Director Of Sales

The Director of Sales (DOS) is responsible for maximizing top-line revenue through direct sales efforts, strategic planning, and market analysis for a Marriott select-service property. This is a proactive selling role with an emphasis on generating new business, growing existing accounts, and driving Marriott brand loyalty. The DOS works closely with the General Manager and Revenue Management to ensure strong performance across key metrics, including occupancy, ADR, RevPAR, and RGI.

🎯 Key Responsibilities:

• Proactively solicit new business through outside sales calls, networking, and cold calling.

• Manage corporate, group, government, and local negotiated accounts.

• Respond to brand leads (e.g., LNF, eRFPs, CI/TY) within required Marriott response times.

• Conduct client site visits, hotel tours, and presentations to close business.

• Work with GM and Revenue Manager to forecast demand and adjust pricing strategies.

• Analyze STAR Reports, MRDW, and One Yield 2.0 data to identify opportunities and threats.

• Maintain a strong understanding of the local comp set and market segmentation.

• Ensure compliance with Marriott Sales Standards, including required response times, contract language, and CRM documentation.

• Use Marriott tools such as:

  • CI/TY for group and event bookings

  • One Yield 2.0 for revenue strategy

  • MRDW for sales reporting

  • Marriott Bonvoy Events for rewards and loyalty integration

• Represent the hotel at community and networking events, CVB meetings, and local trade shows.

• Leverage Marriott's marketing and e-commerce support to enhance visibility and direct booking contribution.

• Build relationships with local organizations, chambers of commerce, and tourism partners.

• Track production goals, sales activities, and pace reports.

• Maintain accurate records in Marriott's CRM and property management system (e.g., FOSSE or PMSX).

• Submit monthly sales reports and contribute to budget planning and forecasting.

✅ Qualifications:

• Bachelor’s degree in Business, Hospitality, or a related field (preferred).

• Minimum 2–3 years of hotel sales experience, preferably within a Marriott-branded select-service hotel.

• Experience with Marriott sales tools (CI/TY, MRDW, One Yield 2.0).

• Strong interpersonal and relationship-building skills.

• Proven ability to meet or exceed revenue goals and increase market share.

💼 Working Conditions:

• On-property role, with regular offsite client visits.

• Standard weekday schedule, with flexibility for occasional evening or weekend client events.

• Local travel required for sales calls, site visits, and events.

🔑 Core Competencies:

• Self-motivated and goal-oriented

• Time management and prioritization

• Data-driven decision making

• Professional communication and negotiation

• Strong understanding of Marriott brand culture and values

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