Director of Sales & Marketing (Business Travel Focus)
Hotel Indigo Atlanta Midtown is seeking a strategic, hands‑on Director of Sales & Marketing with a strong focus on Business Travel (BT) to drive topline revenue, market share, and brand positioning. This role blends high‑level leadership with direct account production responsibility, particularly within negotiated corporate, consortia, and transient segments. The ideal candidate is a proactive, self‑driven seller who thrives on owning the BT segment, building relationships, and directly driving revenue. This is not a large team environment; this role is best suited for someone who enjoys full ownership, independence, and leading through production.
Key Responsibilities
- Business Travel (BT) Leadership & Corporate Segment Ownership
- Serve as the primary sales leader for the Business Travel (BT) segment, with full accountability for corporate, negotiated, and transient revenue performance.
- Actively identify, solicit, and grow accounts across key demand drivers including technology, finance, consulting, healthcare, and entertainment segments.
- Build and maintain relationships with corporate travel managers, procurement leaders, and C‑level executives, driving long‑term partnerships and repeat business.
- Lead overall RFP strategy and execution (LNR, consortia, agency) to maximize account retention, rate positioning, and market share.
- Individual Contribution & Revenue Production
- Operate as the primary revenue generator for the hotel, maintaining a strong personal book of business with clear production goals.
- Own the full sales cycle from prospecting through closing and account management, operating as a true self‑starter without reliance on support staff or coordinators.
- Consistently drive new business through cold calling, direct outreach, networking, and LinkedIn/social selling.
- Maintain strong pipeline discipline, forecasting accuracy, and accountability for results.
- Entertainment & Local Market Positioning
- Leverage the hotel's prime location directly across from the Fox Theatre to capture and grow entertainment‑related demand, including touring productions, performers, and event‑driven travel.
- Actively pursue local opportunities tied to arts, culture, and Midtown events, positioning the hotel as a preferred partner.
- Represent the hotel within the community through local networking, partnerships, and industry involvement, strengthening visibility and brand presence.
- Commercial Strategy & Market Alignment
- Develop and execute targeted strategies to maximize RevPAR, ADR, and BT mix, aligning with overall revenue goals.
- Partner closely with Revenue Management to support pricing strategy, demand forecasting, and competitive positioning.
- Analyze market trends and performance across corporate, healthcare, university, and entertainment demand drivers to identify opportunities for growth.
- Flexible Work Model & Market Engagement
- Operate effectively in a role that offers on‑site or remote flexibility, with a preference for strong on‑property engagement.
- For remote roles, maintain consistent and proactive communication with the General Manager and leadership team, ensuring alignment, visibility, and accountability.
- Participate in regular on‑property presence (if remote), including planned sales initiatives, leadership alignment, and client engagement.
- For local candidates, focus on in‑market engagement and property presence, with minimal travel requirements.
- Travel & Property Engagement
- For remote candidates, travel to the property approximately one week per month (25% annually) to support sales blitzes, client meetings, and on‑site collaboration with the hotel team.
- For local candidates, travel is minimal and primarily focused on local client engagement and relationship management.
Requirements
- Minimum three (3) years of experience in hotel sales with a strong focus on Business Travel (BT) and transient corporate segments, in roles such as Business Travel Sales Manager (BTM), Corporate Sales Manager, Senior Sales Manager, Account Director, Strategic Account Manager, or Director of Sales, with direct responsibility for individual production, account management, and negotiated corporate business
- Proven success managing large, complex corporate accounts, including negotiated agreements with Fortune 500 companies and regional headquarters
- Strong understanding of working with procurement teams, travel managers, and executive leadership, including C‑level stakeholders
- Executive presence with the ability to engage, present, and influence senior decision‑makers
- Experience driving business from companies similar to Google, NCR, Accenture, Honeywell, Coca‑Cola, Delta Air Lines, and UPS, as well as major healthcare systems
- Experience in roles such as Senior Sales Manager, Business Travel Sales Manager (BTM), Corporate Sales Manager, or Strategic Account Director, with clear individual production responsibility
- Background in urban, lifestyle, or boutique hotels with a focus on transient, negotiated corporate, and BT segments
- Strong "hunter" mindset with proven success in cold calling, prospecting, and generating new business independently
- Proficiency in LinkedIn and modern sales tools/CRM platforms for networking, sourcing, and pipeline development
- Experience managing corporate segments across technology, finance, consulting, healthcare, and entertainment
- Highly independent, self‑motivated, and results‑driven, comfortable operating without dedicated sales support
- Ability to balance strategic thinking with hands‑on execution
- Atlanta market knowledge and existing relationships highly preferred
Physical Requirements
- Sit, stand and walk for varying lengths of time
- Lift approximately ten (10) pounds
- Good communication skills, both written and verbal
- Grasping, writing, standing, sitting, walking, repetitive motions, pulling, pushing, listening and hearing ability and visual ability
- Must have finger dexterity to be able to operate office equipment such as computers, printers, multi‑line phone, filing cabinets, photocopiers and other office equipment as needed
- Ability to work in a standard office environment.
- Prolonged periods of sitting at a desk and working on a computer. (6‑8 hours a day)
- Occasional standing and walking throughout the workday.
- Frequent fine motor skills, use of hands and fingers for keyboarding/typing, utilizing a mouse or trackpad, writing, and operating office equipment.
- Ability to communicate effectively verbally and in writing.
- Occasionally required to stand, walk, bend, reach, or carry items.
- Ability to lift and/or move 10‑25 pounds as needed (e.g., files, office supplies).
- Visual ability to read from a computer screen and printed materials including close visual focus for extended periods and color differentiation (for certain roles).
- Ability to hear and participate in conversations and meetings, use phone and/or headset
- Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions of the role.
Compensation & Benefits
- Base Salary: $90,000 $100,000 annually (commensurate with experience, qualifications, and market alignment)
- Bonus: Up to 50% Quarterly incentive plan tied to performance metrics
- Health Benefits: Medical, dental, and vision insurance
- Retirement: 401(k) with company match
- Time Off: Paid vacation, holidays, and personal days
- Perks: Discounted hotel stays across the portfolio
- Growth: Career development and advancement opportunities
- Culture: People‑first environment focused on excellence and innovation