Position Summary

The Director of Sales leads the event sales function for Hilton Garden Inn and drives banquet, catering, private dining, function room, and special event revenue.

This is a hands-on sales leadership role with an individual sales goal, responsibility for overall departmental revenue performance, and direct oversight of managers. The Director is expected to proactively generate new business, develop key accounts, convert qualified opportunities, and maximize revenue across the hotel’s event spaces and private event offerings.

The role works closely with the Revenue Management and Hotel Operations to support the hotel’s commercial objectives and strengthen The Hilton Garden Inn position within the New York City events market.

Key ResponsibilitiesSales and Revenue Generation

Develop and execute event sales strategies to achieve annual revenue goals.

Carry an individual sales goal and actively prospect, solicit, negotiate, and close new event business.

Develop and grow corporate, financial services, entertainment, fashion, luxury brand, agency, social, and event planning accounts.

Build and maintain strong relationships with clients, planners, agencies, and referral partners.

Conduct sales calls, client appointments, site inspections, networking, and entertainment to develop and convert business.

Maximize revenue through food and beverage, function room rental, private dining, audiovisual, upgrades, and other event opportunities.

Partner with programs requiring both guestrooms and event space to maximize total hotel revenue.

Team Leadership

Lead, coach, and manage two Event Managers, establishing clear expectations for revenue performance, conversion, follow-up, and client service.

Conduct regular pipeline and business reviews covering active leads, tentative and definite business, prospecting activity, conversion, and lost business.

Coach the team on account development, negotiation, closing, upselling, and relationship management.

Establish clear standards for lead response, CRM activity, forecasting, and client communication.

Foster a collaborative, accountable, and results-oriented sales culture.

Revenue and Commercial Management

Own the event sales pipeline and provide accurate forecasts and performance reporting.

Monitor production against budget, forecast, prior year, booking pace, conversion, and lost business.

Partner with the Director of Sales & Marketing and Revenue Management on pricing, food and beverage minimums, function room rental, and need-period strategies.

Oversee proposals, contracts, and negotiations to ensure business supports revenue and profitability objectives.

Participate in the annual Catering and Events budgeting and business planning process.

Client and Internal Collaboration

Serve as a senior sales contact for key accounts and high-value events.

Ensure a seamless transition from contracted business through the event planning process.

Ensure Event Managers continue to identify upselling and additional revenue opportunities throughout planning.

Collaborate with Food & Beverage, Culinary, Revenue, Finance, Marketing, and Hotel Operations to communicate client expectations and commercial commitments.

This is primarily a sales and revenue leadership position and is not responsible for the day-to-day operational execution of events.

Qualifications

Minimum 5 years of progressive catering, event, or hotel sales experience, preferably within luxury hospitality.

Prior supervisory or team leadership experience required.

Demonstrated success achieving and exceeding event sales revenue goals.

Proven ability to proactively develop new business and manage key accounts.

Strong business development, negotiation, relationship-building, and closing skills.

Strong understanding of event revenue, pricing, food and beverage minimums, function room rental, forecasting, and profitability.

Excellent written and verbal communication skills with a polished and professional presence.

Highly organized, proactive, entrepreneurial, and results-oriented.

New York City luxury hospitality or events market experience strongly preferred.

Proficiency with CRM, hotel sales and catering systems, Delphi, Cvent, Microsoft Office, and related sales platforms preferred.

Disclaimer

This job description describes the general nature and level of work performed in this position. It is not an exhaustive list of all responsibilities, duties, and skills required. Management reserves the right to modify responsibilities and assign other duties as necessary.