Director of Sales

Job Title: Director of Sales

Hotels: The William Fell Baltimore, Tapestry Collection by Hilton and The Inn at Henderson’s Wharf, Ascend Hotel Collection

Department: Sales
Reports To: General Manager

Position Overview

The Director of Sales leads the overall sales strategy, revenue growth, and market positioning for two distinctive boutique hotels in Baltimore’s historic waterfront district : The William Fell Baltimore, Tapestry Collection by Hilton, and The Inn at Henderson’s Wharf, Ascend Hotel Collection.

This role provides strategic direction and hands-on leadership to a small, high-impact sales team, including an on-property Catering Sales Manager and a Remote Sales Manager. The Director of Sales is accountable for performance across group, catering, business travel, and negotiated corporate segments , while partnering closely with Operations, Revenue Management, and brand partners.

This position is ideal for a results-driven, relationship-focused sales leader who thrives in a dual-property environment, excels at coaching and accountability, and can balance big-picture strategy with targeted client engagement.

Key Responsibilities

Sales Leadership & Strategy

• Develop and execute comprehensive sales strategies to drive topline revenue across group, catering, business travel, and negotiated corporate segments for both properties.
• Lead, coach, and manage performance for the Catering Sales Manager and Remote Sales Manager.
• Establish clear goals, priorities, and accountability metrics for the sales team.
• Conduct regular sales meetings, pipeline reviews, and performance check-ins.
• Identify new revenue opportunities and emerging market segments aligned with each property’s positioning.
• Participate in proactive sales calls, outside appointments, and hotel site tours as needed.
• Oversee all RFP activity for corporate and business travel accounts.
• Maintain a strong understanding of market conditions, competitive landscape, and demand patterns.
• Collaborate with the General Manager and Revenue Management partners to optimize pricing, rate strategies, and inventory controls.
• Build productive relationships with Hilton and Choice GSO partners to capture brand-driven opportunities.

Revenue Management & Market Development

• Partner with Revenue Management to align sales strategies with demand, pricing, and inventory optimization.
• Oversee RFP strategy, account production, and performance for corporate and business travel segments.
• Monitor market trends, pace, and competitive positioning to adjust strategies as needed.
• Build and maintain relationships with CVBs, tourism organizations, and key local partners.

Key Account & Business Development

• Personally manage select high-value accounts, strategic partnerships, and complex group opportunities.
• Support negotiations and client engagement for key accounts and high-impact business.
• Represent both properties at networking events, trade shows, and industry functions.

Group & Event Oversight

• Provide strategic oversight of group and catering sales processes from inquiry through execution.
• Ensure accuracy and consistency in contracts, room blocks, group forecasts, and event details.
• Partner with Operations and F&B leadership to ensure seamless execution and high client satisfaction.
• Review group pace and pickup trends to proactively adjust strategy.

Administrative Oversight & Reporting

• Ensure accurate forecasting, reporting, and data integrity within CRM and PMS systems.
• Review weekly, monthly, and quarterly sales reports and pace analyses.
• Maintain compliance with brand standards, ownership objectives, and company policies.
• Oversee documentation related to contracts, amendments, deposits, and billing.

Marketing, Branding & Digital Presence

• Provide strategic oversight of marketing efforts for both properties in alignment with brand standards and ownership goals.
• Ensure a strong, accurate, and competitive digital presence across all channels, including brand sites, third-party listings, and local platforms.
• Oversee and maintain both properties’ vanity websites, ensuring current content, imagery, and clear calls to action.
• Partner with brand marketing teams, ownership, and approved vendors on promotions and digital campaigns.
• Align marketing initiatives with Revenue Management and Operations to support seasonal and need-period strategies.

Community Engagement

• Support local marketing initiatives, partnerships, and promotions.
• Represent the properties at community events, trade shows, and industry functions.
• Cultivate strong relationships with local businesses, CVBs, and tourism partners.

Qualifications

• Bachelor’s degree in hospitality, business, or related field preferred.
• Minimum 5+ years of hotel sales experience , ideally within boutique, lifestyle, or urban hotels.
• Proven experience managing group, catering, and corporate sales segments.
• Prior experience leading or mentoring sales team members strongly preferred.
• Strong knowledge of hotel sales systems, revenue strategies, and market analytics.
• Proficiency with hotel sales, CRM, and operational systems.
• Proficient with Microsoft Office products.
• Demonstrated ability to build, grow, and maintain client relationships.

Personal Attributes

• Strategic, collaborative leader with a hands-on management style.
• Results-oriented with strong accountability and follow-through.
• Confident communicator in high-level client and partner interactions.
• Comfortable managing multiple properties and remote team members.
• Positive, professional, and team-focused mindset.
• Adaptable and resilient in a lean, fast-paced environment.

Working Conditions

• Full-time role with a blend of on-property presence and flexibility based on business needs.
• Occasional evenings and weekends for client events and networking.
• Local travel for sales calls, site visits, and industry events.