Job Description

Job Location: 140 - Dana Point, CA 92629,

Salary Range: $110,000.00 - $115,000.00 Salary/year, About Five-Star AudioVisual

Founded in 1995, Five-Star AudioVisual, Inc. is a privately owned, fully independent audiovisual company dedicated exclusively to the luxury hospitality market. We partner with premier hotels, resorts, and event venues across the United States, delivering seamless event technology experiences that elevate meetings, conferences, and live events.

For more than three decades, Five-Star has remained at the forefront of the audiovisual industry through a combination of advanced technology, operational excellence, and hospitality-driven service. We serve as a true extension of our hotel partners, aligning with each property's culture, brand, and standards to create exceptional event experiences.

Work Environment

This position operates within a luxury hotel or resort environment where Five-Star AudioVisual serves as the exclusive audiovisual partner.

The Director of Sales is responsible for leading the venue sales organization and driving overall revenue growth through strategic planning, consultative selling, client relationship development, and partnership management. This role provides leadership and direction to the sales team while collaborating closely with hotel leadership, event production teams, and corporate leadership to maximize revenue opportunities and strengthen venue performance.

The Director of Sales serves as a strategic leader who develops sales initiatives, drives accountability, mentors team members, and ensures Five-Star AudioVisual remains the preferred event technology partner within the venue.

This position requires advanced sales leadership skills, strong business acumen, hospitality expertise, strategic thinking, relationship management capabilities, and a thorough understanding of audiovisual event technology and production solutions.

What You Will Be Doing

As the Director of Sales, you will lead all sales activities for the venue while developing strategies that drive revenue growth, increase profitability, strengthen client relationships, and expand market share.

You will oversee Sales Managers and Sales Coordinators while promoting a culture of consultative selling, photo-based selling, client service excellence, and business development. You will work closely with Event Production leadership and hotel partners to ensure a seamless client experience from initial inquiry through event execution.

Essential Duties & Responsibilities

Sales Leadership & Revenue Growth

• Lead all venue sales efforts to achieve revenue, profitability, and growth objectives.
• Develop and execute strategic sales plans that align with company and venue goals.
• Establish sales targets, monitor performance, and drive accountability across the sales team.
• Analyze market opportunities and identify strategies to increase venue revenue and market share.
• Drive growth through new business development, repeat business, and client retention initiatives.
• Continuously evaluate sales performance metrics and implement action plans to improve results.
• Support forecasting, budgeting, and revenue planning efforts.
• Partner with operational leadership to maximize profitability while ensuring exceptional client experiences.

Team Leadership & Development

• Lead, coach, and develop Sales Managers, Senior Sales Managers, and Sales Coordinators.
• Foster a culture of accountability, collaboration, hospitality, and sales excellence.
• Conduct performance reviews, coaching sessions, and ongoing development discussions.
• Support recruiting, onboarding, succession planning, and talent development initiatives.
• Mentor team members on consultative selling, relationship building, negotiation, and closing techniques.
• Promote professional development and continuous learning.
• Develop future sales leaders within the organization.

Strategic Account & Client Relationship Management

• Maintain relationships with key clients, repeat customers, agencies, meeting planners, and hotel stakeholders.
• Participate in high-level client meetings, negotiations, and strategic discussions.
• Serve as an executive-level resource for large-scale and high-profile event opportunities.
• Strengthen client retention through proactive relationship management.
• Build client confidence through industry expertise, responsiveness, and solution-oriented leadership.
• Ensure consistent delivery of Five-Star's hospitality-driven service philosophy.
• Support strategic client development efforts that generate long-term business partnerships.

Consultative & Photo-Based Selling Leadership

• Champion consultative and photo-based selling methodologies throughout the sales team.
• Train and coach sales professionals on utilizing event photos, renderings, visual presentations, and storytelling techniques.
• Encourage solution-based selling focused on client objectives and event outcomes.
• Promote the use of visual selling tools to help clients envision technology enhancements and production possibilities.
• Support the development of compelling sales presentations and venue showcases.
• Ensure sales proposals demonstrate value, creativity, and event impact rather than simply equipment lists.
• Position Five-Star AudioVisual as a strategic event technology partner.

Proposal Strategy & Solution Development

• Oversee development of complex audiovisual proposals and event technology recommendations.
• Review major quotes and proposals to ensure accuracy, profitability, and alignment with client objectives.
• Assist sales teams with large-scale opportunities, RFPs, strategic presentations, and contract negotiations.
• Support solution design involving audio, video, lighting, staging, LED, streaming, scenic, and production technologies.
• Ensure proposals reflect both operational feasibility and financial responsibility.
• Participate in major venue presentations, customer meetings, and event planning sessions.

Hotel Partnership Development

• Develop strong relationships with hotel executive leadership, sales teams, convention services, and catering departments.
• Participate in leadership meetings, client site inspections, and strategic business reviews.
• Collaborate with hotel partners to identify new revenue opportunities.
• Support venue growth, market penetration, and client retention objectives.
• Act as a strategic liaison between Five-Star AudioVisual and hotel leadership.
• Protect and strengthen Five-Star's partnership value within assigned venues.

Business Planning & Analytics

• Analyze venue performance, sales trends, forecasting data, and customer metrics.
• Utilize reporting tools and business data to make informed decisions.
• Develop sales strategies based on market conditions, demand trends, and client opportunities.
• Identify opportunities to improve sales efficiency, conversion rates, and profitability.
• Support annual business planning and strategic growth initiatives.
• Monitor competitive activity and industry trends.

Cross-Functional Collaboration

• Partner closely with Director, Event Production and operational leadership to ensure successful event execution.
• Collaborate with Event Managers and Production Managers during planning and execution of major events.
• Support communication and alignment between sales and operations teams.
• Promote teamwork and shared accountability for client success.
• Participate in venue leadership initiatives and company growth projects.

Professional Representation

• Maintain a professional appearance and leadership presence at all times.
• Uphold company values, ethics, policies, and service standards.
• Represent Five-Star AudioVisual positively with clients, hotel partners, vendors, and industry professionals.
• Maintain expertise in hospitality trends, event technology solutions, and competitive offerings.
• Demonstrate professionalism, integrity, accountability, and strong business judgment.
• Serve as a role model for sales excellence and hospitality-driven service.

Qualifications: Required

• Minimum 7 years of sales, hospitality, audiovisual, event technology, or related industry experience required.
• Minimum 3 years of leadership experience managing sales professionals required.
• Proven success leading revenue-generating teams and achieving sales objectives.
• Demonstrated success managing strategic accounts and high-value client relationships.
• Strong background in consultative selling, solution selling, and business development.
• Experience utilizing photo-based selling methodologies and visual sales presentations.
• Strong leadership, coaching, and team development abilities.
• Excellent presentation, negotiation, and communication skills.
• Strong financial acumen and understanding of profitability metrics.
• Ability to analyze business performance and develop strategic action plans.
• Strong organizational, decision-making, and problem-solving skills.
• Professional, client-focused attitude and appearance.
• Authorization to work in the United States.

Technical Knowledge

Sales & Business Leadership

• Strategic sales planning
• Revenue forecasting and budgeting
• Business development
• Consultative selling methodologies
• Photo-based selling techniques
• Sales coaching and leadership
• Pipeline and opportunity management
• Pricing strategy and profitability management
• CRM systems
• Microsoft Office Suite

Hospitality & Event Knowledge

• Hotel sales and catering processes
• Convention services operations
• Client relationship management
• Event planning and logistics
• Venue operations
• Customer experience best practices
• Event production workflows

Audiovisual Knowledge

• Audio systems and production fundamentals
• Video, LED, and projection technologies
• Lighting, staging, and scenic solutions
• Streaming and hybrid event technologies
• Presentation management
• Production design concepts
• Event technology trends and innovations

Full-Time Benefits

• 401(k) with matching
• Roth 401(k) with matching
• Medical, Dental, and Vision Insurance
• Health savings account
• Life insurance
• Paid sick time
• Vacation time
• Company paid holidays