Director of Sales

Description

Palm House | Palm Beach, Florida
Reports to: General Manager

The Opportunity

Palm House is seeking an accomplished Director of Sales with demonstrated sales leadership experience in an ultra-luxury hotel or resort to lead our sales strategy, inspire our team, and build lasting relationships that drive profitable growth.

This role calls for a connected, commercially minded leader who opens doors, wins business, and understands that exceptional hospitality begins with the first interaction. You will bring an established network, confident negotiation skills, technological proficiency, and a personal approach to cultivating clients and partners.

Leading sales across groups, business travel, leisure, local business, and catering and events, you will strengthen Palm House’s market presence while protecting its positioning, rate integrity, and reputation for personalized service.

Key Responsibilities

Strategic Sales & Business Development

• Develop and execute strategic sales plans to achieve revenue, occupancy, profitability, and market-share goals.
• Lead sales efforts across group, corporate, leisure, business travel, catering, meetings and events, and luxury consortia business.
• Proactively identify and secure new accounts and partnerships, open doors in target markets, and convert opportunities into contracted business.
• Build business for Value Season, May through October, particularly July through October, through groups, executive offsites, exclusive hires, weddings, and celebrations, while protecting rates during peak season.
• Maintain a qualified sales pipeline with clear next steps, consistent follow-through, and accountability for conversion.
• Grow existing accounts through thoughtful relationship management, repeat business, referrals, and strategic cross-selling.
• Establish measurable sales priorities with hotel leadership and adjust strategies when performance falls short of agreed goals.

Relationships, Networking & Market Presence

• Build trusted relationships with luxury travel advisors, consortia partners, corporate accounts, meeting planners, premier wedding planners, and community partners.
• Develop connections with high-net-worth and ultra-high-net-worth clientele, their representatives, and trusted travel professionals.
• Maintain an active presence in Palm Beach and relevant feeder markets through purposeful networking, sales calls, client visits, and industry engagement.
• Represent Palm House at trade shows, luxury travel events, community functions, and business-development opportunities.
• Conduct personalized site tours, client meetings, presentations, and familiarization visits that showcase the hotel’s distinctive experience.
• Translate an understanding of each client’s preferences and business needs into relevant proposals and lasting partnerships.

Group, Catering & Event Sales Leadership

• Oversee group and catering sales strategy, ensuring opportunities align with the property’s positioning, operational capabilities, and financial objectives.
• Develop business for private celebrations, weddings, corporate gatherings, executive retreats, and exclusive-use experiences.
• Guide the preparation of compelling proposals and accurate contracts, ensuring timely responses and appropriate approvals.
• Lead key negotiations, balancing client expectations with rate integrity, profitability, and sound business judgment.
• Collaborate with Food & Beverage, Culinary, and Operations to develop distinctive experiences and deliver clear, accurate sales-to-operations handoffs.
• Maintain senior-level involvement with key clients and high-profile events, supporting the team throughout the sales process.

Commercial Performance & Technology

• Partner closely with the Director of Revenue and operational leaders to evaluate opportunities and maximize overall hotel performance.
• Prepare accurate sales reports, forecasts, and budgets; analyze booking pace, pipeline, conversion, account production, and revenue against goals.
• Monitor market trends, competitor activity, and industry developments to identify opportunities and respond effectively.
• Use CRM systems, sales and catering platforms, hotel systems, and reporting tools confidently to manage business and assess results.
• Ensure the team maintains reliable account records, current pipeline information, documented activity, and timely follow-up.
• Use digital prospecting, professional networking platforms, virtual presentations, and appropriate emerging technology to strengthen sales effectiveness.
• Manage departmental expenses and sales activities within the approved budget.

Team Leadership & Service Culture

• Lead, train, coach, and develop the sales team while remaining personally involved in prospecting, account management, and closing business.
• Set clear expectations for revenue production, account growth, responsiveness, conversion, and ownership of outcomes.
• Model emotional intelligence, discretion, collaboration, and sound judgment in client and colleague interactions.
• Partner with Marketing and public relations teams on campaigns, partnerships, and initiatives that support commercial priorities.
• Uphold Palm House’s luxury hospitality expectations and Forbes service standards throughout the client journey.
• Participate in leadership meetings, operational planning, and other job-related responsibilities assigned by the General Manager.

Qualifications & Requirements

• Previous sales leadership experience within an ultra-luxury hotel or resort is required.
• Proven success as a Director of Sales or an accomplished Associate Director of Sales with demonstrated readiness to lead the department.
• A measurable record of winning new business, growing strategic accounts, achieving revenue goals, and developing successful sales teams.
• An established network within the ultra-luxury market, including luxury travel advisors, consortia, corporate decision-makers, and meeting or event planners.
• A strong understanding of the expectations of discerning travelers and high-net-worth and ultra-high-net-worth clientele.
• Exceptional relationship-building, networking, negotiation, presentation, and account-management skills.
• Strong knowledge of hospitality sales, revenue generation, market analysis, and business development across multiple segments.
• Experience with group and catering sales, including proposals, contracts, negotiations, and operational coordination.
• Highly tech savvy, with strong proficiency in CRM platforms, hotel sales systems, Microsoft Office, digital presentations, and professional networking tools.
• Ability to interpret sales data and translate findings into clear priorities and measurable action.
• Strong organization, attention to detail, responsive communication, and consistent follow-through.
• A hands-on leadership style with the ability to balance strategic planning, active selling, and team development.
• Professional polish, emotional intelligence, discretion, and confidence working with clients, hotel leadership, and ownership.
• Knowledge of Palm Beach and South Florida is strongly preferred; relationships in key domestic and international feeder markets are highly valued.
• A degree in hospitality, business, marketing, or a related field is preferred; equivalent relevant experience is welcome.
• Availability for business travel, local sales calls, networking events, and occasional evening, weekend, and holiday commitments.

Physical Requirements

• Ability to sit, stand, and walk for extended periods, including during property tours and client events.
• Ability to occasionally lift and carry up to 25 pounds.
• Ability to travel locally and to designated business-development events as needed.
• Ability to perform the essential functions of the position, with or without reasonable accommodation.

Our Commitment to Diversity & Inclusion

At Palm House, our strength comes from our people. We welcome different perspectives, experiences, and backgrounds and are committed to creating an inclusive workplace where every team member feels valued and belongs.

Bring your relationships, commercial expertise, and passion for ultra-luxury hospitality to Palm House—and help shape our next chapter.

Requirements

Job Requirements — Director of Sales

• Prior sales leadership experience within an ultra-luxury hotel or resort is required, with a strong understanding of personalized service and the expectations of high-net-worth and ultra-high-net-worth clientele.
• Proven success as a Director of Sales or an accomplished Associate Director of Sales with demonstrated readiness to lead the department.
• A measurable record of winning new business, growing strategic accounts, achieving revenue targets, and developing successful sales teams.
• An established network of luxury travel advisors, consortia partners, corporate decision-makers, meeting planners, and premier wedding and event planners.
• Exceptional relationship-building and networking skills, with the confidence and professional presence to represent Palm House at client engagements, industry events, and community functions.
• Strong knowledge of hospitality sales across leisure, business travel, groups, catering, and events, including strategies to generate demand during lower-occupancy periods.
• Experience with catering and event sales, including tailored proposals, contract negotiations, and coordination with Food & Beverage and Operations.
• Strong commercial judgment and proficiency in sales planning, budgeting, forecasting, market analysis, and pipeline management.
• Highly tech savvy, with proficiency in CRM platforms, hotel sales and catering systems, Microsoft Office, digital presentations, and professional networking tools.
• Ability to interpret sales data, monitor account production and conversion, and translate findings into measurable action.
• Proven ability to lead, coach, and motivate a sales team while remaining actively involved in prospecting, account management, and closing business.
• Polished written and verbal communication, persuasive presentation skills, and strong negotiation abilities.
• Excellent organization, attention to detail, responsiveness, and consistent follow-through.
• Emotional intelligence, discretion, and sound judgment when working with clients, colleagues, leadership, and ownership.
• A collaborative approach and commitment to Palm House’s luxury hospitality expectations and Forbes service standards.
• Knowledge of Palm Beach and South Florida is strongly preferred; relationships in key domestic and international feeder markets are highly valued.
• A degree in hospitality, business, marketing, or a related field is preferred; equivalent relevant experience is welcome.
• Availability for business travel, local sales calls, networking events, and occasional evening, weekend, and holiday commitments.
• Ability to perform the essential functions of the position, including property tours and client events, with or without reasonable accommodation.