Senior Director of Sales

Lead Sales Strategy. Develop Leaders. Drive Results.

J&P Hospitality Management is seeking an experienced, results-driven Senior Director of Sales to lead our Regional Directors of Sales and drive revenue performance across our growing portfolio of 150+ extended-stay hotels.

This is a high-impact leadership opportunity for a hospitality sales professional who knows how to build strong teams, execute effective sales strategies, and deliver measurable results. Reporting to the Senior Vice President of Sales, this leader will oversee 6–8 Regional Directors of Sales, establish consistent performance expectations, and partner closely with Operations, Revenue Management, and hotel ownership groups to maximize occupancy, ADR, and revenue growth.

The ideal candidate brings deep multi-property hospitality sales experience, a strong understanding of the extended-stay market, and a proven ability to develop sales leaders while holding teams accountable for results. This is a hands-on leadership role requiring significant travel, strong business acumen, and a passion for driving performance through people.

Compensation, Benefits & Perks: Competitive Base Salary + Commission Potential, Medical, Dental, Vision, Life Insurance, 401(k), Paid Time Off, 7 Paid Holidays, Company-Supplied Laptop, and Mobile Device Allowance.

J&P Hospitality Management, LLC

Job Title: Senior Director of Sales

Reports to: Senior Vice President of Sales

FLSA Status: Exempt

Location: Remote (up to 70% travel)

Direct Reports: 6-8

Department: Property Operations

JOB RESPONSIBILITIES:

The Senior Director of Sales (Sr. DOS) provides strategic leadership and oversight for the company’s Regional Directors of Sales (RDOS), ensuring consistent execution of sales strategies and achievement of revenue goals across the portfolio.

This role is responsible for leading, developing, and holding accountable a team of RDOS, while establishing regional sales direction, performance standards, and training initiatives. The Sr. DOS serves as the primary sales leader for the portfolio, partnering closely with Operations leadership and ownership to drive top-line performance.

ESSENTIAL FUNCTIONS:

Leadership & Team Oversight

• Provide daily leadership, direction, and performance oversight for a team of Regional Directors of Sales (RDOS).
• Establish clear expectations, priorities, and accountability standards aligned with company revenue goals.
• Conduct regular one-on-one meetings, field visits, and performance reviews with RDOS team members.
• Monitor individual and team performance, addressing gaps through coaching, development, and corrective action when necessary.
• Serve as the primary escalation point for sales-related challenges, underperformance, and high-impact opportunities across the region.
• Partner with the SVP of Sales and senior leadership to align sales strategies with operational priorities.

Sales Strategy & Direction

• Develop and oversee execution of regional sales strategies focused on occupancy, ADR, and market share growth.
• Collaborate with RDOS team members to develop and implement property-level sales and marketing plans.
• Set regional sales targets and performance benchmarks for RDOS team members and their assigned portfolios.
• Ensure alignment and consistency in sales approach, tools, and execution across all regions.
• Analyze market trends, performance data, and competitive positioning to guide strategic decision-making.

Training & Development

• Design, implement, and oversee sales training programs across the portfolio to improve capability and consistency.
• Coach RDOS team members on prospecting strategy, pipeline management, RFP execution, and closing techniques.
• Identify skill gaps and develop targeted training and development plans.
• Reinforce sales fundamentals and best practices across all properties through RDOS leadership.

Performance & Accountability

• Oversee regional sales reporting, including forecasting, activity tracking, and results analysis.
• Hold RDOS team accountable for achieving revenue targets and executing sales plans.
• Develop and implement action plans to address underperformance at both the RDOS and property levels (through RDOS).
• Ensure consistent use of reporting tools, including Sales Lead Tracker (SLT) and other systems.

Ownership & Stakeholder Engagement

• Lead sales performance reviews with ownership groups and internal leadership as needed.
• Provide clear, data-driven insights on performance, risks, and opportunities.
• Partner with Operations, Revenue Management, and other cross-functional leaders to align strategies and drive results.

Operational Collaboration

• Partner with General Managers, Area Managers, RDOS team members, and Revenue Management through a coordinated leadership approach.
• Support strategic initiatives including new hotel openings, transitions, and recovery efforts through RDOS execution.
• Ensure consistent communication and alignment across Sales and Operations teams.

Compliance & Standards

• Ensure adherence to all company policies, procedures, and multi-state legal requirements.
• Promote a culture of accountability, integrity, and performance across the sales organization.

PERFORMANCE FACTORS:

• Achievement of revenue, occupancy, and ADR targets through RDOS leadership.
• Effectiveness in developing and leading a high-performing RDOS team.
• Consistency and quality of sales execution across all assigned regions.
• Speed and effectiveness in addressing underperformance.
• Strength of relationships with ownership groups and internal stakeholders.
• Successful implementation of training and development programs.

QUALIFICATIONS:

• 7+ years of multi-property hospitality sales experience, including at least 2–3 years managing sales leaders.
• Proven track record of driving revenue growth across multi-unit portfolios through team leadership.
• Strong leadership, coaching, and performance management skills.
• Advanced understanding of extended stay sales strategies and market dynamics.
• Excellent communication, presentation, and stakeholder management skills.
• Bachelor’s degree in Business, Hospitality, or related field preferred.
• Proficiency in Microsoft Office, CRM systems, and PMS systems.
• Ability to work both independently and collaboratively, manage competing priorities, and adapt to evolving business needs.

REQUIREMENTS:

• Frequent travel required, up to 70% of the year, including extended stays at hotel locations and unanticipated travel with minimal notice.
• Work schedule may vary based on business needs, including evenings, weekends, and holidays.
• Must possess and maintain a valid driver’s license and Real ID-compliant identification.
• Must be able to travel by car and commercial air.
• Must be able to perform the essential functions of the position, with or without reasonable accommodation.
• Prolonged periods of computer use and phone-based communication. Some lifting up to 25 lbs. may be required during travel or events.
• Must maintain a professional appearance and demeanor appropriate for guest and client-facing environments.
• Must be able to successfully complete a criminal background check in accordance with applicable federal, state, and local laws and company policy.

J&P Hospitality is an Equal Opportunity Employer. We are committed to creating a workplace where all applicants and employees are treated with respect and fairness. Employment decisions are based on business needs, job requirements, and individual qualifications, without regard to race, color, religion, sex, pregnancy, national origin, age, disability, veteran status, genetic information, or any other status protected by law.

J&P Hospitality participates in E-Verify. After an offer of employment is accepted, we will verify the identity and employment eligibility of all new hires as required by federal law. Applicants must be legally authorized to work in the United States.