Executive Director of Sales

Pacific Hospitality Group

Napa, CA

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JOB DETAILS

SALARY

$175,000–$210,000 Per Year

SKILLS

Alliance/Partner Management, Brand Marketing (Branding), Business Growth, Campaigns, Catering Services, Coaching, Commercial Real Estate, Conferences, Corporate Sales, Cost Control, Customer Relations, Demand Generation, Entrepreneurship, Field Sales, Financial Operations, Food and Beverage Industry, Forecasting, Leadership, Marketing, Mentoring, National Sales, Negotiation Skills, Performance Metrics, Persuasion Skills, Presentation/Verbal Skills, Pricing, Product Pricing, Profit & Loss, Revenue Forecasting, Revenue Growth, Revenue Management, Sales, Sales Strategy, Scorecarding, Strategic Analysis, Talent Management, Team Building, Team Lead/Manager, Team Player, Trend Analysis, Truck Driver

LOCATION

Napa, CA

POSTED

1 day ago

Executive Director of Sales

Salary Range: $175-210k

Company Description:

Pacific Hospitality Group provides a unique value proposition to investors and team members through our owner/operator approach. We are a family focused company committed to long term holds that enable us to grow our business and our team members. Our vision is to enrich people's lives by offering memorable experiences, giving back to our communities and honoring God in all that we do. We are focused on long-term value creation and sustainable growth.

Our Guiding Principles:

Integrity, Compliance, Value Creation, Principled Entrepreneurship, Customer Focus, Knowledge, Change, Humility, Respect, & Fulfillment

Job Description

What You Will Accomplish

As the Director of Salesat The Meritage Resort and Spa, you will lead the resort's commercial success by driving growth in large group meetings, conferences, and events while maximizing total revenue across rooms, catering, and ancillary outlets. Oversee all property-based sales teams-including Catering, EMM, Destination, In-Market, and Leisure Sales-fostering collaboration and performance excellence in partnership with Marketing, Revenue Management, and Events/Conference Services. Partner closely with the Corporate Directors of Field and National Sales to manage group opportunities exceeding 30 rooms on peak, ensuring a strong balance between in-year results and future-year pipeline growth.

Through strategic leadership, innovative sales strategies, and alignment across Food & Beverage, Event Services, and external partnerships, elevate The Meritage Resort and Spa's position as Napa's premier destination for meetings, leisure, and lifestyle experiences. Champion operational excellence, inspire a culture of accountability and results, and reinforce the resort's reputation for world-class hospitality and exceptional guest experiences..

Key Responsibilities:

Strategic Sales Leadership

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, with emphasis on 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.

Sales Execution & Market Positioning

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.

Team Development & Accountability

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.

Financial & Operational Leadership

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.

What You Will Bring

Bachelor's degree required; advanced degree preferred (Hospitality, Business, or related field).
Minimum 15 years of progressive sales experience in full-service or luxury hospitality, with 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 to drive total hotel performance.
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.

Great If you have

Strategic, analytical, and results-oriented.

Collaborative and persuasive with strong executive presence.

Skilled at developing talent and fostering accountability.

Passionate advocate for total revenue performance and guest experience excellence.

Special Skills & Abilities/Mental and Physical Demands:

While performing the duties of the job the team member regularly sits for sustained periods of time and stands and walks occasionally when working with potential customers to present information and tour the property. The team member occasionally grasps objects such as presentation materials. The team member occasionally reaches by extending hand(s) and arm(s) in any direction while performing essential functions of the job. The team member frequently talks when communicating with current or potential clients and staff. The team member frequently needs to hear voices while interacting with potential customers, guests and staff. Many aromas and smells are present in the dining areas. Exerts up to 20 pounds of force occasionally, and/or up to 10 pounds of force constantly to move objects such as sales materials. The team member is required to have close visual acuity to operate a computer. The team member is required to have visual acuity to determine the accuracy, neatness, and thoroughness of the sales materials and contracts. The team member is primarily subject to environmental conditions found working inside.

The team member is occasionally subject to loud noise (or music) when working in or around the property. The team member is occasionally subject to atmospheric condition such as fumes, odors, or dusts.

(To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed above are representative of the knowledge, skills, and/or abilities required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.)

We provide equal employment opportunities to all employees and applicants for employment and prohibit discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity, or expression, or any other characteristic protected by federal, state, or local laws.

This policy applies to all terms and conditions of employment including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.

About the Company

Pacific Hospitality Group

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