Director of Sales and Marketing - Franchise

Job description

Core Responsibilities

Business Development: Identify and target new market segments, corporate clients, tour operators, and event planners to build a healthy pipeline of group business.

Account Management

Maintain and nurture existing client accounts, ensuring repeat business for corporate travel and regular events.

Contract Negotiation

Draft proposals, negotiate room rates, food and beverage minimums, and meeting space rentals to close profitable deals.

Market Analysis

Monitor local competitor pricing, market trends, and industry demand patterns using tools like STAR reports to adjust sales tactics.

Collaboration

Partner closely with the Revenue Management, Catering, and Front Office teams to ensure seamless execution of group bookings and maximize total property revenue.

Reporting

Maintain detailed records in the hotel’s property management or CRM system (e.g., QnQ R&I, GRO, Delphi) and present regular sales performance metrics to executive leadership.

Required Skills & Qualifications

Experience: Typically requires a Bachelor's degree in Hospitality Management, Business Administration, or a related field, along with 2–5 years of sales experience within the hospitality or tourism industry .

Communication & Relationship Building

Exceptional interpersonal, written, and presentation skills to effectively pitch the property to high-profile corporate clients.

Negotiation & Closing

Strong closing capabilities with a sharp understanding of financial margins and yield management concepts.

Key Performance Indicators (KPIs) Group Revenue Target Attainment

Meeting or exceeding room night and revenue quotas.

Lead Conversion Rate

The percentage of prospective client inquiries successfully turned into booked business.

Average Daily Rate (ADR) Optimization

Securing group contracts at price points that protect or elevate the hotel's average room rates.