Director of Sales

Job Description

Additional Information: This hotel is owned and operated by an independent franchisee, Harrell Hospitality. The franchisee is a separate company and a separate employer from Marriott International, Inc. The franchisee solely controls all aspects of the hotel's employment policies and practices, including hiring, firing, discipline, staffing, compensation, benefits, and all other terms and conditions of employment. If you accept a position at this hotel, you will be employed by a franchisee and not by Marriott International, Inc.

Delta Hotels by Marriott Santa Clara Silicon Valley is seeking a dynamic, results-driven Director of Sales & Marketing to lead all sales, catering, and marketing efforts for our 263-room full-service hotel. This executive leadership position is responsible for maximizing revenue, growing market share, strengthening customer relationships, and developing a high-performing sales team while delivering exceptional guest experiences.

Reporting directly to the General Manager, the Director of Sales & Marketing will provide strategic leadership for all segments, including corporate, group, catering, and local business development, while partnering closely with Revenue Management and Operations to drive profitability and owner returns.

Key Responsibilities

Strategic Leadership

• Lead and oversee all Sales, Catering, and Marketing functions.
• Develop and execute annual business plans and strategic sales initiatives that maximize revenue and profitability.
• Drive occupancy, ADR, RevPAR, market share, and total hotel revenue performance.
• Collaborate with Revenue Management and Operations to align commercial strategies with business objectives.
• Develop annual budgets and maintain disciplined expense management.

Business Development

• Identify and pursue new business opportunities across Corporate, Group, SMERF, Association, Government, and Local Markets.
• Maintain and grow existing key accounts while generating new revenue opportunities.
• Represent the hotel within the community and at industry events, trade shows, and customer functions.
• Build strong relationships with Marriott Global Sales, local organizations, and strategic partners.

Revenue and Market Performance

• Analyze STAR reports, market trends, demand patterns, and competitive intelligence to increase market penetration.
• Participate in weekly revenue strategy meetings and provide recommendations to optimize performance.
• Partner with Revenue Management to implement effective pricing and segmentation strategies.
• Monitor sales pace and booking trends to ensure achievement of annual goals.

Team Leadership

• Recruit, mentor, coach, and develop a high-performing Sales and Catering team.
• Foster a culture of accountability, collaboration, and continuous improvement.
• Conduct regular performance reviews and support professional development initiatives.
• Utilize Marriott training resources and best practices to strengthen team capabilities.

Customer Experience

• Maintain strong client relationships and ensure exceptional service throughout the sales cycle.
• Oversee contract negotiations, proposals, and correspondence.
• Partner with Operations to ensure flawless execution of meetings and events.
• Promote guest satisfaction, loyalty, and repeat business.

Community and Brand Leadership

• Represent the hotel within local business organizations and tourism partners.
• Support brand initiatives and maintain compliance with Marriott standards.
• Champion a culture of service excellence and associate engagement.

Education

• Bachelor's degree in Business Administration, Hospitality Management, Marketing, or related field preferred.
• Equivalent experience will be considered.

Experience

• Minimum of 5 years of hotel sales experience in a full-service environment.
• Minimum of 3 years in a leadership role managing sales teams.
• Marriott brand experience strongly preferred.
• Experience with group, corporate, and catering segments required.
• Demonstrated success in driving revenue growth and market share performance.

Technical Skills

• Working knowledge of Marriott systems preferred, including:
• CI/TY
• One Yield
• MarRFP
• GXP
• Microsoft Office Suite
• Leadership Competencies

Strategic thinker with strong business acumen.

Excellent communication and presentation skills.

Strong negotiation and relationship-building abilities.

Ability to lead in a fast-paced, high-performance environment.

Proven ability to coach, inspire, and develop talent.

Analytical mindset with a focus on results and execution.

Passion for hospitality and creating exceptional guest experiences.

This company is an equal opportunity employer.

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