Director of Sales and Marketing

The Director of Sales & Marketing will lead all commercial efforts for a 263-room full-service hotel in Santa Clara, CA, reporting to the General Manager. This role combines revenue growth, account development, and team leadership, while partnering closely with Revenue Management and Operations to deliver strong guest experiences.

Role Overview

In this leadership position, you will oversee Sales, Catering, and Marketing strategy and execution across corporate, group, and market segments. The role focuses on maximizing revenue and profitability, expanding market share, and driving performance against key hotel metrics. You will also represent the hotel in the community and at industry events, while maintaining alignment with Marriott standards and brand initiatives.

Key Responsibilities

• Lead and oversee Sales, Catering, and Marketing functions.
• Develop and execute annual business plans and strategic sales initiatives focused on revenue and profitability.
• Drive occupancy, ADR, RevPAR, market share, and total hotel revenue performance.
• Collaborate with Revenue Management and Operations to align commercial strategy with business objectives.
• Develop annual budgets and maintain disciplined expense management.
• Identify and pursue new business opportunities across Corporate, Group, SMERF, Association, Government, and Local Markets.
• Maintain and grow key accounts while creating new revenue opportunities.
• Represent the hotel at community and industry events, including trade shows and customer functions.
• Build relationships with Marriott Global Sales, local organizations, and strategic partners.
• Analyze STAR reports, market trends, demand patterns, and competitive intelligence to improve market penetration.
• Participate in weekly revenue strategy meetings and provide recommendations to optimize performance.
• Partner with Revenue Management to implement pricing and segmentation strategies.
• Monitor sales pace and booking trends to support achievement of annual goals.
• Recruit, mentor, coach, and develop a high-performing Sales and Catering team.
• Foster a culture of accountability, collaboration, and continuous improvement.
• Conduct performance reviews and support professional development initiatives.
• Use Marriott training resources and best practices to strengthen team capabilities.
• Maintain strong client relationships and ensure exceptional service across the sales cycle.
• Oversee contract negotiations, proposals, and correspondence.
• Partner with Operations to support flawless execution of meetings and events.
• Promote guest satisfaction, loyalty, and repeat business.
• Represent the hotel within local business organizations and tourism partners.
• Support brand initiatives and maintain compliance with Marriott standards.
• Champion a culture of service excellence and associate engagement.

Requirements

• Bachelor’s degree in Business Administration, Hospitality Management, Marketing, or related field (preferred). Equivalent experience will be considered.
• Minimum of 5 years of hotel sales experience in a full-service environment.
• Minimum of 3 years in a leadership role managing sales teams.
• Marriott brand experience strongly preferred.
• Experience with group, corporate, and catering segments required.
• Demonstrated success driving revenue growth and market share performance.
• Working knowledge of Marriott systems preferred, including CI/TY, One Yield, MarRFP, and GXP.
• Proficiency with Microsoft Office Suite.
• Strong business acumen, strategic thinking, communication, and presentation skills.
• Proven negotiation and relationship-building abilities.
• Ability to lead in a fast-paced, high-performance environment.
• Proven ability to coach, inspire, and develop talent.
• Analytical mindset with a focus on results and execution.
• Passion for hospitality and creating exceptional guest experiences.

Technologies

• CI/TY
• One Yield
• MarRFP
• GXP
• Microsoft Office Suite
• Microsoft Office

Compensation

$170,000 - $175,000 per year.

Location and Work Type

Santa Clara, CA (onsite). Ability to commute is required: Santa Clara, CA 95054.

Benefits

• Competitive salary and bonus opportunity
• Medical, dental, and vision insurance
• 401(k) plan
• Paid Time Off
• Company-paid life insurance
• Short- and Long-Term Disability
• Employee Assistance Program
• Marriott hotel discounts worldwide
• Professional development and career growth opportunities
• Supportive, people-first culture
• Employee discount
• Flexible schedule
• Dental insurance
• Health insurance
• Vision insurance