Highgate Hotels Director of Group Sales in Boston, Massachusetts

Highgate is a premier real estate investment and hospitality management company widely recognized as an innovator in the industry. Highgate is the dominant player in U.S. gateway markets including New York, Boston, Miami, San Francisco and Honolulu. Highgate also has an expanding presence in key European markets through properties in London, Paris, Barcelona, Vienna and Prague. Highgate’s portfolio of global properties represents an aggregate asset value exceeding $10B and generates over $2B in cumulative revenues. The company provides expert guidance through all stages of the hospitality property cycle, from planning and development through recapitalization or disposition. Highgate also has the creativity and bandwidth to develop bespoke hotel brands and utilizes industry leading proprietary revenue management tools that identify and predict evolving market dynamics to drive out performance and maximize asset value. With an executive team consisting of some of the industry’s most experienced hotel management leaders, the company is a trusted partner for top ownership groups and major hotel brands. Highgate maintains corporate offices in London, New York, Dallas, and Seattle.

The Taj Boston is an iconic, landmark hotel with the ambiance of an elegant Boston townhouse, perfectly located in Back Bay directly across from the Boston Public Gardens at the corner of Arlington and Newbury Streets. Enhanced with traditional furnishings, crystal chandeliers, luxurious bedding and upscale bath amenities, the hotel features 273 modern guestrooms (including 44 suites) with classic décor.


The Director of Group Sales is responsible for directing, coordinating, training and supervising Group Sales Managers. He/she is also responsible for growing existing accounts and generating new business to ensure that Room revenues and Catering revenues meet or exceed budget in order to maximize revenue and profits, and to improve the hotel’s performance in the marketplace.

  • 60% selling / 40% administrative

  • Assists in setting Group revenue goals/Action Plans for the Group Sales team

  • Runs the bi-weekly Group Meeting, participates in selected property-specific strategic meetings

  • Through Delphi, reviews inquiries, prospecting, bookings for the week and reports on results, trends, etc

  • Reviews the reports weekly/monthly

  • Ensures the Group team is prospecting new business and uncovering new territories and/or industries

  • Ensures all relevant Group feeder city trips and tradeshows are budgeted for, attended, and that the company hotels are properly represented

  • Assists in creation of brand collateral for group market as well as giveaways

  • Works to maximize exposure with all Group marketing partners

  • Ensures all brand marketing opportunities are communicated to on property DOSM

  • Assist Marketing with group banner ads, e-blasts and website offers

  • Creates and analyzes data; recommends appropriate Group actions to the DOSM

  • Works closely with DOSM in setting/updating policies and procedures for the Group market

  • Establishes a sense of urgency with the Group Sales team regarding needs of hotels; provides constructive feedback which is current, direct, complete, and actionable

  • Assist in the budget process for the Group market, help with creation of MAR's, attend RevMax meetings

  • Develops Group team by coaching, and accompanying them on sales calls; meeting weekly

  • Performs any other related duties as directed by Director of Sales and Marketing

  • 5-10+ years sales experience in hotel sales and marketing. On property experience helpful

  • Proven ability to manage a team

  • Exceptional Selling Skills

  • Must possess excellent communication externally and internally; and have immediate follow up skills, both written and verbal

  • Able to lead by example and manage people

  • Passionately inspires and motivates to achieve each hotel's vision

  • Strong computer skills including Word and Excel

  • Well-organized, detail oriented with excellent follow-up

  • Thorough knowledge of Delphi system

  • Able to convert vision into specific and tangible actions

  • At least 6 years of progressive hotel sales experience; or a 4-year college degree and at least 3 years of related experience; or a 2-year college degree and at least 5 years of hotel sales experience.

  • Supervisory experience required.

  • Must have a driver’s license in the applicable state.

  • Must be proficient in Windows, Company approved spreadsheets and word processing.

Job ID: 2018-4862

External Company Name: Highgate Hotels, L.P., a Delaware Limited Partnership

External Company URL: www.highgate.com