Director of Sales & Marketing - Hotel

Donohoe Hospitality Services Careers • Hanover, MD

5d • $105,000 - $130,000

About The Position

The Director of Sales and Marketing is the strategic leader responsible for driving total‑hotel revenue performance across all market segments. This role oversees all sales, marketing, and demand‑generation initiatives to strengthen the hotel’s competitive position, expand market share, and maximize profitability. This leader sets the vision for the sales organization, fosters a high‑performance culture, and ensures the hotel maintains a strong presence across core and emerging demand channels. The position requires a forward‑thinking, data‑driven professional who can translate market insights into actionable strategies, cultivate long‑term client partnerships, and elevate the hotel’s brand presence. As a key member of the executive leadership team, the Director of Sales and Marketing collaborates closely with operations, revenue management, and corporate partners to ensure alignment on business priorities, guest experience standards, and financial objectives.

Requirements

• Minimum 5–7 years of progressive hotel sales experience, including leadership responsibility.
• Proven track record of driving revenue growth in full‑service, lifestyle, or upscale hotel environments.
• Demonstrated success in developing market strategies, managing key accounts, and leading high‑performing teams.
• Strong background in interpreting STR, forecasting, and data‑driven decision‑making.
• Experience partnering with revenue management and marketing teams to execute integrated strategies.
• Exceptional verbal and written communication skills.
• Strong organizational and project‑management abilities.
• High emotional intelligence and active listening skills.
• Proficiency with CRM systems, PMS platforms, and sales analytics tools.
• Ability to inspire teams, build strong client relationships, and lead through influence.

Nice To Haves

• Bachelor’s degree in Hospitality Management, Business Administration, Marketing, or a related field preferred.
• Advanced certifications in hospitality sales, digital marketing, or revenue strategy (CHDM, CRME, CMP, HSMAI certifications) are highly valued.

Responsibilities

• Lead and drive top‑line revenue across group, business transient, leisure, and banquet/catering segments.
• Analyze market trends, competitive performance, and demand indicators to guide strategy.
• Partner with revenue management to optimize pricing, inventory, and distribution.
• Develop and execute annual sales and marketing plans aligned with revenue goals and brand positioning.
• Conduct ongoing competitive set reviews, SWOT analyses, and new‑supply assessments.
• Recruit, train, mentor, and manage a high‑performing sales team.
• Establish clear performance expectations, sales goals, and accountability metrics.
• Provide daily coaching on prospecting, account management, and business development.
• Oversee sales activity planning, travel schedules, and key account engagement.
• Serve as the hotel’s “voice of the customer,” ensuring client insights inform decisions.
• Build and maintain strong relationships with key accounts, industry partners, and community organizations.
• Develop targeted strategies to penetrate primary and emerging markets.
• Represent the hotel at trade shows, networking events, and brand‑driven initiatives.
• Maintain strong communication with department heads, corporate office, and brand representatives.
• Partner with operations to ensure seamless execution of group and event business.
• Train sales and operations teams on new brand, marketing, and promotional initiatives.
• Manage PMS and CRM systems in accordance with company standards.
• Establish annual room revenue and banquet/catering budgets with the GM and executive team.
• Analyze STR, TravelClick, P&L statements, forecasting reports, group pace, and channel mix to guide decisions.
• Manage the sales and marketing budget, ensuring resources are allocated for maximum impact.
• Ensure compliance with all company policies, brand standards, and operational guidelines.

Benefits

• Donohoe Hospitality Services offers a comprehensive benefits package including medical, dental, and vision insurance; paid time off; retirement plans; hotel discounts; and more.
• This position is eligible for the company’s bonus program.
• Daily pay access is also available, allowing employees to receive earnings on the same day worked.

What This Job Offers

• Job Type: Full-time
• Career Level: Manager
• Number of Employees: 101-250 employees