Director of Sales & Marketing

Director of Sales & Marketing

Full-Service Conference Hotel | Midwest, USA

Company: Blue Horse Management Inc.
Position: Director of Sales & Marketing
Employment Type: Full-Time | Leadership Position
Location: Midwest, United States
Industry: Hospitality | Full-Service Hotel | Conference & Events

Position Overview

Blue Horse Management Inc. is seeking an experienced, results-driven Director of Sales & Marketing to lead revenue growth, business development, group sales, and marketing initiatives for a full-service conference hotel in the Midwest.

We are looking for an accomplished hospitality sales professional with a proven track record at major hotel brands, extensive conference hotel experience, and a demonstrated history of career stability and long-term professional commitment.

The ideal candidate will have a strong background in generating corporate, association, government, SMERF, and group business while maximizing revenue opportunities from guest rooms, meetings, conferences, banquets, catering, and food and beverage operations.

This is a hands-on leadership opportunity for an individual who understands that successful hotel sales require consistent prospecting, relationship building, strategic account management, and measurable results.

We are seeking a sales leader who can build business, not simply manage incoming leads.

Key ResponsibilitiesSales Leadership & Revenue Growth

• Develop and execute comprehensive annual and quarterly sales and marketing plans focused on increasing occupancy, ADR, RevPAR, total hotel revenue, and market share.
• Establish measurable sales goals, production targets, and accountability standards.
• Identify and secure new corporate accounts, association business, government contracts, group bookings, and conference opportunities.
• Proactively generate new business through direct sales calls, outside sales visits, networking, prospecting, and strategic partnerships.
• Develop strategies to improve weekday corporate demand, weekend group business, and shoulder-period occupancy.
• Collaborate with the General Manager and Revenue Management team to optimize pricing, group displacement decisions, and revenue opportunities.
• Maintain a strong understanding of the hotel's competitive set, market demand, and business trends.

Conference, Group & Catering Sales

• Lead sales efforts for conferences, conventions, corporate meetings, training programs, weddings, banquets, and social events.
• Build relationships with meeting planners, corporate travel managers, event organizers, associations, and local businesses.
• Maximize revenue from meeting spaces, conference facilities, guest room blocks, catering, and banquet operations.
• Negotiate group contracts, corporate agreements, and event packages while protecting hotel profitability.
• Coordinate closely with banquet, catering, food and beverage, and hotel operations teams to ensure successful execution of contracted events.
• Identify repeat-business opportunities and develop long-term relationships with high-value accounts.
• Monitor group booking pace, definite and tentative business, conversion rates, and future booking opportunities.

Business Development & Market Positioning

• Establish and maintain strong relationships with major employers, chambers of commerce, convention and visitors bureaus, universities, hospitals, government agencies, and regional organizations.
• Identify demand generators, upcoming developments, major events, and business opportunities within the market.
• Develop and maintain a strategic account portfolio with clear production goals.
• Represent the hotel at trade shows, industry events, networking functions, and community business meetings.
• Develop partnerships that increase hotel visibility and position the property as a preferred destination for meetings, conferences, and accommodations.

Marketing & Brand Management

• Develop and implement marketing strategies consistent with the hotel's brand standards and overall business objectives.
• Oversee digital marketing initiatives, including website visibility, social media, email campaigns, and targeted promotions.
• Leverage major hotel brand distribution channels, loyalty programs, national sales resources, and marketing platforms to increase demand.
• Coordinate promotional campaigns for corporate travel, group business, conferences, catering, and special events.
• Monitor online reputation, guest feedback, and competitive positioning in partnership with hotel leadership.
• Evaluate marketing expenditures and measure return on investment.

Sales Systems, Reporting & Accountability

• Maintain accurate and timely sales activity records, account production, and business opportunities within the hotel's CRM and sales management systems.
• Prepare weekly sales activity reports, monthly production reports, forecasts, and quarterly business reviews.
• Track key performance indicators, including:
• Group room nights and revenue production
• Corporate negotiated account production
• Conference and meeting space revenue
• Catering and banquet revenue
• Sales pipeline and lead conversion
• Booking pace and future group business
• ADR, occupancy, RevPAR, and market share
• Analyze STR reports, competitive market performance, and business trends to identify revenue opportunities.
• Ensure accurate forecasting, effective account management, and disciplined follow-up on all sales leads.

Leadership & Collaboration

• Lead, coach, and develop sales team members while fostering a culture of accountability and high performance.
• Conduct regular sales meetings, pipeline reviews, and performance evaluations.
• Work closely with the General Manager, Revenue Management, Front Office, and Food & Beverage teams.
• Promote a collaborative environment where sales commitments align with operational capabilities and guest expectations.
• Demonstrate ownership mentality, professionalism, integrity, and a commitment to achieving financial objectives.

Required Qualifications

Hospitality Experience

• Minimum 7 years of progressive hotel sales experience, including at least 3 years in a Director of Sales, Director of Sales & Marketing, or comparable senior hotel sales leadership position.
• Demonstrated experience in a full-service hotel, conference hotel, convention hotel, or large meeting and event property.
• Previous sales leadership experience with a major hotel brand such as Marriott, Hilton, IHG, Hyatt, or a comparable nationally recognized hotel company.
• Proven success in developing corporate accounts, securing group business, and generating conference and catering revenue.
• Strong knowledge of hotel revenue management principles, group pricing, forecasting, and competitive market analysis.

Career Stability & Leadership

• A demonstrated history of stable employment, meaningful tenure, and progressive career advancement.
• Ability to provide specific examples of revenue growth, market share improvement, new account acquisition, and successful sales initiatives.
• Strong professional references and a history of delivering measurable results.
• Proven ability to build long-term client relationships and maintain consistent sales performance.

Technical & Professional Skills

• Experience with hotel CRM, sales and catering platforms, and brand sales systems.
• Familiarity with systems such as Delphi, CI/TY, Salesforce, or comparable hospitality sales platforms is preferred.
• Strong understanding of STR reporting, hotel performance metrics, and sales forecasting.
• Excellent contract negotiation, presentation, communication, and relationship management skills.
• Proficiency in Microsoft Office, Excel, and sales reporting tools.
• Ability to work independently, prioritize business opportunities, and consistently meet deadlines.
• Bachelor's degree in Hospitality Management, Business Administration, Marketing, or a related discipline preferred; equivalent professional experience will be considered.

Preferred Candidate Profile

We are particularly interested in candidates who:

• Have successfully led sales efforts at a major-branded conference or full-service hotel.
• Possess an established network of corporate clients, meeting planners, associations, and regional business contacts.
• Have demonstrated consistent employment tenure and long-term commitment to previous organizations.
• Understand how to balance room revenue, group business, conference bookings, and food and beverage profitability.
• Are comfortable conducting outside sales calls and personally developing new business.
• Bring an entrepreneurial mindset, strong work ethic, and a passion for hospitality.
• Can demonstrate measurable achievements rather than relying solely on years of experience.

What We Offer

• An opportunity to lead sales and marketing for a conference hotel with multiple revenue streams.
• Direct involvement in business strategy, market positioning, and revenue growth.
• A collaborative leadership environment with opportunities to make a meaningful impact.
• Competitive compensation commensurate with qualifications and experience.
• Opportunity for professional growth within a hospitality management organization.

How to Apply

Qualified candidates are encouraged to submit their resumes to:

rajinder@bluehorsemgmt.com

Subject Line: Director of Sales & Marketing – Midwest Conference Hotel

Please include a brief summary of your experience with major hotel brands, conference and group sales, and your most significant revenue-generating achievements.

Blue Horse Management Inc. is an equal opportunity employer. Employment decisions are based on qualifications, experience, demonstrated performance, and business needs.

Our Philosophy: We believe great hotel sales leaders do more than fill rooms. They build relationships, create demand, grow market share, and develop sustainable revenue for the entire property.

Pay: $80,000.00 - $90,000.00 per year

Benefits:

• Employee discount
• Health insurance
• Paid time off

Work Location: In person

Salary : $80,000 - $90,000