Director, Sales Performance

Director, Sales Performance

This role will be located in Bethesda, MD.

The Director, Sales Performance is a newly created leadership role responsible for driving the performance of property and home office sales teams through the creation and implementation of curated financial incentive plans, non-monetary reward and recognitions and best in class goal setting practices. Additionally, this role will be the central resource to drive sales performance through the discipline's use of AI and the creation of new tools to drive customer acquisition and loyalty in the leisure, group and corporate business travel space.

Core Responsibilities

• Design and lead sophisticated financial incentive plans that motivate property and home office sales teams while reinforcing luxury brand positioning, premium pricing integrity, and long-term relationship value over short-term volume.
• Evolve Goal-Setting Frameworks to match team member roles for a growing brand.
• Create market-sensitive goal-setting practices that reflect the complexity of luxury demand, including group mix optimization, transient premium segmentation, and strategic account growth.
• Curate Distinctive Non-Monetary Rewards & Recognition : Design recognition programs that resonate with luxury sales professionals, emphasizing prestige, exclusivity, experiential rewards, and career-enhancing recognition rather than solely transactional incentives.
• Leverage Advanced Analytics to Optimize Sales Behavior : Analyze performance trends across properties and markets to assess incentive effectiveness, identify high-value behaviors, and continuously refine plans to drive profitable, high-quality demand.
• Lead communication to the Field and Global Sales Teams for completion of goal and incentive work from inception to final property approvals.
• Be accountable for delivering quarterly and annual performance results to Home Office Sales leadership.
• Serve as a strategic advisor to property and global sales leaders, providing insights and tools that support consultative selling, key account development, and long-term partnership growth.
• Strategically lead a team in the development of a travel advisor portal tool with a pathway towards strengthening loyalty and repeat business.
• Lead the Preferred Partner programs created for leisure clients, Key Account program created for group and the facilitation of Business Travel portfolio contracts.
• Lead Auberge Sales Training with the creation of modules applicable to all levels of sales roles within all disciplines.
• Act as the central resource for the field for all tools developed and use of AI for customer acquisition and retention as it relates to sales processes; ie proposals, contracts, and moving customers around the portfolio.

This role offers a base salary range of $150,000-$175,000 plus a comprehensive medical, dental, vision and voluntary benefits, 401k employer match, employer paid life insurance, employee assistance program and a team member hotel stay program.

Bachelor's degree in Hospitality Management, Business Administration, Marketing, or a related field; or equivalent professional experience. Minimum of 5 years of sales performance experience, preferably within a luxury hotel or resort environment. Strong leadership, communication, and relationship-building skills Proficiency in CRM systems, sales reporting tools, and Microsoft Office Suite, with strong analytical and strategic planning abilities.