Director of Sales

Director of Sales

The Director of Sales is responsible for leading the overall sales strategy, revenue generation, and market positioning for 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 sales team, including a Catering Sales Manager (on property) and a Remote Sales Manager, ensuring strong performance across group, catering, business travel, and negotiated corporate segments.

This position focuses on strategy, leadership, relationship development, and revenue optimization, while overseeing — rather than directly executing — the administrative and operational sales functions. The ideal candidate is a results-driven sales leader who thrives in a dual-property environment, excels at coaching and accountability, and can balance big-picture planning with targeted client engagement.

Key Responsibilities

• Develop and execute comprehensive sales strategies to drive topline revenue across group, catering, business travel, and negotiated corporate segments for both properties.
• Provide leadership, coaching, and performance management for the Catering Sales Manager and Remote Sales Manager.
• Establish clear goals, sales priorities, and accountability metrics for the sales team.
• Conduct regular sales meetings, pipeline reviews, and performance check-ins.
• Identify new revenue opportunities and market segments aligned with each property's positioning.
• Conduct proactive sales calls, outside sales appointments, and hotel site tours.
• Identify, qualify, and solicit new business to achieve or exceed revenue goals.
• Manage all RFP processes 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 team to optimize pricing strategies, rate structures, and inventory controls.
• Engage with Hilton and Choice GSO's to build relationships and capture new business opportunities.

Revenue Management & Market Development

• Collaborate with the General Manager and Revenue Management partners to optimize pricing, rate strategies, and inventory controls.
• Oversee RFP strategy and account production for corporate and business travel segments.
• Maintain a strong understanding of market trends, demand patterns, and competitive positioning.
• Build and maintain key relationships with brand partners, CVBs, tourism organizations, and local businesses.

Key Account & Business Development

• Personally manage and cultivate select high-value accounts, strategic partnerships, and complex group opportunities.
• Participate in client sales calls, site tours, and negotiations as needed to support the sales team.
• 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 strong client satisfaction.
• Review group performance, pace, and pickup to adjust strategies as needed.

Administrative Oversight & Reporting

• Ensure accurate data entry, reporting, and forecasting within CRM and PMS systems.
• Review weekly, monthly, and quarterly sales reports, forecasts, and pace analyses.
• Maintain compliance with brand standards, company policies, and local regulations.
• Monitor documentation related to contracts, amendments, deposits, and billing for accuracy and timeliness.

Marketing, Branding & Digital Presence

• Provide strategic oversight of marketing efforts for both properties in alignment with brand standards and ownership objectives.
• Ensure a strong and accurate web presence across all digital channels, including brand websites, third-party listings, and local partner platforms.
• Manage and maintain the vanity websites for both hotels, ensuring content accuracy, brand consistency, updated imagery, and clear calls to action.
• Partner with brand marketing teams, ownership, and approved vendors on website updates, promotions, and digital campaigns.
• Ensure hotel descriptions, photography, amenities, and sales messaging are current and competitive across all online platforms.
• Support the development and execution of local marketing initiatives, promotions, and partnerships to drive awareness and demand.
• Collaborate with Operations and Revenue Management to align marketing messaging with pricing, packages, and seasonal strategies.
• Represent the properties at networking events, trade shows, and community functions to strengthen brand visibility and business relationships.

Community Engagement

• Support the development and execution of local marketing initiatives, partnerships, and promotions.
• Represent the property at networking events, trade shows, and community functions to drive brand awareness and new business.
• Cultivate strong relationships with local businesses, CVBs, tourism organizations, and industry partners.

Qualifications

• Bachelor's degree in hospitality, business, or related field preferred.
• Minimum 5+ years of hotel sales experience, preferably in an urban, boutique, or lifestyle hotel environment.
• Proven experience managing group, catering, and corporate sales segments.
• Prior experience leading or mentoring sales team members strongly preferred.
• Exceptional organizational skills with the ability to manage multiple priorities simultaneously.
• Strong knowledge of hotel sales systems, revenue strategies and market analytics.
• Proficiency in hotel sales and operations systems
• Demonstrated ability to build and maintain client relationships.
• Proficient with Microsoft products.

Personal Attributes

• Strategic leader with a hands-on, collaborative management style.
• Results-oriented with strong accountability and follow-through.
• Relationship-driven and confident in high-level client interactions.
• Adaptable and comfortable managing multiple properties and remote team members.
• Positive, professional, and team-focused mindset.
• Resilient, resourceful, and comfortable in a lean, fast-paced environment.
• A team player with a high level of dedication.

Working Conditions

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