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About the Role

Arlo Hotels is seeking a dynamic Area Director of Business Transient Sales to drive revenue and market share across its SoHo, NoMad, and Midtown properties. This hands-on, above-property sales role is based at the Corporate Headquarters in New York City and involves managing the full sales cycle, from prospecting to account activation, while developing and executing the portfolio's business transient strategy.

Responsibilities

• Actively prospect, solicit, and convert new business transient, consortia, and agency-driven accounts through various outreach methods.
• Develop strategic account plans and maintain a pipeline of corporate opportunities.
• Identify share-shift opportunities by analyzing market intelligence, production data, and competitor activity.
• Qualify opportunities based on potential, rate expectations, booking behavior, and overall value.
• Cross-sell the three Arlo properties, matching accounts to the best location, product, and rate structure.
• Conduct regular sales calls and business reviews with key travel industry contacts.
• Lead the annual corporate RFP process, including strategy, pricing, submissions, and negotiations.
• Partner with Revenue Management to establish account-specific pricing and make recommendations.
• Manage negotiated, dynamic, and preferred rate programs.
• Ensure agreements, concessions, and rate plans are accurate, approved, and communicated.
• Coordinate with distribution and reservations partners to confirm correct rate loading and display.
• Maintain current account profiles, contact information, and RFP records in sales systems.
• Own assigned accounts from solicitation through retention and renewal.
• Monitor key performance indicators (room nights, revenue, ADR, pace, market share) and address underperformance.
• Conduct quarterly and annual account reviews to evaluate production and competitiveness.
• Build relationships with bookers and travelers to increase awareness and uncover additional needs.
• Respond to client needs and coordinate internally to resolve issues affecting account retention.
• Collaborate with Revenue Management on need dates, pricing, and account performance.
• Represent Arlo Hotels at client events, industry functions, and trade shows.
• Share account intelligence and ensure seamless handoff of opportunities to appropriate teams.
• Support portfolio-wide sales initiatives and contribute to process improvements.
• Maintain an accurate sales pipeline, activity records, and production forecasts.
• Prepare regular updates on prospecting activity, RFP status, account production, wins, and risks.
• Assist sales and revenue teams with budgeting and forecasting for the business transient segment.
• Meet or exceed assigned room night, revenue, and account acquisition goals.
• Participate in revenue, sales, and budget meetings, providing business transient insights.
• Manage client entertainment and sales expenses responsibly.

Requirements

• Bachelor's degree in hospitality, business, marketing, or a related field preferred; equivalent experience considered.
• Seven or more years of hotel sales experience, with at least four years in business transient or corporate negotiated sales.
• Multi-property or area sales experience required.
• Established knowledge of the New York City corporate travel market and buyer relationships preferred.
• Experience with Opera Cloud PMS, Cvent Lanyon, ReadyBid, Vindow, Lighthouse BI, Agency 360, and other sales platforms preferred.
• Proficiency in Microsoft Office, including Excel, PowerPoint, and Outlook.

Skills

• Proven ability to prospect, negotiate, and close business transient accounts.
• Strong understanding of corporate travel programs, RFP platforms, GDS distribution, travel management companies, and negotiated rate structures.
• Commercial mindset with the ability to interpret data and translate findings into sales actions.
• Excellent relationship-building, presentation, negotiation, and written communication skills.
• Strong organization and time management skills, with the ability to manage a high-volume pipeline and competing deadlines.
• Self-motivated, accountable, and comfortable working independently while collaborating across departments.
• Professional judgment, attention to detail, and consistent follow-through.

Location

• New York City

Work Type

• Onsite

Experience Level

• 7+ years of hotel sales experience
• 4+ years in business transient or corporate negotiated sales
• Multi-property or area sales experience

Education Level

• Bachelor's degree in hospitality, business, marketing, or related field preferred

Salary/Compensations

• $140,000 - $170,000 per annum

About the Company

• Arlo Hotels is an independent lifestyle hotel.
• Arlo strives to create a sense of awe that leaves those we touch wanting more.