Director of Sales and Marketing

The Director of Sales is responsible for leading the hotel's overall sales strategy, revenue growth, and market development initiatives. This leadership role oversees all sales activities, manages key client relationships, drives group and transient business, and collaborates with hotel leadership to achieve revenue goals. The Director of Sales will develop and execute strategic sales plans, motivate a high-performing sales team, and position The Westin Annapolis as the preferred destination for corporate, association, government, leisure, and social business in the Annapolis market. Key Responsibilities Sales Leadership & Strategy Develop and execute comprehensive sales and marketing strategies to maximize hotel revenue and profitability Lead the annual business planning process, including sales goals, budgeting, forecasting, and market share objectives Identify emerging market opportunities and implement initiatives to increase hotel occupancy, ADR, and overall revenue performance Analyze market trends, competitor activity, and customer needs to adjust sales strategies accordingly Maintain accountability for achieving monthly, quarterly, and annual revenue targets Business Development Prospect and secure new business opportunities across key market segments, including: Corporate Association Government Weddings and Social Event Develop and maintain a robust sales pipeline through proactive outbound sales efforts and networking Conduct property tours, presentations, and site inspections for prospective clients Represent the hotel at industry trade shows, local business events, and community organizations Account Management Build and maintain strong relationships with key accounts, clients, meeting planners, travel managers, and third-party partners Negotiate contracts, pricing agreements, and service commitments to maximize profitability while ensuring guest satisfaction Ensure exceptional service delivery throughout the sales and event lifecycle Retain and grow existing accounts through strategic account management practices Recruit, develop, mentor, and manage the sales team Establish performance expectations and monitor productivity through regular coaching and performance reviews Foster a culture of accountability, collaboration, and continuous improvement Provide ongoing sales training and professional development opportunities Partner closely with Revenue Management and the General Manager to optimize pricing and inventory strategies Participate in revenue management meetings and develop action plans to achieve revenue objectives Monitor sales pace, production reports, and forecast accuracy Manage departmental budgets and control sales expenses Cross-Functional Collaboration Work closely with Catering, Events, Operations, Marketing, and Revenue Management teams to ensure seamless execution of client commitments Support hotel initiatives that enhance guest satisfaction, brand reputation, and overall market position Ensure compliance with Marriott International and property-specific standards and procedures Qualifications Required Bachelor's degree in Hospitality Management, Business Administration, Marketing, or related field; equivalent experience considered .5-8+ years of progressive hotel sales experience with at least 3 years in a senior sales leadership role Proven success in driving group, corporate, and transient revenue growth Strong experience in account development, contract negotiation, and strategic selling Excellent leadership, communication, and presentation skill Ability to analyze market data and make informed business decision Proficiency with CRM systems, hotel sales software, and Microsoft Office Suite Preferred Experience within Marriott or other major hospitality brand Knowledge of the Annapolis, Baltimore-Washington, and Mid-Atlantic hospitality market Certified Hospitality Sales Professional (CHSP) or similar industry certification Experience leading multi-segment sales strategies in a full-service hotel environment Physical Requirement Ability to travel locally for client meetings, networking events, and industry function Ability to conduct property tours and attend events for extended period Occasional evening and weekend availability as business needs require. #J-18808-Ljbffr