Associate Director of Sales

Join the dynamic and diverse team at La Jolla Beach & Tennis Club, Inc., where tradition meets opportunity. Our family of properties includes the iconic La Jolla Beach & Tennis Club, a private oceanfront club with world-class tennis courts and direct beach access; the inviting La Jolla Shores Hotel, a beachfront getaway beloved for its relaxed coastal charm; and the internationally acclaimed Marine Room, celebrated for its fine dining and dramatic surfside views.
These landmark destinations are cherished La Jolla institutions, built on a legacy of family values, exceptional service, and a deep commitment to our community. As part of our team, you’ll enjoy a supportive and collaborative work environment, competitive pay, outstanding benefits, and the chance to grow your career in a setting as inspiring as the coastline we call home. Whether you’re starting your career or ready to take it to the next level, we’re passionate about helping our employees thrive in one of California’s most beautiful destinations.
What we offer:

• Free daily meal and salad bar
• Free parking
• Benefits including: Medical, Dental, Vision, 401K (based on employment status)
• Paid vacation, sick, and holiday time
• Dining discounts for employees (and up to 6 guests) at the Marine Room, The Shores Restaurant, and our Club Dining!
• Property retail shop and hotel discounts
• $500 referral bonus for referring new employees to The La Jolla Beach & Tennis Club

What we ask:

• Consistently provide professional, attentive, and genuinely friendly service
• Promote and follow LJBTC, Inc's Signature Service standards and requirements to ensure a lasting impression of exemplary service resulting in satisfied and loyal members and guests

Summary
The Associate Director of Sales is responsible for driving revenue, developing strategic accounts, and growing group and leisure business for the property.
This position works closely with the Director of Sales & Marketing to develop and execute sales strategies that maximize occupancy, ADR, group revenue, meeting and event revenue, and overall profitability. The Associate Director of Sales will maintain strong relationships with existing clients while actively identifying and developing new business opportunities.
The ideal candidate is a highly motivated hospitality sales professional who combines strong business-development skills with exceptional relationship management, leadership, organization, and follow-through. This individual should be comfortable representing two coastal properties, cultivating high-value accounts, soliciting new business, and collaborating across departments to deliver an exceptional guest experience.
Salary Range: $100k-$125k plus sales incentive
ESSENTIAL DUTIES AND RESPONSIBILITIES:
Sales & Business Development

• Develop and execute proactive sales strategies to achieve and exceed annual room, group, catering, and overall revenue goals.
• Identify, prospect, and develop new accounts and market segments that align with the hotel's business objectives.
• Maintain and grow relationships with key corporate, association, university, government, entertainment, travel industry, and leisure accounts.
• Conduct regular sales calls, client appointments, presentations, site inspections, networking activities, and industry events.
• Develop qualified sales leads through prospecting, referrals, networking, partnerships, and market research.
• Actively solicit group, corporate, meeting, conference, and special-event business.
• Maintain a strong presence in the San Diego and Southern California hospitality and business communities.
• Represent La Jolla Beach & Tennis Club and La Jolla Shores Hotel at industry trade shows, client events, sales missions, networking functions, and community events.
• Develop compelling presentations and proposals tailored to individual client needs.

Account Management

• Develop strategic account plans designed to increase production, retention, and share of wallet.
• Conduct regular account reviews and identify opportunities for additional business.
• Build long-term relationships with meeting planners, travel professionals, corporate clients, destination management companies, and other industry partners.
• Ensure client expectations are clearly communicated and supported throughout the sales and event process.
• Partner with Catering & Conference Services and Operations to ensure a seamless transition from sales to execution.

Revenue & Performance Management

• Monitor production, pace, pickup, ADR, occupancy, group room blocks, and meeting/event revenue.
• Participate in revenue strategy discussions.
• Collaborate with Revenue Management on pricing, inventory, group displacement, and business mix.
• Ensure sales activities are focused on profitable business and aligned with overall hotel strategy.
• Maintain accurate and timely information in the hotel's CRM and sales systems.

Leadership & Team Support

• Assist the Director of Sales & Marketing with establishing sales goals, priorities, account assignments, and sales initiatives.
• Support the development and implementation of sales standards, procedures, and best practices.
• Ability to work collaboratively with Sales, Catering, Operations, Revenue Management, Marketing, and other hotel departments.

Property & Brand Representation

• Maintain an in-depth knowledge of La Jolla Beach & Tennis Club, La Jolla Shores Hotel, The Marine Room, meeting and event spaces, amenities, guest offerings, and current property enhancements.
• Conduct engaging and personalized property tours for prospective clients and meeting planners.
• Clearly communicate the unique value of the La Jolla Beach & Tennis Club experience and its coastal location.
• Develop creative ways to position the property for group retreats, corporate meetings, incentive programs, and other high-value business.
• Partner with Marketing to develop sales initiatives, promotions, collateral, and campaigns that support revenue goals.
• Participate in hotel events and client functions to strengthen relationships and showcase the property.

LJBTC INC. provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.