Director of Sales

Managed by SMI Hotel Group, a growing hotel management company with upscale, full-service hotels in Virginia and Texas, Delta Hotels by Marriott Richmond Downtown is seeking an experienced, motivated, and results-driven Director of Sales to lead our sales team and drive revenue growth.

Located in the heart of Richmond’s financial district along the scenic James River, our hotel offers guests a distinctive blend of comfort, style, and urban adventure. Guests can enjoy our casual restaurant and bar, take advantage of our extensive fitness facilities, or explore nearby outdoor activities such as kayaking and mountain biking. Shopping, dining, nightlife, historic Shockoe Slip and Shockoe Bottom, and the headquarters of many of Richmond’s leading companies are all just blocks away.

With more than 13,000 square feet of flexible meeting and event space accommodating groups of 5 to 500, the hotel is an ideal destination for business meetings, conferences, weddings, and special events. The property is also in the final stages of a multimillion-dollar renovation, creating an exciting opportunity to showcase our refreshed offerings and expand our market presence.

Position Overview

The Director of Sales is responsible for leading the hotel’s sales and marketing efforts, developing strategic initiatives to maximize revenue and profitability, and building a high-performing sales team. This role combines hands-on business development with strategic planning, account management, revenue optimization, and team leadership.

Working closely with the General Manager and Vice President, the Director of Sales will develop and execute the annual sales and marketing plan, establish revenue goals, identify new business opportunities, and strengthen relationships with existing clients. The successful candidate will have a strong background in hotel sales, a passion for developing talent, and a proven ability to achieve measurable results in a competitive market.

Key Responsibilities

• Sales Leadership: Direct and manage group, transient, and catering sales activities to achieve revenue, occupancy, and profitability goals.
• Business Development: Personally prospect, solicit, negotiate, and secure new business within assigned market segments while growing existing accounts and increasing the hotel’s market share.
• Strategic Planning: Partner with the General Manager and Vice President to develop the annual sales and marketing plan, revenue budgets, forecasts, and strategies aligned with the hotel’s financial objectives.
• Revenue Optimization: Monitor occupancy, average daily rate (ADR), revenue per available room (RevPAR), revenue generation index (RGI), room-night production, and other key performance indicators to identify opportunities and maximize results.
• Market Analysis: Analyze market trends, competitor performance, customer demand, and business mix to identify growth opportunities and develop effective sales strategies.
• Team Development: Lead, coach, mentor, and motivate the sales team, establishing clear expectations and accountability for individual and departmental performance.
• Account Management: Guide the sales team in developing, soliciting, and maintaining relationships with key accounts across corporate, group, social, and other relevant market segments.
• Sales and Marketing Initiatives: Develop and execute creative sales initiatives, sales blitzes, special events, property tours, and presentations to increase awareness and generate business.
• Pricing and Forecasting: Collaborate with hotel leadership and revenue management to evaluate competitive pricing, group ceilings, demand patterns, and business mix to optimize revenue and profitability.
• Performance Reporting: Review STAR reports, Hotelligence, sales activity reports, forecasts, and other performance data to assess results and adjust strategies as needed.
• Industry Engagement: Represent the hotel at local and national trade shows, networking events, industry functions, and client meetings to build relationships and generate new business.
• Communication and Collaboration: Maintain strong working relationships with hotel leadership and other departments to ensure sales strategies are effectively implemented and guest and client expectations are met.
• Management Support: Conduct regular sales meetings, participate in revenue and management meetings, and serve as Manager on Duty during assigned shifts.

Qualifications and Experience

• Minimum of seven years of combined experience in hospitality or hotel sales and marketing, including direct supervisory experience leading a sales team, or an equivalent combination of education and experience.
• Previous hotel sales leadership experience with a demonstrated ability to generate new business, grow existing accounts, and achieve revenue targets.
• Marriott brand experience preferred.
• Strong leadership, coaching, communication, negotiation, and relationship-building skills.
• Demonstrated ability to develop and execute sales strategies, manage budgets, analyze performance data, and achieve financial objectives.
• Proficiency in Microsoft Word, Excel, and hotel sales systems; experience with Delphi preferred.
• Strong organizational skills, attention to detail, and the ability to manage multiple priorities in a fast-paced environment.
• Ability to collaborate effectively with hotel leadership, operational departments, clients, and industry partners.
• Flexibility to work evenings, weekends, and other hours as business needs require.
• College degree preferred.

Compensation and Benefits

At SMI Hotel Group, we believe our associates are the foundation of our success. We are committed to attracting and retaining talented professionals who share our passion for hospitality, exceptional service, and continuous improvement.

Our comprehensive benefits package includes:

• Health, dental, and vision insurance
• Paid Time Off
• 401(k) plan with company match
• Hotel discounts
• Paid holidays
• Early access to earned wages
• Company-paid life insurance
• Company-paid short-term and long-term disability insurance
• Company-paid accident and hospital indemnity insurance

Join Our Team

If you are a strategic, hands-on sales leader who thrives on building relationships, developing talent, and driving results, we invite you to explore this opportunity with Delta Hotels by Marriott Richmond Downtown and SMI Hotel Group.

SMI Hotel Group is an Equal Opportunity Employer. We evaluate qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, or any other characteristic protected by applicable law.