Director of Sales

Napa, CA, USA|Onsite

Job Overview

Employment Type

Full-time

Compensation

Salary

Range $175,000.00 - $210,000.00

Work Schedule

Standard Hours

Benefits

Health Insurance

Dental Insurance

Paid Time Off

Retirement Plan

Professional Development

Employee Discounts

Paid holidays

Job Description

Pacific Hospitality Group is a distinguished family-focused company that operates with an owner/operator approach, providing exceptional value to investors and team members alike. Committed to long-term holds, the company fosters sustainable growth and nurtures its business and talented team members over time. With a strong vision centered on enriching people’s lives, Pacific Hospitality Group delivers memorable experiences while giving back to the communities it serves and honoring its core values rooted in faith. The organization champions long-term value creation and a sustainable business model, supported by its guiding principles of integrity, compliance, value creation, principled entrepreneurship, customer focus, knowledge, change,... Show More

Job Requirements

Bachelor’s degree
minimum 15 years of progressive sales experience
at least 10 years in senior leadership roles
expertise in large group meetings and multi-segment sales
strong collaboration skills
success managing key accounts
deep market knowledge of Napa Valley
exceptional communication skills
ability to work in owner-operator environments

Job Qualifications

Bachelor’s degree required
advanced degree preferred
minimum 15 years of progressive sales experience in full-service or luxury hospitality
at least 10 years in senior leadership roles
proven expertise in large group meetings, leisure, and multi-segment sales
strong collaboration skills with Revenue, Marketing, F&B, and Conference Services
demonstrated success managing house and key accounts while developing new high-yield business
deep market knowledge of Napa Valley, corporate meeting trends, and destination partnerships
exceptional negotiation, communication, and presentation skills
experience working in an owner-operator or complex multi-property environment

Job Duties

Lead the property-based sales organization with an ownership mindset, instilling a culture of accountability, collaboration, and excellence
develop and execute the annual group and meetings strategy, emphasizing high-impact corporate, incentive, and association business
serve as an active member of the property executive leadership team, collaborating with Marketing and Revenue to align demand generation, positioning, and pricing
partner with the Corporate Director of Field Sales and Corporate Director of National Sales to optimize lead flow, national account alignment, and multi-property business opportunities
drive both short-term performance and long-term revenue growth through intelligent forecasting and pipeline planning
oversee all group and event sales activities for meetings up to and above 49 rooms on peak, ensuring strong collaboration between EMM, National Sales, and Catering teams
maintain direct oversight of house accounts and key relationships, including Napa Institute, Blue Note, and Festival Napa Valley
partner closely with Leisure Sales to capture incremental high-value business and strengthen off-peak demand
collaborate with Marketing to build brand-aligned campaigns and partnerships that drive qualified group and leisure leads
work hand-in-hand with Events/Conference Services and F&B leadership to maximize banquet and catering conversion, elevate the guest experience, and increase total event revenue
ensure consistent coordination between Sales and Event Services to provide seamless transitions from booking through execution
lead, mentor, and develop a high-performing team with clear expectations, measurable KPIs, and ongoing professional growth
conduct consistent 1:1s with all sales team members, providing feedback, coaching, and accountability around sales performance
hold team members responsible for performance in sales scorecard KPIs including Smart Plan accuracy and measurable progress, business pipeline development and conversion, shop call feedback and quality, lead response times and follow-up execution
foster a culture of integrity, empowerment, and collaboration across all commercial functions
own the departmental P&L, ensuring revenue growth, cost control, and achievement of financial targets
partner with Revenue Management on forecasting, group displacement, and pricing strategies
collaborate with Food & Beverage and Events to identify and capitalize on total revenue opportunities
represent the resort and PHG at key industry events and in strategic partnerships across Napa Valley and beyond

Job Criteria

Experience

Expert Level (7+ years)

Job Location

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