FLSA Status
Exempt, Full Time
Reports To
Regional Director of Sales and Revenue
Geographic Area
Arkansas Market
Travel Requirement
Regular travel throughout the assigned portfolio, generally 40% to 60%, including overnight travel as business needs require.
Work Location
Market-based or remote within reasonable access to assigned hotels, subject to PAH approval.
Position Summary
The Area Director of Sales provides strategic and tactical sales leadership for an assigned portfolio of PAH-managed hotels across Arkansas. This leader executes and directs property-level sales, grows room revenue, strengthens accountability, and partners with hotel and corporate leadership to achieve revenue and market-share goals. The position is accountable for increasing total room revenue, RevPAR, ADR, occupancy, business transient production, group revenue, extended-stay demand, negotiated account penetration, and overall hotel profitability.
Essential Duties and Responsibilities
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Conduct structured weekly sales calls and regular property visits to review activity, production, pace, conversion, account performance, pipeline health, market conditions, and action-plan execution.
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Analyze STR reports, Kalibri Labs data, booking pace, market share, RevPAR index, ADR index, occupancy index, budgets, forecasts, segmentation trends, and competitive performance to identify opportunities and risks.
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Drive proactive sales activity, including proactive prospecting, account research, client appointments, site visits, sales blitzes, market drives, networking, and targeted follow-up.
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Grow Special Corporate, local negotiated rate, group, extended-stay, government, healthcare, pharmaceutical, sports, SMERF, project, training, relocation, and other qualified negotiated business.
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Identify accounts producing at competing hotels and create strategies to shift profitable room nights and revenue into PAH-managed properties.
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Ensure consistent and accurate use of Delphi, CVENT, brand sales systems, CRM platforms, GDS channels, RFP tools, property management systems, and PAH-required reporting tools.
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Execute sales activities, lead response, account production, conversion, booking pace, need dates, lost business, tentative and definite group pace, and team productivity. Intervene promptly when results fall below expectations.
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Support Marriott and Hilton business transient pricing, RFP submissions, account renewals, brand sales initiatives, consortia participation, and all required brand deadlines.
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Assist with annual revenue budgets, sales and marketing plans, hotel business plans, forecasts, expense management, and ownership presentations.
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Conduct and oversee property-level sales strategies, SMART action plans, deployment plans, and account-growth initiatives aligned with each hotel’s budget, forecast, market position, and need dates.
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Partner closely with General Managers, Revenue Management, Operations, brand representatives, and executive leadership to align sales priorities, pricing, inventory, service delivery, and revenue strategy.
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Ensure compliance with PAH sales policies, SOPs, brand standards, contracting procedures, reporting deadlines, documentation requirements, and ethical business practices.
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Promote strong communication and effective sales turnover with front office, operations, revenue management, and property leadership to support successful client and guest experiences.
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Represent PAH professionally in local communities, industry associations, client events, brand meetings, trade shows, and networking organizations.
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Lead, coach, train, and hold accountable property Sales Managers, and other assigned sales team members. Establish clear performance expectations and provide timely feedback, recognition, and corrective coaching, if required.
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Interview, onboard, and develop Sales Managers, and other sales personnel. Support succession planning and retention of high-performing team members, if personnel is required.
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Maintain confidentiality, exercise sound business judgment, and perform other duties assigned by the Regional Director of Sales and Revenue or executive leadership.
Performance Expectations
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Meet established sales activity goals, focusing on proactive selling.
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Achieve or exceed assigned portfolio revenue, room-night, ADR, RevPAR, market-share, and budget goals.
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Demonstrate measurable improvement in underperforming hotels, segments, accounts, and need periods.
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Ensure each assigned hotel maintains an active, measurable sales action plan with clear owners, deadlines, and documented results.
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Drive consistent proactive sales activity, new-account acquisition, qualified pipeline growth, and share-shift production.
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Maintain accurate, complete, and timely sales records, reports, forecasts, account notes, contracts, and CRM activity.
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Develop capable, accountable property sales leaders who consistently execute PAH standards and achieve performance goals.
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Meet established deadlines for budgets, forecasts, brand RFPs, pricing seasons, business reviews, and corporate reporting.
What You Bring
Required:
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Minimum of six years of progressive hotel sales experience, including at least two years in an Area Director, Regional Director, Complex Director, or comparable multi-property sales leadership role.
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Demonstrated success leading hotel sales teams and improving revenue, market share, account production, and sales execution across multiple properties.
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Prior supervisory experience, including coaching, performance management, recruiting, onboarding, and employee development.
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Experience with Marriott or Hilton branded hotels and a working understanding of select-service and extended-stay hotel sales strategies.
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Strong analytical skills with the ability to interpret financial, revenue, market-share, pace, production, and segmentation data and convert findings into action.
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Ability and willingness to travel regularly throughout Arkansas, including overnight travel.
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Valid driver’s license, reliable transportation, and the ability to meet PAH travel requirements.
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Proficiency with Microsoft Word, Excel, PowerPoint, Outlook, and virtual meeting platforms.
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Excellent written, verbal, presentation, organization, negotiation, and relationship-management skills.
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Ability to manage multiple hotels, priorities, deadlines, and stakeholders with limited supervision.
Preferred:
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Bachelor’s degree in hospitality, business, marketing, or a related field, or an equivalent combination of education and experience.
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Experience with Delphi, CVENT, Kalibri Labs, STR or STAR reports, Marriott and Hilton sales systems, brand RFP platforms, GDS channels, and hotel property management systems.
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Knowledge of revenue management principles, segmentation, pricing, displacement, forecasting, budgeting, and hotel performance reporting.
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Experience supporting annual business transient pricing, local negotiated rates, group strategy, extended-stay demand, and account renewal processes.
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Experience presenting performance results and action plans to owners, operators, and executive leadership.
Leadership Competencies
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Strategic thinking and commercial judgment
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Accountability and performance management
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Coaching and talent development
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Analytical decision-making
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Proactive selling and business development
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Collaboration and cross-functional leadership
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Clear communication and executive presence
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Organization, follow-through, and adaptability
Work Environment and Physical Requirements
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Ability to travel by automobile and commercial transportation for property visits, meetings, training, and client activity.
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Ability to work a flexible schedule when business needs require, including occasional early mornings, evenings, or weekends.
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Ability to remain seated or standing for extended periods and to use a computer and telephone for prolonged periods.
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Light work requiring the ability to exert up to 20 pounds of force occasionally and up to 10 pounds frequently to lift, carry, push, pull, or move objects.
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Ability to tour hotel facilities, guest rooms, meeting areas, and exterior property spaces during site visits and operational reviews.
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Reasonable accommodations may be made to enable qualified individuals with disabilities to perform the essential functions of the position.
Compensation and Benefits
Compensation: PAH Management offers a competitive base salary/pay commensurate with experience.
Benefits include:
• Medical, Dental, and Vision Insurance • Short-Term and Long-Term Disability • 401(k) Retirement Plan
• Term Life and AD&D Insurance • Employee Incentive Program • Voluntary Life Insurance (self, spouse, and child) • Hotel Stay Perks (Marriott and Hilton programs) • Accident, Critical Illness, and Hospital Indemnity Insurance • Educational Reimbursement • Paid Time Off • Manager in Training Program (where applicable)
About PAH
PAH Management is a Dallas-based hotel ownership and management company operating a portfolio of select-service properties across multiple states under Marriott and Hilton brands. We are dedicated to developing a culture that places associates first while becoming America's preferred hotel management company.
Equal Opportunity Employer
Phoenix American Hospitality Management, LLC is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, or any other characteristic protected by applicable law.
