Director of Sales

Reports to: Vice President of Operations

Job Summary

The Director of Sales is responsible for developing and executing the overall sales strategy across a multi-unit, multi-concept restaurant group. This role drives revenue through private events, group dining, partnerships, and corporate accounts while building and leading a high-performing sales team. The Director of Sales works cross-functionally with operations, marketing, and culinary leadership to ensure each concept's unique identity is represented while maximizing top-line growth across the portfolio.

Key Responsibilities

Sales Strategy & Revenue Growth

• Develop and execute the overall sales strategy across all concepts and locations.
• Establish annual revenue goals, budgets, and KPIs for private events, group dining, buyouts, and off-site catering.
• Identify new revenue streams and growth opportunities across the portfolio.
• Analyze sales performance by location and concept; adjust strategy as needed to hit targets.
• Partner with leadership on pricing strategy, minimums, packages, and seasonal offerings.

Business Development

• Proactively prospect and develop new corporate, social, and group accounts.
• Build and maintain relationships with key clients, event planners, hotel concierges, and local businesses.
• Represent the restaurant group at industry events, networking functions, and trade shows.
• Develop and maintain partnerships with local organizations, tourism boards, and convention bureaus.
• Cultivate repeat business through proactive client outreach and follow-up.

Team Leadership

• Hire, train, and lead the sales and events team across all locations.
• Set individual goals, conduct regular one-on-ones, and provide ongoing coaching and feedback.
• Develop training programs and sales playbooks to ensure consistency across the portfolio.
• Foster a collaborative, results-driven culture across the sales organization.

Operations & Cross-Functional Collaboration

• Partner with General Managers, Executive Chefs, and Operations leadership to ensure flawless event execution.
• Collaborate with the marketing team on promotional campaigns, collateral, and lead generation efforts.
• Ensure event execution aligns with each concept's brand standards and guest experience expectations.
• Work with finance and accounting on contracts, deposits, billing, and revenue reporting.

Reporting & Analytics

• Prepare weekly, monthly, and quarterly sales reports for ownership and leadership.
• Track pipeline, conversion rates, lost business, and account activity by concept and location.
• Maintain accurate records in the CRM and ensure the team follows standardized processes.
• Provide market insights, competitive analysis, and recommendations to leadership.

Qualifications

Required

• 4+ years of progressive sales experience in hospitality, with at least 3 years in a leadership role.
• Multi-unit and/or multi-concept restaurant or hotel sales experience strongly preferred.
• Proven track record of driving revenue growth and hitting or exceeding sales targets.
• Strong leadership and team-building skills with experience managing a distributed team.
• Excellent communication, negotiation, and presentation skills.
• Proficiency with CRM platforms (Tripleseat, Seven Rooms, Salesforce, or similar) and Microsoft Office.
• Strong analytical skills and comfort using data to inform decisions.
• Ability to travel between locations as needed.

Preferred

• Bachelor's degree in business, hospitality, or a related field.
• Established network of corporate, event planner, and industry contacts in the local market.
• Experience launching sales programs for new restaurant openings.

Work Environment

This role splits time between an office setting and active restaurant environments across multiple locations. Some evening and weekend work is expected to support events and client entertainment. Local travel between units is required.

Additional Information

This job description outlines the primary responsibilities of the role and is not intended to be an exhaustive list. Additional duties may be assigned as business needs evolve. This document does not constitute an employment contract; employment is at-will.

We are an equal opportunity employer.