Director of Sales and Marketing

DoubleTree by Hilton South Bend•South Bend, IN

2h•Onsite

About The Position

DoubleTree by Hilton South Bend is seeking an experienced, motivated, and results-driven Director of Sales & Marketing to lead the hotel's sales efforts, develop strategic business relationships, and drive revenue growth. The 293-room, full-service hotel is located in downtown South Bend and offers guest accommodations, meeting and event spaces, and food and beverage services. The Director of Sales & Marketing oversees and directs all hotel sales and marketing operations, including business development, group sales, corporate accounts, catering and event revenue, market analysis, and strategic planning. The position works closely with the General Manager, Revenue Management, and department leadership to maximize occupancy, average daily rate (ADR), and overall hotel profitability. The role leads the hotel's Sales Department, develops and executes sales strategies, cultivates client and community relationships, oversees sales administration, and coordinates with hotel departments to support successful group bookings and events. The position requires a flexible schedule based on business needs, including occasional evenings, weekends, and special events, and involves a 45–50 hour work week.

Requirements

Minimum of 3–5 years of hotel sales leadership experience.
Proven record of meeting sales goals, developing new business, and increasing hotel revenue.
Proficiency in Delphi or similar sales and catering systems, Microsoft Word, Excel, and PowerPoint.
Strong leadership, coaching, and team development skills.
Excellent verbal, written, presentation, and negotiation skills.
Ability to develop and execute sales strategies, budgets, forecasts, and action plans.
Strong understanding of hotel revenue management, occupancy trends, ADR, and competitive market positioning.
Ability to establish and maintain relationships with corporate clients, meeting planners, community organizations, and business partners.
Strong organizational, analytical, and problem-solving abilities.
Ability to manage multiple priorities, meet deadlines, and work independently.
Professional judgment, integrity, and commitment to confidentiality.
Ability to work collaboratively with all hotel departments and leadership.
Ability to work a flexible schedule based on business needs, including occasional evenings, weekends, and special events.
Ability to attend off-site meetings, sales calls, and community events.
Ability to occasionally lift or move up to 20 pounds.
Ability to perform the essential functions of the position with or without reasonable accommodation.

Nice To Haves

College degree in Hospitality Management, Business, Marketing, or a related field; equivalent experience is considered.
Hotel sales leadership experience as a Director of Sales or Sales Manager in a full-service hotel.
Experience in group, convention, corporate, and association markets.
Experience with Hilton-branded properties.

Responsibilities

Develop and implement the hotel's annual sales and marketing plan in alignment with revenue and profitability objectives.
Identify, solicit, and secure new business in corporate, group, convention, association, leisure, and catering markets.
Maintain and grow existing accounts through communication, relationship management, and proactive sales efforts.
Set individual and departmental sales goals, monitor performance, and implement corrective action plans when needed.
Develop strategies to increase occupancy, average daily rate, group bookings, and food and beverage revenue.
Identify opportunities during low-demand periods and implement targeted sales initiatives.
Participate in revenue strategy meetings to evaluate market demand, room rates, and future business opportunities.
Conduct outside sales calls, client visits, site tours, and presentations to generate business.
Build relationships with local businesses, universities, event planners, associations, and community organizations.
Represent the hotel at networking events, trade shows, community functions, and industry meetings, maintaining an active presence in the South Bend business community.
Collaborate with Hilton sales resources and regional partners to identify revenue opportunities.
Develop promotional initiatives and marketing strategies to strengthen the hotel's market presence.
Oversee the preparation, negotiation, and administration of sales contracts, proposals, and group agreements in accordance with hotel policies.
Maintain accurate sales records, account information, booking activity, and client correspondence.
Prepare monthly sales reports, revenue forecasts, production reports, and business development updates.
Monitor market trends, competitor activity, and booking patterns to identify opportunities and risks.
Coordinate with Front Office, Food & Beverage, Banquets, and other departments to ensure successful execution of group bookings and events.
Maintain accurate documentation and ensure compliance with approval procedures, financial controls, and company standards.
Provide leadership, direction, and accountability for the hotel's Sales Department.
Recruit, train, coach, and evaluate sales team members.
Conduct regular sales meetings, performance discussions, and departmental training.
Promote a positive, professional, and collaborative work environment.
Ensure sales team members follow hotel policies, procedures, and Hilton brand standards.
Communicate departmental goals, expectations, and performance results to the General Manager and leadership team.
Attend off-site meetings, sales calls, and community events as needed.