Assistant Director of Sales in Sunnyvale, California at OTO Development

We are pleased to announce a wonderful opportunity for an Assistant Director of Sales.

Position Summary

The Assistant Director of Sales (ADOS) serves as a key driver of revenue generation and business development for the property, supporting the Director of Sales in executing the overall sales strategy. This role is responsible for leading a team of sales professionals, managing key accounts, and actively prospecting new business across all market segments — including corporate, group, leisure, and extended-stay. The ADOS partners closely with Revenue Management, Marketing, and Operations to ensure a seamless guest experience that maximizes occupancy, ADR, and total hotel revenue.

What will you be doing most days?

Sales Leadership & Strategy

• Assist the Director of Sales in developing and executing the annual Sales & Marketing Plan to achieve revenue targets.
• Lead and mentor a team of Sales Managers and Coordinators, providing coaching, direction, and performance accountability.
• Monitor and analyze market trends, competitive set data, and pace reports to proactively adjust strategies.
• Represent the hotel at industry trade shows, client events, and networking functions as needed.
• Collaborate with the Revenue Management team to optimize pricing, inventory, and channel strategy.

Account Management & Business Development

• Maintain and grow a personal portfolio of key accounts across corporate, group, and SMERF segments.
• Conduct outside sales calls, site inspections, and client entertainment to build and strengthen relationships.
• Prospect, solicit, and convert new business to meet or exceed individual and team revenue goals.
• Negotiate contracts, rates, and terms within approved guidelines to secure profitable business.
• Utilize the property's CRM system to track activities, opportunities, and account production accurately.

Group & Event Sales

• Solicit, book, and manage group room blocks and meeting/event inquiries from initial contact through contract execution.
• Coordinate with Catering, Banquets, and Conference Services to ensure group requirements are communicated and delivered.
• Prepare and present competitive proposals and presentations tailored to client needs.
• Manage group block attrition, cutoff dates, and pickup to minimize revenue risk.

Reporting & Administration

• Prepare weekly, monthly, and quarterly sales reports, forecasts, and action plans for review with leadership.
• Actively participate in Revenue Management, Sales Strategy, and Morning Briefing meetings.
• Maintain up-to-date records of all accounts, contacts, activities, and opportunities in the CRM system.
• Assist in managing departmental budget, including T&E expenditures.
• Perform other duties as assigned by the Director of Sales or General Manager.

What are the requirements for this position?

Education & Experience

• Bachelor's degree in Hospitality Management, Business, Marketing, or a related field preferred; equivalent experience considered.
• Minimum of 3–5 years of progressive hotel sales experience, with at least 1 year in a leadership or senior sales role.
• Proven track record of meeting or exceeding individual and team sales goals.
• Experience with full-service, select-service, or extended-stay hotel environments preferred.
• Familiarity with hotel brand standards and loyalty programs a plus.

Skills & Competencies

• Strong written and verbal communication skills; confident and persuasive presenter.
• Demonstrated ability to lead, motivate, and develop a sales team.
• Analytical mindset with the ability to interpret market data and translate it into actionable strategy.
• Proficiency in hotel systems (e.g., Opera, Delphi/FDC, Salesforce, or equivalent CRM).
• Proficient in Microsoft Office Suite (Word, Excel, PowerPoint, Outlook).
• Ability to manage multiple priorities in a fast-paced, deadline-driven environment.
• High level of professionalism, integrity, and commitment to exceptional client service.

Physical Requirements for this Position

The following physical demands are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made for individuals with disabilities.

• Ability to work a flexible schedule, including evenings, weekends, and holidays as business needs dictate.
• Prolonged periods of sitting at a desk and working on a computer; frequent standing and walking during site inspections and events.
• Ability to lift and/or move up to 25 lbs. occasionally.
• Must hold a valid driver's license

Travel Requirements

This role requires up to 30% travel between assigned properties and client meetings. You may also have regional travel for trade shows, industry events, and business development activities.

This property is managed by OTO Development.

About OTO Development

OTO Development is an industry-leading hotel development and management company. Partnering with the strongest brands in hospitality, OTO owns and operates a portfolio of upscale select service, extended stay, and lifestyle hotels in key markets across the United States.

OTO has been honored as Developer of the Year by major brand partners multiple times while also earning accolades for outstanding guest service, operational excellence, community service, and sales, marketing, and revenue success.

Our company provides competitive pay and benefit programs, including medical insurance options, dental and vision insurance, 401k with company match, company provided life insurance, tuition assistance, paid time off, paid holiday time, travel discounts, and more.