Xanterra Travel Collection

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United States

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Director of Sales- Remote Position

Xanterra Travel Collection - Death Valley, California

Posted: 10/22/2018


The Oasis at Death Valley is nestled in a lush oasis surrounded by the vast and arid desert of Death Valley National Park, California – just 120 miles northwest of Las Vegas and 275 miles northeast of Los Angeles.   The resort offers two hotels – the historic upscale, four diamond, 66-room Inn and the family-orientated, 224-room Ranch.  The resort also encompasses an 18-hole course (world’s lowest course at 214 feet below sea level), four restaurants & lounges, retail outlets, museum, spring-fed swimming pools, tennis courts, service station, and conference & banquet facilities for 10-120 guests.  The resort is currently in the middle of a multi-million dollar revitalization that includes a full renovation of the Inn, including the addition of 22 casitas, as well as, new buildings at the Ranch that are planned to be opened later this year.


The Oasis at Death Valley is owned by Xanterra Travel Collection, a diverse global travel and hospitality company, and the nation’s largest operator of park –based hotels, restaurants and stores.  Xanterra’s operations encompass some of the most spectacular and iconic places on Earth. Xanterra takes pride in combining these dramatic settings, landmark buildings, and global travel experiences with truly exceptional service. We seek leaders with a passion for hospitality and who exemplify our twelve values:  leadership, respect, candor, guest service, attitude, teamwork, environment, community, innovation, honesty & integrity, profitability.




Responsible for ensuring maximum revenue is generated in room, food and beverage, and retail departments by all sales staff in all market segments consistent with Xanterra Travel Collection interests, objectives and standards of quality and profitability. Continually monitor and modify rate, pricing strategies and packaging in accordance with demand and promotion opportunities for groups working with corporate revenue management and corporate Director of Sales. Produce room nights and revenues from the tour operators, FIT, Weddings, Corporate/Incentive & SMERFE market segments and monitor bookings from these market segments. Ensure adherence to FIT and group strategies with Rooms Director, Reservations Manager, Corporate Revenue Management and Corporate Sales & Marketing departments. Generate programs designed to develop new business including building profitable relationships with local CVBs and DMCs.  Remote position with weekly one day travel to resort.


Meet or exceed Sales Plan goals in room nights, revenues, and average rate in all market segments.


Develop and maintain relationships with key third-party vendors to build and maintain group business with specific industries to include (but not limited to): Tour Operators, Automotive Industry, Wedding Planners, Historic Hotels of America, Corporate Meetings and Incentives, National Park Service, Convention and Visitors Bureau, Chamber of Commerce, affiliate groups i.e. Church, alumni, motorcycle clubs, etc., and TV/Movie Production companies.


Nurture the relationship with the Concessions/Special Use Manager at the National Park Service, since this person is very important in securing movie and TV film projects in the park and Xanterra’ s relationship with NPS in Death Valley.


Monitor all group bookings to ensure correct room rates, arrival/departure patterns and overall accuracy of information. Counsel Sales Managers regarding parameters for booking specific groups. Cross-sell turned-down group business to other Xanterra locations as appropriate.


Prepare and submit Sales Budget each year according to schedule established by corporate office.


Regularly review property website to ensure accuracy of group sales message, product information and overall freshness and appeal of the site from a sales perspective. Maintain contact with Director of Digital Marketing to ensure effectiveness of site.


Create and distribute packages designed to help increase group business.


Conduct client site inspections and familiarization tours as appropriate. Entertain potential and current clients for the purpose of securing business. Attendance at trade and consumer shows that target potential business across various markets.


Participate in the weekly Rooms Strategy Meeting, Executive Committee Meeting, and Managers’ Meeting to review sales strategies and activities with team members.


Maintain close working relationships with all other hotel departments to ensure clients’ requests/requirements are met. Coordinate all details of groups personally booked and produce Banquet Event Orders and interdepartmental communications related to the bookings.


Perform any assignments or tasks as directed by General Manager or Corporate Director of Sales, Xanterra Travel Collection.


Work Skills, Knowledge & Talents:

  • Minimum 8 years’ experience in hospitality sales
  • Analytical skills required for reporting and managing the business
  • Ability to work under pressure, multi-task and meet deadlines
  • Effective computer skills in Microsoft Word, Excel, Outlook, Publisher and PowerPoint
  • Ability to lead, motivate and develop staff
  • Remote position: willing and able to travel to resort on a weekly basis, can be based in Las Vegas or Los Angeles
  • Willing and able to travel to domestic and international trade shows
  • Ability to act with little supervision in guiding the general policies that shape the department
  • Experience with Opera reservation system a plus
  • Experience in Delphi.fdc and Micros Opera software applications a plus

Education & Experience Requirements:

  • BS/BA degree in sales, marketing or hospitality management.
  • Minimum of 8 years senior management experience in hospitality sales.

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