Director of Sales & Marketing
Department: Sales & Marketing
Reports to: General Manager
Job Overview
The Director of Sales & Marketing
(DOSM) is responsible for leading and implementing strategic sales and
marketing plans to maximise revenue, market share, and profitability while
delivering exceptional guest experiences. This role proactively positions and
markets the property, manages the marketing budget, and ensures alignment with
brand standards. The DOSM collaborates closely with General Manager, Revenue
Management and other stakeholders to drive RevPAR growth and achieve business
objectives.
Key Responsibilities
Commercial
• Develop and execute strategic sales and
marketing plans to achieve budgeted revenue streams across all segments
(corporate, leisure, MICE, entertainment, sports, transient).
• Drive total hotel revenue and
profitability through proactive account acquisition, activation, and portfolio
management, ensuring a healthy pipeline of potential accounts across multiple
segments.
• Analyse market trends, competitive
landscape, and customer needs to identify opportunities and mitigate risks.
• Lead RFP processes and ensure timely,
high-quality submissions.
• Oversee digital presence (Brand.com,
third-party sites) and ensure compliance with brand marketing programs, working
with Marriott Digital Field Marketing team to maximise visibility & ROI.
• Organise and participate in trade shows,
roadshows, sales blitzes, and familiarisation trips with measurable ROI.
• Maintain accurate CRM data and leverage
analytics for targeted actions.
• Negotiate contracts and close high-value
deals within established parameters.
• Provide daily support to the Event sales
and groups teams, lead the daily RevMAX meeting and support with conversions.
• Actively participate in Revenue and
commercial meetings on property and drive the actions agreed.
• Complete accurate and clear reporting for
key stakeholders.
Manchester Market Positioning
• Develop and implement strategies to
re-establish the hotel as a leading competitor in the Manchester market.
• Build new relationships with key
corporate accounts, event planners, and influencers to expand penetration in
high-value segments.
• Identify and target emerging sectors in
Manchester (e.g., tech, media, sports, and international conferences) to grow
market share.
• Collaborate with local tourism boards,
chambers of commerce, and business networks to enhance visibility and
partnerships.
• Build relationships and explore
opportunities within the Spinningfields & St Johns Neighbourhood network of
businesses.
• Create innovative campaigns and
activations tailored to Manchester’s competitive landscape.
• Monitor competitor activity and adjust
strategies to maintain a strong market position.
• Support hotel strategy to increase share
in key segments such as MICE, production, entertainment & sport).
People
• Lead and manage the Sales & Marketing
team to achieve revenue and profitability targets.
• Conduct regular performance reviews, set objectives,
and identify development opportunities.
• Ensure consistent processes aligned with
SOPs and brand standards.
• Promote teamwork, provide training, and
support recruitment efforts.
• Foster a positive, collaborative work
environment and assist team members as needed.
Guest Services
• Build and maintain long-term,
commercially beneficial relationships with clients and guests.
• Ensure a seamless and customer-focused
experience throughout the sales process.
• Represent the hotel professionally in
community and industry events.
• Lead weekly social hour with Elite
Marriott Bonvoy members and regular corporate guests.
General & Administrative
• Handle administrative tasks efficiently
and maintain effective filing systems.
• Keep stakeholders informed and updated in
a timely manner.
• Contribute to system improvements and
ensure compliance with technical and operational standards.
Accountability
Achieve budgeted revenue and market share
targets.
Maintain strong internal and external
relationships to support long-term business stability.
Ensure timely follow-up on accounts and
contracts for payment collection.
Qualifications & Requirements
• Minimum 2 years’ experience as DOS or
DOSM is preferable.
• Experience with Marriott hotels and
systems an advantage.
• Strong knowledge of sales, marketing, and
revenue management principles.
• Excellent communication, negotiation, and
analytical skills.
• Ability to prioritise, multi-task, and
work under pressure.
• Proficiency in MS Office; knowledge of Opera
PMS and Sales & Catering systems, Sales Force and Lanyon preferred.
• High integrity, confidentiality, and
ability to inspire confidence.