Director of Sales

The Director of Sales is responsible for leading all sales efforts at the property. The role will drive revenue growth by developing and executing strategic sales plans across corporate, group, and transient segments. This position will manage the sales team, cultivate strong relationships with local businesses and clients, perform outside sales, oversee marketing promotional initiatives, and ensure alignment of sales and brand standards to deliver a superior guest experience and meet/ exceed hotel and owner revenue targets.

Key Responsibilities

• Develop and implement a comprehensive sales strategy for the hotel targeting key market segments (e.g. corporate accounts, extended stay, group business, local/community partners).
• Proactively generate new business through outside sales calls, networking, site inspections/tours, cold‑calls, and maintaining ongoing account management.
• Long term - Manage and grow existing accounts; renew and expand business from repeat clients.
• Forecast sales and revenue, set monthly/quarterly/annual targets (occupancy, ADR, RevPAR), monitor trends, and adjust strategies accordingly.
• Collaborate closely with Revenue Management to optimize pricing, channels, and inventory.
• Oversee group bookings, event sales for 690 sq foot meeting room, coordinate with catering or banquet if applicable.
• Create and manage the sales budget; oversee promotional, marketing, and advertising efforts.
• Lead, train, coach, and evaluate sales staff including Sales Manager, Sales Coordinator, etc. Ensure strong performance through goal setting and incentive programs.
• Maintain knowledge of competitive hotels, local market conditions, and industry trends; monitor STAR reports or equivalent performance metrics.
• Represent the hotel in local community and business organizations; participate in industry events, client entertainment, and networking functions to build brand presence.
• Ensure compliance with Marriott brand standards, hotel policies, ethical business practices, and guest experience expectations.
• Reporting: Provide regular sales performance reports to the GM and ownership; maintain accurate records in CRM / sales systems.

Qualifications

• Experience: Minimum of 3‑4 years of progressive sales experience in hotel/hospitality, preferably within Marriott or a select service/extended stay brand. Experience in leading a sales team.
• Education: Bachelor’s degree in Business, Marketing, Hospitality or related field preferred. Equivalent experience may be considered.
• Strong negotiation, presentation, and interpersonal skills.
• Proficiency with sales and marketing tools / software (CRM, sales force automation, Marriott systems such as FOSSE, MarRFP, GXP, OneSource, etc.).
• Analytical mindset: ability to interpret market and financial data, forecast, identify trends, and adjust tactics.
• Excellent organizational skills, ability to multitask, work under pressure, meet deadlines.
• Strong communication skills both written and verbal.

Working Conditions

• Regular business hours with required flexibility; some evenings/weekends may be required for client events, site tours.
• Work onsite; must be present to lead team and sales efforts.

Source: Hospitality Online

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