Director of Sales & Marketing

Shopping Center Management d b a Turnberry Associates•Nashville, TN

1d•Onsite

About The Position

The Director of Sales & Marketing is a strategic revenue leader responsible for driving top-line performance through channel mix optimization, segment strategy, and integrated sales planning that elevates the hotel’s market presence. This role leads and develops a high-performing sales, catering and marketing team; builds and sustains long-term client partnerships; represents the property in the industry; partners with Revenue Management to oversee pricing strategy and required approvals; leads enterprise key accounts; strengthens meeting-planner and consortia relationships; improves forecasting accuracy; and champions a high-performance sales culture aligned with property goals and local market conditions. As an Executive Committee Member, this person is expected to collaborate with all leaders to ensure understanding and achievement of property KPIs and positive workplace culture.

Requirements

8+ years sales experience in a luxury property
Strong proficiency of Microsoft Suite programs
Knowledge of travel industry, current market trends and economic factors
Ability to effectively deal with internal and external customers and staff, some of whom will require high levels of patience, collect accurate information and resolve conflicts
Maintain professionalism at all times, demonstrating courtesy and respect to guests and co-workers
Ability to travel both locally and out of town for purposes of sales calls, meetings and training
Must be available for evenings and weekends for business reasons including attending business/social functions, entertaining clients and oversight of sales & catering client bookings and events
Ability to speak, read, write and understand English
Professional demeanor appropriate for a luxury environment

Nice To Haves

4 Year College degree preferred in Hospitality or Business field
Marriott systems experience is preferred but not required
Bachelor’s Degree in Hotel Management, Business, or related field

Responsibilities

Develop and execute integrated sales & marketing strategy to maximize revenue, market share, and penetration across luxury segments and channels.
Lead, mentor, and manage the sales organization; recruit, coach, provide ongoing performance feedback, and calibrate coverage models/org structure to ensure efficient planner interactions and luxury sales standards.
Build go-to-market plans (convention city + resort destination) with segmented targets, event calendars, and proactive account coverage (including outbound travel/territory penetration).
Drive group strategy: pace management, need-date actions, inventory/space commitments, concessions guardrails, citywide alignment, meeting-planner relationships, and exceptional site inspection execution.
Lead Corporate/BT performance: disciplined RFP processes (annual + tactical), TMC penetration, parity governance, and rate-renewal protections.
Advance Direct & Digital conversion: B2B booking tools, website lead capture, virtual tours, and elevated wedding/retreat inquiry experiences.
Partner with Revenue Management on forecasting, displacement, compression and need-date plans; set/approve rate strategy (group ceilings, BT LRA/NLRA, dynamic leisure, wholesale controls) and oversee pricing approvals for discounts, concessions, and value-add to ensure guardrails are met.
Strengthen demand generation with Marketing/eCommerce: B2B planner nurturing, luxury leisure storytelling, consortia activations/campaigns, wedding/retreat funnels, and reputation management that drives re-bookings.
Use market intelligence to identify growth opportunities and optimize tactics: analyze market dynamics, economic trends, seasonality, competitor activity/comp set performance, and demand patterns to defend or gain share.
Cultivate and maintain strong relationships with corporate clients, travel agencies, consortia, and key partners; build value-based key-account relationships and deliver tailored solutions that close high-value business.
Collaborate cross-functionally with Operations (flawless site inspections, event execution, VIP experiences; pre-/post-convention feedback loops; GSS/ESS), Finance (budgets, deposit schedules, financial acumen), Legal (contract terms; cancellation/attrition/indemnity/force majeure; data privacy), and Public Relations (local market leadership).
Maintain and monitor property business plans and support ancillary revenue initiatives, including partnership with Specialty Restaurants/Culinary and outlet leaders to optimize results (e.g., private dining rooms).
Prepare and present comprehensive sales reporting: weekly/monthly/13-month forecasts, pipeline health, performance metrics, and monthly asset presentations; implement standardized pipeline processes to improve forecasting accuracy and execution.
Represent the hotel as a visible luxury brand ambassador at industry events, trade shows, and community organizations; uphold customer service and brand standards while maintaining deep knowledge of industry trends and emerging customer segments.