Director of Sales

Job Title:   Director of Sales

Hotels: The William Fell Baltimore, Tapestry Collection by Hilton and The Inn at Henderson’s Wharf, Ascend Hotel Collection

Department: Sales
Reports To: General Manager

Position Overview

The Director of Sales leads the overall sales strategy, revenue growth, and market positioning for two distinctive boutique hotels in Baltimore’s historic waterfront district: The William Fell Baltimore, Tapestry Collection by Hilton, and The Inn at Henderson’s Wharf, Ascend Hotel Collection.

This role provides strategic direction and hands-on leadership to a small, high-impact sales team, including an on-property Catering Sales Manager and a Remote Sales Manager. The Director of Sales is accountable for performance across group, catering, business travel, and negotiated corporate segments, while partnering closely with Operations, Revenue Management, and brand partners.

This position is ideal for a results-driven, relationship-focused sales leader who thrives in a dual-property environment, excels at coaching and accountability, and can balance big-picture strategy with targeted client engagement.

Key Responsibilities

Sales Leadership & Strategy

• Develop and execute comprehensive sales strategies to drive topline revenue across group, catering, business travel, and negotiated corporate segments for both properties.
• Lead, coach, and manage performance for the Catering Sales Manager and Remote Sales Manager.
• Establish clear goals, priorities, and accountability metrics for the sales team.
• Conduct regular sales meetings, pipeline reviews, and performance check-ins.
• Identify new revenue opportunities and emerging market segments aligned with each property’s positioning.
• Participate in proactive sales calls, outside appointments, and hotel site tours as needed.
• Oversee all RFP activity for corporate and business travel accounts.
• Maintain a strong understanding of market conditions, competitive landscape, and demand patterns.
• Collaborate with the General Manager and Revenue Management partners to optimize pricing, rate strategies, and inventory controls.
• Build productive relationships with Hilton and Choice GSO partners to capture brand-driven opportunities.

Revenue Management & Market Development

• Partner with Revenue Management to align sales strategies with demand, pricing, and inventory optimization.
• Oversee RFP strategy, account production, and performance for corporate and business travel segments.
• Monitor market trends, pace, and competitive positioning to adjust strategies as needed.
• Build and maintain relationships with CVBs, tourism organizations, and key local partners.

Key Account & Business Development

• Personally manage select high-value accounts, strategic partnerships, and complex group opportunities.
• Support negotiations and client engagement for key accounts and high-impact business.
• Represent both properties at networking events, trade shows, and industry functions.

Group & Event Oversight

• Provide strategic oversight of group and catering sales processes from inquiry through execution.
• Ensure accuracy and consistency in contracts, room blocks, group forecasts, and event details.
• Partner with Operations and F&B leadership to ensure seamless execution and high client satisfaction.
• Review group pace and pickup trends to proactively adjust strategy.

Administrative Oversight & Reporting

• Ensure accurate forecasting, reporting, and data integrity within CRM and PMS systems.
• Review weekly, monthly, and quarterly sales reports and pace analyses.
• Maintain compliance with brand standards, ownership objectives, and company policies.
• Oversee documentation related to contracts, amendments, deposits, and billing.

Marketing, Branding & Digital Presence

• Provide strategic oversight of marketing efforts for both properties in alignment with brand standards and ownership goals.
• Ensure a strong, accurate, and competitive digital presence across all channels, including brand sites, third-party listings, and local platforms.
• Oversee and maintain both properties’ vanity websites, ensuring current content, imagery, and clear calls to action.
• Partner with brand marketing teams, ownership, and approved vendors on promotions and digital campaigns.
• Align marketing initiatives with Revenue Management and Operations to support seasonal and need-period strategies.

Community Engagement

• Support local marketing initiatives, partnerships, and promotions.
• Represent the properties at community events, trade shows, and industry functions.
• Cultivate strong relationships with local businesses, CVBs, and tourism partners.

Qualifications

• Bachelor’s degree in hospitality, business, or related field preferred.
• Minimum 5+ years of hotel sales experience, ideally within boutique, lifestyle, or urban hotels.
• Proven experience managing group, catering, and corporate sales segments.
• Prior experience leading or mentoring sales team members strongly preferred.
• Strong knowledge of hotel sales systems, revenue strategies, and market analytics.
• Proficiency with hotel sales, CRM, and operational systems.
• Proficient with Microsoft Office products.
• Demonstrated ability to build, grow, and maintain client relationships.

Personal Attributes

• Strategic, collaborative leader with a hands-on management style.
• Results-oriented with strong accountability and follow-through.
• Confident communicator in high-level client and partner interactions.
• Comfortable managing multiple properties and remote team members.
• Positive, professional, and team-focused mindset.
• Adaptable and resilient in a lean, fast-paced environment.

Working Conditions

• Full-time role with a blend of on-property presence and flexibility based on business needs.
• Occasional evenings and weekends for client events and networking.
• Local travel for sales calls, site visits, and industry events.

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