Director of Sales and Marketing - Franchise

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.