Director of Sales

Additional Information: This hotel is owned and operated by an independent franchisee, Thrive Hotel Management . 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.

The Courtyard Addison at Midway, managed by Frontera Hotel Group , is seeking an energetic and strategic Director of Sales & Marketing to lead our sales and marketing efforts, drive revenue growth, and strengthen our brand's position in a competitive market. In this pivotal role, you will design and execute forward-thinking sales strategies, build lasting relationships with corporate and group clients, and lead a high-performing sales and marketing team. As a Marriott-branded property, this role requires strong command of Marriott's sales systems and processes — including MARSHA, CI/TY, MarRFP, and One Yield — alongside a proven ability to translate brand tools into revenue results. This is a great opportunity for a driven sales leader who wants to make a real impact on a hotel's growth trajectory while working within the structure and support of the Marriott platform.

Responsibilities

• Develop and execute comprehensive sales strategies targeting corporate accounts, group and event business, and other key market segments to maximize revenue across all channels.
• Lead, coach, and manage the sales and marketing team, setting clear goals and holding the team accountable to performance targets.
• Manage the full RFP lifecycle using MarRFP, ensuring timely, accurate responses to group and transient RFPs and strong close ratios on qualified leads.
• Utilize CI/TY (Marriott's sales and catering/event management platform) to manage bookings, lead distribution, contracts, and event details in line with brand standards.
• Leverage One Yield and Marriott's revenue management tools to align sales strategy with pricing and forecasting, and partner with revenue management on rate strategy and demand calendars.
• Pull and analyze performance data through MRDW/MI (Marriott's reporting and business intelligence tools) and STR reports to track production, identify trends, and inform strategic decisions.
• Use Marriott Global Source (MGS) to stay current on brand initiatives, training requirements, and sales program updates, and ensure the team is fully certified on required Marriott sales platforms.
• Build and maintain strong relationships with existing accounts while proactively generating new business through outside sales calls, site visits, and B2B networking.
• Oversee marketing efforts across digital, social, and traditional channels to build brand visibility and drive new business, in coordination with Marriott's brand marketing guidelines.
• Track leads, manage accounts, and report on pipeline and production using Salesforce or comparable CRM tools, alongside Marriott's proprietary sales systems.
• Negotiate contracts and close deals with key accounts, ensuring terms align with both hotel revenue goals and Marriott brand standards.
• Partner with ownership and executive leadership on long-term business development planning, adjusting strategy based on market conditions, competitive set performance, and brand direction.

Qualifications & Skills

• Proven experience in hotel sales, with a strong preference for candidates with prior Marriott or Marriott-brand experience.
• Hands-on proficiency with Marriott sales systems, including MarRFP, CI/TY (or prior Delphi.fdc experience), One Yield, MARSHA, MRDW/MI, and Marriott Global Source (MGS); familiarity with Cvent and other third-party RFP/proposal platforms is a plus.
• Strong leadership and team management skills, with the ability to coach, motivate, and hold a sales team accountable in a fast-paced environment.
• Skilled in CRM and sales management platforms (e.g., Salesforce) for pipeline tracking, account management, and reporting.
• Demonstrated success in outside sales, B2B sales, and corporate/group account development within hospitality.
• Strong negotiation skills with a track record of closing high-value contracts and managing complex account relationships.
• Analytical mindset, comfortable interpreting sales, revenue, and market share data (including STR reports) to guide strategy.
• Working knowledge of Marriott brand standards and willingness to complete required Marriott sales certifications and training.
• Excellent communication and relationship-building skills, with a strong customer service orientation.

Salary commensurate to experience, PTO, Company Paid Medical.

This company is an equal opportunity employer.

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