Senior Director of Sales & Marketing

Job Description

Position Summary

The Senior Director of Sales & Marketing is a key member of the CN Hotels corporate commercial team and reports directly to the Vice President of Sales & Marketing. This is an on-site position based at the CN Hotels corporate office in High Point, NC.

The Senior Director supports the development and execution of portfolio-wide sales and marketing strategies designed to drive top-line revenue, increase market share, strengthen hotel positioning, and support the continued growth of the organization. Working closely with the Vice President of Sales & Marketing, Revenue Management, General Managers, and property sales teams, this role provides hands-on leadership, strategic direction, coaching, and accountability across the hotel portfolio.

The Senior Director serves as a resource and leader for property sales teams, helping translate company strategy into actionable property-level plans while identifying opportunities to improve sales effectiveness, strengthen customer relationships, and maximize revenue performance.

Key Responsibilities

• Partner with the Vice President of Sales & Marketing to develop and execute portfolio-wide sales, marketing, and business development strategies aligned with company objectives.
• Provide leadership, coaching, and ongoing support to property Directors of Sales, Sales Managers, Sales Coordinators/Specialists, and other sales resources across the portfolio.
• Work closely with General Managers and sales leaders to develop property-specific sales strategies, priorities, and action plans based on market conditions and hotel performance.
• Monitor hotel sales performance, activity, account production, pipeline development, and market share, identifying areas of opportunity and establishing appropriate follow-up and accountability.
• Lead regular sales performance reviews and assist with quarterly action plans, forecasting, goal setting, and measurement of results.
• Partner closely with Revenue Management to ensure alignment among sales strategy, pricing, business mix, demand patterns, group opportunities, negotiated accounts, and overall revenue objectives.
• Analyze market trends, competitive activity, customer production, demand generators, and performance data to identify new revenue opportunities and areas of risk.
• Support business development across key segments, including corporate negotiated, group, government, extended stay, consortia, leisure, and other market-specific opportunities.
• Provide leadership and oversight during annual RFP and negotiated-rate seasons, including account targeting, pricing collaboration, production analysis, and account strategy.
• Drive proactive sales efforts and ensure property teams maintain a strong presence within their local markets through prospecting, customer engagement, community involvement, and relationship development.
• Support the development and execution of hotel marketing plans, promotional campaigns, digital initiatives, packages, partnerships, and other programs designed to generate demand and strengthen hotel positioning.
• Partner with internal and external marketing resources to ensure hotel websites, digital content, photography, collateral, listings, and promotional messaging accurately represent each property and support revenue objectives.
• Identify opportunities for cross-selling and portfolio-wide account development, ensuring relationships and opportunities are leveraged across applicable CN Hotels properties.
• Participate in key client meetings, site visits, trade shows, industry events, sales missions, and networking opportunities as appropriate.
• Champion a strong sales culture throughout the organization by helping General Managers and operational teams understand their role in identifying opportunities, building guest loyalty, and supporting revenue growth.
• Ensure effective lead management, timely customer response, appropriate follow-up, and consistent execution of company and brand sales processes.
• Support recruitment, onboarding, training, development, and retention of property sales talent while helping build a strong pipeline for future sales leadership positions.
• Help establish sales performance standards, reporting expectations, incentive programs, and accountability measures.
• Provide additional sales leadership and temporary property support when vacancies, transitions, openings, acquisitions, or other business needs arise.
• Support new hotel openings, acquisitions, conversions, and repositioning initiatives through market research, competitive analysis, sales deployment, account development, and pre-opening commercial strategy.
• Maintain working knowledge of major hotel brand sales and commercial platforms and ensure teams are effectively utilizing available systems, tools, and resources.
• Perform other duties and strategic initiatives as assigned by the Vice President of Sales & Marketing.

Technology & Systems

The Senior Director should be comfortable working across multiple hotel brands and technology platforms. Experience with or working knowledge of systems such as Delphi/CI-TY, Demand360, Agency360, Lighthouse, Kalibri Labs, Opera PMS, PEP, Power of M, brand sales platforms, CRM systems, and related hospitality technology is preferred.

The role should also demonstrate strong proficiency with Microsoft Office, Google Workspace, reporting tools, and other technology used to analyze performance, communicate strategy, and manage sales activity.

Qualifications

• Bachelor's degree in Business, Marketing, Hospitality Management, or a related field preferred; equivalent hospitality leadership experience will also be considered.
• Minimum of 10 years of progressive hotel sales leadership experience, including multi-property, regional, or corporate-level responsibility strongly preferred.
• Demonstrated success leading hotel sales teams and driving revenue growth across multiple market segments.
• Strong understanding of hotel sales, marketing, revenue management, distribution, and commercial strategy.
• Experience working with major hotel brands such as Marriott, Hilton, IHG, Hyatt, or similar organizations strongly preferred.
• Proven ability to analyze hotel performance, market intelligence, account production, and competitive data and translate findings into actionable sales strategies.
• Strong experience with group, corporate negotiated, government, extended-stay, consortia, and leisure business development.
• Demonstrated ability to coach, develop, motivate, and hold sales teams accountable while maintaining a collaborative leadership style.
• Strong business acumen with an understanding of occupancy, ADR, RevPAR, RevPAR Index, segmentation, channel mix, displacement, and total hotel revenue.
• Excellent written and verbal communication, presentation, negotiation, and relationship-building skills.
• Highly organized with the ability to manage multiple hotels, priorities, projects, and deadlines simultaneously.
• Ability to travel regularly throughout the hotel portfolio and attend client, brand, and industry events as needed.
• Must be willing to relocate to and work from the CN Hotels corporate office in High Point, NC.

Benefits & Perks

• Performance-Based Bonus Program
• Health Insurance
• Hotel Employee Discounts with access to discounted rates at participating hotels
• Paid Time Off
• Professional Development & Growth Opportunities
• Travel Opportunities across the CN Hotels portfolio
• The opportunity to play a key leadership role within a growing hotel management company