Director of Sales

Marriott•White Marsh, MD

9d•$65,000 - $75,000•Onsite

About The Position

The Director of Sales is responsible for developing and executing the hotel's overall sales strategy to maximize occupancy, ADR, RevPAR, group business, banquet revenue, and total hotel profitability. This position leads all sales efforts, develops new business, maintains strong relationships with existing accounts, and actively targets corporate, group, government, medical, construction, cruise, leisure, and local market segments. The Director of Sales is expected to be a hands-on sales leader who actively solicits business, conducts client meetings and property tours, develops strategic accounts, follows up on leads, and works closely with the General Manager and hotel leadership to achieve financial and operational goals.

Requirements

Developing and executing the hotel's overall sales strategy to maximize occupancy, ADR, RevPAR, group business, banquet revenue, and total hotel profitability.
Leading all sales efforts.
Developing new business.
Maintaining strong relationships with existing accounts.
Actively targeting corporate, group, government, medical, construction, cruise, leisure, and local market segments.
Actively soliciting business.
Conducting client meetings and property tours.
Developing strategic accounts.
Following up on leads.
Working closely with the General Manager and hotel leadership to achieve financial and operational goals.
Maintaining accurate sales activities, account information, contacts, opportunities, and follow-up activities in the hotel's CRM and sales systems.
Monitoring the sales pipeline and providing regular updates to management.
Working closely with Revenue Management.
Monitoring competitor activity, market trends, pricing, promotions, and business opportunities.
Developing and maintaining a comprehensive account database.
Participating in weekly revenue, sales, and operations meetings.
Coordinating with various hotel departments.
Ensuring all group contracts, rooming lists, deposits, billing arrangements, concessions, and special requests are properly communicated and documented.
Assisting with forecasting and budgeting.
Reviewing production reports and analyzing account performance.
Developing and executing promotions and sales initiatives.
Generating business during low-demand periods.
Supporting the hotel's loyalty program.
Representing the hotel professionally in the community.
Participating in local tourism, business, chamber, convention, and hospitality organizations.
Maintaining professional relationships with Best Western and other applicable brand resources and sales channels.
Ensuring compliance with hotel, management company, brand, and applicable company policies.

Responsibilities

Develop and implement an annual and monthly sales plan consistent with the hotel's budget, market conditions, and revenue objectives.
Establish and achieve monthly, quarterly, and annual sales goals for rooms, groups, corporate accounts, meetings, banquets, and other revenue-producing segments.
Identify, solicit, and develop new business opportunities within the Baltimore and surrounding markets.
Maintain and grow relationships with existing corporate, government, medical, construction, sports, social, group, and leisure accounts.
Develop strategic accounts and negotiate corporate, group, project, and negotiated rates within approved guidelines.
Prospect and actively pursue major local and regional projects, including construction and infrastructure projects, government contracts, medical business, conventions, reunions, weddings, and corporate groups.
Develop long-term relationships with project managers, corporate travel managers, meeting planners, construction companies, government agencies, hospitals, universities, relocation companies, and other key account decision-makers.
Conduct outside sales calls, client visits, networking activities, trade shows, community events, and industry meetings.
Conduct professional property tours and presentations for prospective clients and meeting planners.
Respond promptly and professionally to sales leads, RFPs, group inquiries, and business opportunities.
Maintain accurate sales activities, account information, contacts, opportunities, and follow-up activities in the hotel's CRM and sales systems.
Monitor the sales pipeline and provide regular updates to management regarding business opportunities, production, and future room-night potential.
Work closely with Revenue Management to establish appropriate rates, restrictions, and strategies for maximizing revenue.
Monitor competitor activity, market trends, pricing, promotions, and business opportunities.
Develop and maintain a comprehensive account database and ensure regular account solicitation and follow-up.
Participate in weekly revenue, sales, and operations meetings and communicate market intelligence to hotel leadership.
Coordinate with the Front Office, Reservations, Housekeeping, Banquets, Food & Beverage, and Accounting departments to ensure successful execution of group and corporate business.
Ensure all group contracts, rooming lists, deposits, billing arrangements, concessions, and special requests are properly communicated and documented.
Assist with forecasting and budgeting for rooms, group, banquet, and other sales-related revenue.
Review production reports and analyze account performance to determine whether accounts are meeting negotiated commitments.
Develop and execute promotions and sales initiatives designed to increase occupancy during need periods.
Generate business during low-demand periods through targeted account solicitation and promotional strategies.
Support the hotel's loyalty program and encourage qualified guests and accounts to participate.
Represent the hotel professionally in the community and develop relationships with local businesses and organizations.
Participate in local tourism, business, chamber, convention, and hospitality organizations as appropriate.
Maintain professional relationships with Best Western and other applicable brand resources and sales channels.
Ensure compliance with hotel, management company, brand, and applicable company policies.