Director of Leisure Sales

Highgate Hotels

Highgate is a leading real estate investment and hospitality management company with over $15 billion of assets under management and a global portfolio of more than 400 hotels spanning North America, Europe, the Caribbean, and Latin America. With a 30‑year track record of innovation, we guide property owners through planning, development, recapitalization, and disposition, building diverse lifestyle, legacy, and independent hotel brands.

Our executive team and offices worldwide support top ownership groups and major hotel brands, leveraging industry‑leading revenue management tools to maximize asset value.

The Director of Leisure Sales will provide sales support in the leisure and business travel segments supporting the Royal Lahaina Resort. Responsibilities include improving market share (measured through Hoteligence/Agency 360), responding to global and local business travel RFPs, and proactively engaging in leisure sales activities such as trade shows, events, joint sales calls, and collaborations with wholesale BTM’s to generate revenue.

The role will drive education through reservations training and agency presentations, execute preferred partnerships with key retail leisure consortia (Virtuoso, Signature, Travel Leaders, AAA, Ensemble, etc.), build customer relationships, and identify new business opportunities to meet revenue goals. Success will be measured by achieving monthly, quarterly, and annual sales targets, production tracking, and leisure group business. The position can be remote from key feeder markets (San Francisco, Los Angeles, or Orange County).

• Travel Agency & Business Travel sales; develop strategic alliances with travel agents, wholesalers, BT & Retail Leisure Consortia, government agencies such as SATO, CWT, and agencies that specialize in Project Business and Government related travel.
• Account management of current clients & develop new accounts and business opportunities.
• Attend trade shows & events; conduct sales calls, onsite and online travel events, and onsite/online training.
• Travel required; able to work nights and weekends.
• Develop a full working knowledge of hotel operations (Food and Beverage, Guest Services, Reservations).
• Understand and adhere to company sales policies, SOPs, and ensure the sales team does likewise.
• Meet or exceed set goals and operate within the sales expense budget.
• Initiate and follow up on leads; maintain an active sales solicitation program.
• Monitor production of all top accounts and evaluate market trends; contact existing accounts per the Account Coverage Program.
• Invite clients to the hotel for entertainment, lunches, tours, and site inspections.
• Assist in implementing special promotions for direct sales segments (parties, sales blitzes, etc.).
• Prepare required reports promptly.
• Maximize occupancy and Average Daily Rate (ADR) using the property’s sales management system.
• Conduct thorough site inspections of the hotel with clients, showcasing key features and benefits.
• Use the computerized sales management system to manage business: generate reports, enter business, block space, and build accounts.
• Abide by Prime Selling Time (PST).
• Develop networking opportunities through community and professional associations, activities, and events.
• Entertain clients and respond to agent needs with good follow‑up.
• Document all activities via sales reporting tools.

• Effective written and verbal communication with all customer, employee, and guest levels; attentive, friendly, courteous, service‑oriented.
• Effective listening, understanding, and clarifying concerns.
• Ability to multitask and prioritize departmental functions to meet deadlines.
• Attend required hotel meetings and trainings; maintain regular attendance.
• Maintain high standards of personal appearance and grooming, including wearing nametags.
• Comply with Highgate Hotel Standards and regulations to encourage safe and efficient operations.
• Maximize productivity, identify problem areas, and assist in implementing solutions.
• Handle problems effectively: anticipate, prevent, identify, and solve as necessary.
• Analyze complex information from various sources to meet…