand experience strongly preferred.
• Demonstrated success leading a sales team and exceeding revenue and need-period goals in a resort environment.
• Experience with island, destination, or resort markets a plus; familiarity with the Hawaii Island market and partners is highly desirable.

Skills & Competencies

• Exceptional written and verbal communication; able to represent the property credibly in the community and across the industry. English fluency required.
• Strong commercial and financial acumen, including revenue/yield management, budgeting, and budgetary analysis.
• Data-literate and technology-fluent, comfortable with sales & catering systems, CRM, and reporting tools (Opera, Delphi, Microsoft Office).
• Skilled at digital and social selling, modern prospecting, and building relationships across global and local channels.
• Self-directed, organized, and detail-oriented, with the ability to set, monitor, and achieve goals and to resolve client needs independently.
• A clear thinker who stays calm under pressure, exercises sound judgment, and maintains the confidentiality of guest, client, and proprietary data.
• A collaborative team player who embodies the spirit of aloha and Rosewood''s Relationship Hospitality.

Salary: $130,000-$155,000/annual

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