JOB SUMMARY
The Complex Director of Sales (CDOS) is responsible for leading the sales and marketing strategy for Courtyard by Marriott and Hampton by Hilton, with the objective of maximizing revenue, profitability, market share, occupancy, ADR and RevPAR across both properties.
The CDOS will develop key business relationships, identify revenue opportunities, oversee account production and ensure both hotels achieve their annual revenue objectives. The role requires strategic leadership combined with active business development, client engagement and sales execution.
The CDOS will develop a coordinated strategy that recognizes the unique positioning of each hotel while leveraging opportunities across the two-property portfolio and working closely with the Ottawa Conference and Event Centre.
JOB RESPONSIBILITIES
Sales Leadership & Strategy
- Develop and execute sales and marketing strategies for both hotels aligned with annual budgets and business objectives.
- Establish annual, quarterly and monthly sales goals and monitor results.
- Develop strategies across corporate, group, government, leisure, sports, meetings, events and extended-stay segments.
- Maximize revenue through cross-selling, account sharing and lead referrals between properties.
- Direct sales activities while maintaining an active personal sales presence.
- Monitor market conditions, competitor activity and customer trends and adjust strategies accordingly.
- Develop strategies to increase occupancy, ADR, RevPAR and market share.
- Champion a results-driven sales culture across both hotels.
Revenue & Financial Performance
- Work closely with Opal Hospitality, General Managers and Revenue Management to maximize revenue and profitability.
- Monitor occupancy, ADR, RevPAR, segmentation, pace and other key performance indicators.
- Review STR, production, competitive and market reports to identify opportunities and areas requiring action.
- Develop and manage sales and marketing budgets.
- Monitor account production and address underperforming accounts.
- Participate in budgeting, forecasting and annual business planning.
- Provide regular performance updates and recommendations to ownership and hotel leadership.
Business Development & Account Management
- Actively prospect, qualify, solicit and close new business for both hotels.
- Develop relationships with corporate, government, group, sports, travel trade, meeting and event accounts.
- Conduct sales calls, client appointments, presentations, site inspections and property tours.
- Personally manage high-value and strategic accounts.
- Negotiate rates and contracts within company and brand guidelines.
- Manage RFP opportunities through CVENT, Meeting Broker, Ottawa Tourism and other applicable channels.
- Develop proposals and presentations for prospective clients.
- Identify opportunities to convert competitor business and increase market share.
- Maintain accurate account, opportunity and sales activity records.
- Conduct account reviews and follow up with clients to improve production, retention and repeat business.
Group, Meetings & Events
- Develop group and meeting business that maximizes guest room and ancillary revenue.
- Coordinate with Operations, Food & Beverage and event teams to ensure successful execution.
- Cross-sell accommodations and services between both properties.
- Conduct site inspections for meeting planners, corporate clients, sports organizations and group buyers.
- Ensure proposals, contracts and sales documentation are completed accurately and on time.
Leadership & Team Development
- Lead, coach and develop the sales team with clear goals and performance expectations.
- Conduct regular sales meetings, coaching sessions and performance reviews.
- Monitor individual sales activity and account production.
- Support team members with prospecting, negotiation, closing and account management.
- Foster collaboration between Sales, Revenue Management, Operations, Front Office and Food & Beverage.
- Ensure required brand and company training is completed.
- Promote accountability, professionalism and a strong sales culture.
Marketing & Community Relations
- Develop property-specific and portfolio-wide marketing initiatives that generate leads and revenue.
- Work within Hilton and Marriott brand standards while maximizing local market opportunities.
- Identify opportunities to increase online visibility and direct revenue.
- Support digital marketing, social media and promotional initiatives.
- Develop relationships with tourism organizations, industry associations, corporate partners and community organizations.
- Represent both hotels at trade shows, conferences, networking events and sales missions.
- Maintain strong knowledge of local market trends and competitive activity.
Reporting & Administration
- Prepare monthly sales reports and recommend future strategies.
- Maintain accurate sales forecasts, pipelines and CRM information.
- Monitor account production and ensure appropriate follow-up.
- Provide regular updates to General Management and ownership.
- Ensure sales activities are documented and follow company processes.
- Complete other duties and projects as required.
CROSS-PROPERTY SALES RESPONSIBILITIES
The CDOS is responsible for maximizing the combined sales potential of both hotels while maintaining each property's individual positioning.
- Develop a coordinated sales strategy across both properties.
- Refer and cross-sell business between Hampton by Hilton and Courtyard by Marriott.
- Recommend the appropriate property based on client needs, dates, rates and availability.
- Prevent lost business by identifying alternatives within the portfolio.
- Develop combined strategies for accounts that can utilize both hotels.
- Coordinate sales efforts to avoid duplication and maximize resources.
- Maintain strong communication between sales and operational teams across both properties.
PERFORMANCE EXPECTATIONS
Success will be measured through:
- Achievement of room revenue, occupancy, ADR and RevPAR targets.
- Market share growth and competitive positioning.
- New account acquisition and account retention.
- Corporate and group account production.
- RFP conversion and pipeline performance.
- Sales activity and client engagement.
- Achievement of sales and marketing budget objectives.
- Cross-property revenue generation.
- Client satisfaction and retention.
- Sales team productivity and development.
- Overall financial contribution to both hotels.
QUALIFICATIONS
- Minimum 5 years of progressive hospitality sales experience.
- Previous Director of Sales, Senior Sales Manager, Complex Director of Sales or comparable leadership experience strongly preferred.
- Branded hotel experience, preferably Hilton, Marriott or another major hospitality brand.
- Strong understanding of hotel operations, revenue management and financial performance.
- Knowledge of corporate, group, government, leisure, sports and meetings segments.
- Proven ability to develop and execute sales strategies that generate revenue and increase market share.
- Demonstrated success in prospecting, negotiating, closing and retaining business.
- Experience managing key corporate, group and strategic accounts.
- Strong understanding of occupancy, ADR, RevPAR, segmentation and hotel performance indicators.
- Strong leadership, coaching, communication, negotiation and relationship-building skills.
- Strong analytical, organizational and time-management skills.
- Ability to manage multiple priorities across two properties.
- Proficiency with Microsoft Office and hotel sales, CRM and property management systems.
- Familiarity with Hilton PEP and Marriott Power of M is considered an asset.
- Knowledge of CVENT, Meeting Broker, MARSHA, One Yield, Delphi, Vision, Room Viewer or similar systems is considered an asset.
- Bilingualism in English and French is considered an asset.
- Availability for evening/weekend events and occasional business travel as required.
- Commitment to professionalism, teamwork, accountability and exceptional client service.
