Director of Sales & Marketing

Job description

At OTH Hotels Resorts, our team is our number one asset. We strive to create a safe, positive, uplifting work environment for all and a culture that ignites a long-term career passion for hospitality and service. Our shared purpose is to be the Heart of Hospitality in the lives of our team members, guests, owners, partners, and communities. Job Title Director of Sales and Marketing Location Property Department Sales and Marketing Property, if applicable DoubleTree Pikesville FLSA Exempt Direct Supervisor General Manager Job Overview As the Director of Sales and Marketing, you will be responsible for leading the property’s commercial strategy and execution across proactive and reactive sales, business development, local marketing, and customer relationship management in order to grow revenue, strengthen market share, and support profitable performance. You will align sales and marketing activity with the property’s business plan, brand strategy, and ownership goals while ensuring a strong customer experience from prospecting through turnover and delivery. You will manage daily, weekly, and monthly commercial processes related to account planning, sales prospecting, booking pace, pipeline management, marketing activation, competitive analysis, forecasting support, and team leadership. You will recommend and implement strategic and procedural improvements that align with OTH Hotels Resorts’ vision, support revenue growth, and enhance collaboration with operations, revenue management, finance, and event or catering teams, as applicable. Success in this role is measured through commercial outcomes (revenue vs. budget, pace, conversion), responsiveness and proposal quality, and the long-term retention and satisfaction of clients and repeat planners. Job Responsibilities • Advocates the Open Door Policy by assisting the property’s leadership through clear, calm and direct oral and/or written communication, in accordance with the guidelines established by OTH Hotels Resorts. • Leads the group and catering commercial strategy, including annual revenue planning, monthly re-forecasting, and weekly sales pacing reviews to achieve budgeted goals. • Owns the group and catering sales pipeline from lead intake through booking, execution handoff, and post-event follow-up to drive repeat business and referrals. • Partners with Revenue Management and Operations to price, sell, and protect profitability (e.g., room block strategy, function space utilization, concessions, attrition/cancellation terms). • Maintains accountability for maximizing revenue opportunities through upselling, packaging, and accurate forecasting for all booked events. • Oversees and coaches the sales and catering team (if applicable), including goal setting, performance management, training, and professional development. • Builds and maintains strong relationships with key planners, accounts, and community partners across relevant segments (corporate, association, social, SMERF, government—based on property strategy). • Monitors competitor activity and market demand to adjust sales strategy, deployment, and segmentation plans. • Perform special projects and other responsibilities as assigned. Sales Strategy & Marketing Development • Establishes clear segment strategies (e.g., local corporate meetings, weddings/social, associations, sports, government) and defines account targeting plans and prospecting cadence. • Develops value propositions and packages that align with client needs while supporting revenue and profit objectives. • Maintains an active calendar of networking, industry events, client entertainment, and site inspections to build demand. • Develop and execute the annual sales and marketing plan in alignment with budget, brand direction, and ownership priorities. • Monitor market conditions, competitive activity, and customer trends to recommend timely commercial actions. RFP Management & Proposal Excellence • Defines and enforces service-level expectations for incoming leads and RFPs (qualification, prioritization, response time, and proposal quality). • Maintains a high response rate for qualified opportunities and monitors response-time performance to remain competitive in planner marketplaces. • Implements proposal quality standards (customization, clarity of pricing, and operational feasibility) and ensures follow-through on commitments. • Ensures all proposals, contracts, and client communications are accurate, timely, and aligned with brand/property standards and operational capabilities. Contracting, Negotiation & Risk Management • Negotiates pricing, concessions, and terms to drive conversion while protecting profitability and operational feasibility. • Ensures contracting discipline around deposits, payment schedules, cancellation/attrition clauses, and inclusions/exclusions. • Escalates high-risk or non-standard terms to property leadership as required to limit liability and ensure compliance with OTH Hotels Resorts policies. Cross-Functional Event Turnover & Service Delivery Partnership • Partners with Event Management and Operations to verify a seamless turnover from sales to execution, including clear scope definition and stakeholder alignment. • Collaborates with Food & Beverage/Culinary leadership on menus, packages, and pricing that drive sales while supporting quality and margins. • Monitors client satisfaction before, during, and after events; resolves escalations quickly and implements continuous improvement actions. Reporting & Forecasting • Produces and communicates accurate weekly/monthly forecasts for group and catering revenue, room nights (if applicable), and key pace indicators. • Maintains up-to-date pipeline reports and ensures CRM data integrity for consistent reporting and accountability. • Provides insights to leadership on need periods, conversion barriers, and recommended actions to improve pace and profitability. Job Requirements Education: Four-year college degree in Business, Marketing, Hospitality Management (or related) preferred, or equivalent combination of education and experience. Experience: Minimum of five (5) years of progressive experience in hospitality sales, catering sales, or meetings/events sales (property/venue dependent). Prior leadership experience (formal or informal) leading teams, coaching sellers, and managing performance is preferred. Demonstrated experience in forecasting, contracting, negotiation, and cross-functional turnover from sales to operations is required. Travel required: Ability to travel locally for client appointments, networking, and site visits; occasional overnight travel for trade shows/market visits may be required as the business requires. Physical requirements: Ability to move throughout the property/venue during site inspections and events; ability to stand/walk for extended periods as needed during event days; ability to lift and carry light materials (e.g., brochures, signage, sample kits) as required. Skills and Abilities: • Strong consultative selling, negotiation, and relationship management skills with meeting planners and event stakeholders. • Ability to analyze pacing, pipeline, and market data to set strategy, prioritize actions, and drive measurable results. • Strong written communication skills for proposals, contracts, and client correspondence; able to present confidently to clients and leadership. • Demonstrated leadership behaviors: coaching, accountability, organization, and calm execution under pressure. • Proficiency with CRM and sales/event technology (CRM, RFP platforms, and event order/banquet systems as applicable). • Must be hospitality-oriented and possess the ability to work under pressure, including evenings/weekends aligned to client and event needs. • Knowledge of Microsoft Office, including Word, Excel, Outlook, and PowerPoint. • May require knowledge of company policies, brand standards, contracts, and standard operating procedures and the ability to determine appropriate action based on those guidelines. • Strong negotiation, account management, and relationship-building skills. • Ability to lead cross-functional collaboration and develop high-performing teams through coaching and accountability. This job description is intended to describe the general nature and level of work being performed. It is not an exhaustive list of all responsibilities, duties, and skills required. Management reserves the right to modify, add, or remove duties as necessary. We may use artificial intelligence (AI) tools to assist in evaluating applications, including screening and ranking candidates based on job-related qualifications. These tools support, but do not replace, human decision-making. All final hiring decisions are made by our recruitment team.