Director of Sales

Job Title: Director of Sales
Location: Lexington, Virginia
Property: Marriott-Branded Hotel

Position Summary

The Director of Sales is responsible for leading the hotel’s sales strategy, driving revenue growth, and positioning the property competitively within the Lexington, Virginia market. This role oversees all sales-related activities, including group, corporate, leisure, and event business, while ensuring alignment with brand standards and overall business objectives. The ideal candidate brings a strong background in hotel sales, proven leadership ability, and a results-driven approach to revenue generation.

Key Responsibilities

Sales Strategy & Revenue Generation

• Develop and execute a comprehensive sales and marketing plan to achieve and exceed revenue goals across all segments (group, transient, corporate, and catering).
• Identify new business opportunities and maintain strong relationships with existing clients to maximize repeat business.
• Analyze market trends, competitor performance, and demand patterns to adjust strategies proactively.
• Collaborate with revenue management to optimize pricing, inventory, and forecasting strategies.

Client Relationship Management

• Build and maintain relationships with key accounts, local businesses, organizations, and event planners.
• Conduct regular sales calls, site visits, and client presentations to promote the hotel’s services and amenities.
• Represent the hotel at networking events, trade shows, and community functions.

Team Leadership & Development

• Lead, mentor, and manage the sales team to achieve individual and team performance goals.
• Establish clear expectations, provide ongoing coaching, and conduct regular performance evaluations.
• Foster a collaborative and high-performance culture within the sales department.

Marketing & Brand Alignment

• Partner with marketing teams to develop promotional campaigns, digital strategies, and brand-compliant materials.
• Ensure all sales efforts align with Marriott brand standards and guidelines.
• Monitor online presence, reputation management, and customer feedback to support sales initiatives.

Operational Collaboration

• Work closely with operations, front office, and catering teams to ensure seamless execution of group and event business.
• Participate in weekly revenue and strategy meetings to align sales efforts with overall hotel performance.
• Ensure accurate reporting, CRM usage, and documentation of all sales activities.

Reporting & Analytics

• Prepare and present regular sales reports, forecasts, and performance analyses to senior leadership.
• Track key performance indicators (KPIs) and adjust strategies to meet or exceed targets.
• Maintain accurate records of accounts, opportunities, and pipeline activity.

Qualifications

• Minimum of 3+ years of progressive sales experience in the industry, with at least 2 years in a leadership role.
• Excellent communication, negotiation, and presentation skills.
• Experience working with Marriott systems, standards, or similar branded hotel environments preferred.
• Proficiency in CRM systems, Microsoft Office, and sales analytics tools.
• Ability to work independently, prioritize tasks, and drive results in a fast-paced environment.

Preferred Attributes

• Strong local market knowledge of Lexington, Virginia and surrounding regions.
• Established network within corporate, government, or group travel segments.
• Strategic thinker with hands-on execution ability.
• High level of professionalism and customer service orientation.

Work Environment

This position operates in a professional hotel environment and may require occasional travel, evening, or weekend commitments to meet business needs and attend events.

Equal Opportunity Employer Statement
We are committed to creating a diverse and inclusive workplace and encourage applicants from all backgrounds to apply.

Benefits:

• 401(k)
• Dental insurance
• Health insurance
• Paid time off
• Vision insurance

Work Location: In person