Director of Sales

Marriott•Washington, DC

3d•$120,000 - $140,000•Onsite

About The Position

The Director of Sales (DOS) serves as the strategic second-in-command to the Director of Sales & Marketing (DOSM) and is responsible for leading the hotel's group sales efforts and driving topline revenue through direct sales activities. This role focuses primarily on developing and growing group business across multiple market segments, including corporate, association, government, and SMERF. Reporting directly to the Director of Sales & Marketing, the DOS is responsible for achieving individual and team sales goals through proactive prospecting, account management, client engagement, and business development initiatives. The position plays a critical role in the execution of the Sales & Marketing strategy, with a strong emphasis on direct revenue generation, market share growth, and account penetration. The ideal candidate is a results-driven sales leader with a proven track record of successfully securing and growing group business within competitive hotel markets. This individual is highly engaged in the sales process, excels at building client relationships, and possesses the leadership skills necessary to motivate and develop a high-performing sales team.

Requirements

Minimum of 5+ years of progressive hotel sales experience, including at least 2 years in a sales leadership role within a full-service hotel environment.
Demonstrated success driving group revenue and securing business within corporate, association, government, and SMERF market segments.
Strong direct sales background with proven achievement in prospecting, account management, and new business development.
Experience leading and developing sales professionals while maintaining an active personal sales portfolio.
Excellent communication, presentation, negotiation, and relationship-building skills.
Strong understanding of hotel sales processes, forecasting, and revenue management principles.
Proficiency with hotel CRM systems, CI/TY, sales reporting tools, and related technology platforms.
Highly motivated, results-oriented professional with a hands-on leadership style and passion for achieving sales goals.

Nice To Haves

Bachelor's degree preferred in Hospitality Management, Business Administration, Marketing, or a related field.
Marriott brand experience preferred.
Knowledge of the Washington, DC, Northern Virginia, and Mid-Atlantic markets strongly preferred.
Experience working with government, association, and corporate group business is highly desirable.

Responsibilities

Serve as the primary leader of the hotel's group sales efforts, driving revenue production across corporate, association, government, and SMERF market segments.
Act as the key support partner and strategic second-in-command to the Director of Sales & Marketing in the execution of the hotel's Sales & Marketing plan.
Lead proactive direct sales activities, including prospecting, solicitation, client appointments, site inspections, sales calls, networking events, and industry engagement.
Achieve individual and team group revenue goals through strategic account management and aggressive new business development.
Develop and maintain strong relationships with key accounts, meeting planners, third-party intermediaries, corporations, government agencies, and association partners.
Identify new business opportunities and expand existing accounts to maximize group room nights and overall hotel revenue.
Collaborate closely with Revenue Management and the DOSM to support group pricing strategies, forecasting, and business mix optimization.
Provide leadership, coaching, and mentorship to the sales team while fostering a culture of accountability, collaboration, and performance.
Monitor pace, production, market trends, and competitive activities to identify opportunities and adjust sales strategies as needed.
Maintain an active presence in the marketplace and represent the hotel at industry events, trade shows, and community functions.
Prepare and communicate accurate sales forecasts, production reports, and performance updates.
Support overall Sales & Marketing initiatives and ensure alignment with Pyramid Global Hospitality sales standards and best practices.
Work closely with hotel operations teams to ensure a seamless transition from sales to service and a positive client experience.