Marriott International

Director of Sales

Marriott International • $125K — $150K *
Los Altos, CA 94024In-Person
Hospitality & Recreation
Less than 5 years of experience
Today
Be an Early Applicant
Job Overview by Ladders

Qualifications

  • 5+ years of hotel sales experience with a proven track record in revenue generation.
  • Strong knowledge of market analysis and pricing strategies.
  • Excellent relationship-building skills with clients and industry partners.
  • Demonstrated ability to manage and grow accounts effectively.
  • Familiarity with RFP processes and negotiation tactics.
  • Ability to exercise independent judgment and influence key decisions.

Responsibilities

  • Own and execute the hotel’s overall sales and commercial strategy.
  • Prospect and secure new business through networking and relationship development.
  • Manage and grow assigned accounts to enhance revenue performance.
  • Evaluate and negotiate group and corporate business opportunities.
  • Monitor and adjust sales strategies based on market conditions and demand trends.
  • Represent the hotel in external engagements to strengthen its market presence.
  • Guide and support sales coordinators to align with commercial objectives.

Benefits

  • Medical coverage with a Health Savings Account option.
  • Dental and vision insurance plans.
  • Critical illness coverage.
  • 401K retirement plan with a 4% company match.
Full Job Description
Job Description

Additional Information: This hotel is owned and operated by an independent franchisee, Johnson Hospitality. The franchisee is a separate company and a separate employer from Marriott International, Inc. The franchisee solely controls all aspects of the hotel's employment policies and practices, including hiring, firing, discipline, staffing, compensation, benefits, and all other terms and conditions of employment. If you accept a position at this hotel, you will be employed by a franchisee and not by Marriott International, Inc.

Job Summary:
  • Own overall commercial and sales strategy for the property, including business mix, demand creation, account prioritization, and segment performance.
  • Actively prospect, originate, and secure new business through direct client engagement, relationship development, sales calls, site tours, networking, and market outreach.
  • Develop, manage, and grow assigned accounts and negotiated business with accountability for revenue performance and long-term relationship value.
  • Maintain ownership of defined market segments and pipelines, including forecasting, opportunity prioritization, and conversion strategy.
  • Independently evaluate, negotiate, and recommend acceptance or rejection of group, corporate, and negotiated business based on revenue opportunity and business risk.
  • Own the strategic evaluation of RFP opportunities, including pricing strategy, displacement analysis, contractual risk assessment, and margin impact.
  • Exercise independent judgment in partnership with the General Manager and Revenue Management regarding rate positioning, inventory controls, restrictions, and market response.
  • Monitor competitive market conditions, demand trends, and industry activity; proactively adjust sales strategy to protect and grow market share.
  • Influence pricing, inventory, and distribution decisions through market intelligence, client feedback, and revenue analysis.
  • Represent the hotel externally with key clients, industry partners, brand representatives, and community organizations to strengthen market presence.
  • Participate in revenue meetings, business reviews, forecasting discussions, and planning sessions as the senior commercial leader for the property.
  • Provide direction, prioritization, and oversight to Sales Coordinators and other support roles, as applicable, to ensure alignment with commercial objectives.
  • Own overall commercial strategy for the property, including business mix, demand generation, and account prioritization.
  • Create and execute proactive sales strategies to generate new demand and drive long-term revenue growth.
  • Independently evaluate, negotiate, and recommend acceptance or rejection of group, corporate, and negotiated business.
  • Lead strategic RFP evaluation, including pricing strategy, displacement analysis, contractual risk assessment, and margin impact.
  • Exercise independent judgment in partnership with the General Manager and Revenue Management on rate positioning, inventory strategy, and market response.
  • Represent the hotel externally with key clients, industry partners, and community stakeholders to strengthen market presence.
  • Monitor competitive market conditions and proactively adjust sales strategy to protect and grow market share.
  • Influence pricing, inventory controls, and distribution strategies based on market demand and revenue goals.
  • Provide leadership and direction to sales support roles where applicable, ensuring alignment with commercial objectives.
  • Work on administrative or clerical tasks, such as data entry, system updates, rate loading, and rooming lists. Self-managing these items may occur on an incidental basis, but are not the primary duty of the role and are delegated to the front desk and clerical staff, where resources exist
  • Always have a friendly and welcoming demeanor when interacting with our guests and use the L.E.A.R.N Model for all guest recovery incidents that occur.
  • Develop and maintain the social media presence of the hotel
  • Responsible for knowing and following quality assurance standards for the department
  • Responsible for knowing hotel emergency procedures, as well as knowing and following all quality assurance and brand standards for the hotel.
  • Responsible for following all hotel safety guidelines and requirements.


The primary duty of the Director of Sales is to independently drive hotel revenue through strategic sales leadership, market analysis, pricing influence, and demand creation. This role requires the regular exercise of discretion and independent judgment on matters of significance that materially impact the financial performance of the property.

We offer competitive medical with an HSA option, dental, vision, critical illness and a 401K with a 4% match.

frnch1

About Marriott International

Marriott International is a hospitality company with more than 3,900 properties around the world. Marriot International opened its first hotel in 1957 and operates franchises worldwide. The company’s headquarters is based in Maryland and employees nearly 200,000 people worldwide.   The company was founded by J. Willard and Alice Marriott in 1927 by opening a root beer stand in Washington D.C.

Marriott International Careers

Join the vibrant team at Marriott International, the global leader in hospitality, where career opportunities abound and the potential for growth is limitless. As part of our commitment to innovation and leadership in the industry, we are continuously seeking passionate, creative, and driven individuals to join our diverse team. Work You’ll Do At Marriott International, you will be part of a culture that values diversity, leadership, and professional development. Engage in meaningful work that enhances the travel experience of each guest while fostering a positive environment where all team members can thrive. Our team at Marriott International leads the way in delivering exceptional service and innovative hospitality solutions. With a variety of job opportunities ranging from front-line roles to executive positions, you can find the perfect match for your skills and career ambitions. Marriott International’s commitment to growth and innovation means we are always on the lookout for dynamic professionals to join our team. Whether you are seeking your first job, looking for a challenging leadership role, or aiming to specialize in hospitality management, Marriott offers unparalleled employment opportunities. Internship and Training Programs Kickstart your career with Marriott International’s internship programs. These opportunities provide invaluable industry experience and a chance to develop essential skills in a real-world setting. Interns at Marriott are treated as integral members of the team and are involved in projects that make a tangible impact on the company. In addition to internships, we offer comprehensive diversity training and professional development programs that prepare you for future leadership roles within the company. Our training programs are designed to enhance your capabilities and ensure you are equipped to meet the challenges of the evolving hospitality landscape. Benefits and Career Growth Marriott International believes in rewarding our employees for their dedication and hard work. We offer a competitive benefits package that includes health, vision, and dental insurance, employee discounts, and more. Moreover, we are committed to the professional growth of our employees. Career advancement at Marriott is not just a possibility—it is a priority. Join Our Team Explore the wide range of job opportunities at Marriott International. We are hiring across various departments, including management, customer service, culinary arts, and more. Bring your unique skills and perspective to our team, and help us continue to innovate and lead in the hospitality industry. Networking and Professional Development Stay connected and advance your career through Marriott’s extensive networking opportunities. Our professional community is designed to foster connections that can lead to career advancement and personal growth. Engage with leaders, gain industry insights, and build relationships that will support your career aspirations. Apply Now Ready to take the next step in your career? Search open positions that match your skills and interests on the Marriott Careers page. We look for individuals who are curious, team-oriented, and committed to excellence. Prepare your resume, sharpen your interview skills, and join one of the most respected names in the global hospitality industry. Stay Up to Date Keep informed with the latest career tips, company news, and industry insights from Marriott International. Join our community and discover how you can contribute to the world of hospitality and beyond. Explore job opportunities, embrace professional growth, and become part of a company that values innovation and leadership. At Marriott International, your career journey is just beginning.
Learn more about Marriott International
Size
120,000 employees
Market Cap
$46.5 billion
Industry
Hospitality & Recreation
Net Income
-$267 million
Founded
1927
5 Year Trend
-2.1%
Revenue
$10.5 billion
NASDAQ
MAR
* Ladders Estimates

Similar Jobs

Ad banner background

Get Ready For Your
Next Interview

More Jobs at Marriott International

  • Marriott International
    Director of Sales
    $125K — $150K *
    Los Altos, CA 94024 (Santa Clara County)
    Today
    Hospitality & Recreation
    In-Person
  • Director of Operations
    $100K — $120K *
    Overland Park, KS 66212 (Johnson County)
    3 days ago
    Hospitality & Recreation
    In-Person
  • Marriott International
    FLEX Senior Technology Analyst - ITAM
    $110K — $130K *
    Bethesda, MD 20817 (Montgomery County)
    3 days ago
    Information Technology
    In-Person
  • General Manager
    $80K — $95K *
    Columbia, SC 29223 (Richland County)
    3 days ago
    Hospitality & Recreation
    In-Person
  • Marriott International
    Director of Finance
    $110K — $130K *
    Leawood, KS 66211 (Johnson County)
    3 days ago
    Finance & Insurance
    In-Person

More Hospitality & Recreation Jobs

Find similar Director of Sales jobs:

NationwideLos Altos, CA