Position Summary

The Director of Sales & Marketing is a dynamic leadership role responsible for driving top-line revenue, market share, and brand positioning for a large, full-service Marriott property in Puerto Rico. This individual will lead the sales, catering, and marketing teams in delivering innovative strategies, building strong customer relationships, and ensuring the successful positioning of the hotel in highly competitive markets. Prior experience with Marriott brand standards, opening new hotels, and managing sales for large convention or resort properties is essential.

Key Responsibilities

Sales Leadership

• Develop and execute comprehensive sales strategies to achieve revenue, ADR, RevPAR, and market share goals.
• Oversee group, business travel, leisure, and catering sales efforts across all segments and distribution channels.
• Build and maintain relationships with key corporate, travel trade, and leisure accounts, including Marriott Bonvoy partners, national accounts, and global sales offices.
• Lead weekly sales strategy and pipeline meetings to review performance, pace, and conversion by segment.
• Develop target account lists, conduct quarterly account reviews, and set call goals and sales activity KPIs for team members.
• Collaborate with Marriott Global Sales Organization (GSO) to maximize lead generation from key feeder markets.
• Monitor RFP performance (Lanyon/Marriott Stars) and respond strategically to win bids in high-value markets.
• Partner with the Catering Sales team to drive weddings, social events, and local corporate banquet business.
• Maintain an active presence in the local community and professional associations

Marketing & Brand Positioning

• Lead the integrated hotel marketing strategy encompassing digital, social media, content, PR, and brand campaigns.
• Manage the hotel’s online presence across Marriott.com, OTAs, Google Business Profile, TripAdvisor, and social channels.
• Develop email marketing sequences and CRM campaigns in partnership with Marriott’s Marketing Hub and internal CRM systems.
• Ensure alignment with Marriott’s global brand marketing initiatives, including Bonvoy Moments, seasonal campaigns, and regional promotions.
• Drive awareness and traffic to ancillary revenue outlets — F&B, spa, weddings, recreation — through dedicated campaigns and cross-promotions.
• Build partnerships with local CVBs, DMOs, airports, and attractions to secure inclusion in destination marketing initiatives.
• Manage the hotel’s reputation and review strategy, responding to reviews and ensuring brand voice consistency across platforms.
• Analyze digital KPIs (CTR, CPC, ROAS, engagement rates) and provide strategy input to optimize ad spend accordingly.
• Review photo/video shoots and influence collaborations to keep digital content current and on-brand.

Revenue & Performance Management

• Partner with Revenue Management and the GM to develop effective pricing, inventory, and distribution strategies.
• Participate in weekly Revenue Strategy Meetings (RSM) and translate pricing decisions into tactical sales actions.
• Oversee channel mix optimization, managing exposure between direct, OTA, and GDS channels to maximize profitability.
• Monitor daily pickup reports, STR performance, and competitive SETpricing, recommending tactical shifts as needed.
• Create forecasting models and performance dashboards for ownership, integrating data from Delphi, PMS, and One Yield.
• Establish ROI measurement frameworks for all campaigns — tracking conversion, cost per booking, and contribution margin.
• Manage and audit OTA profiles, content, and rate parity to maintain competitiveness and compliance.
• Develop annual Marketing Plans budget.
• Execute vital sales meetings to manage expectations and performance.
• Collaborate with eCommerce team on SEO and meta-search visibility initiatives.
• Implement upsell and cross-sell programs (F&B, upgrades, spa) to drive incremental spend per guest.

• Hire, train, and onboard all Sales & Marketing team members.

• Monitor sales productivity metrics (conversion %, revenue per sales manager, lead response time).
• Present monthly business review decks (MBR) summarizing market performance, campaign ROI, and future strategy to ownership and corporate.

Additional Tactical Responsibilities

• Maintain and continuously update sales collateral library (templates, presentations, rate sheets).
• Manage the hotel’s CRM hygiene — ensuring accurate contact segmentation, activity tracking, and follow-up protocols.
• Oversee photography rights and brand compliance for all marketing assets.
• Coordinate with Marriott Loyalty team to ensure property activation in Bonvoy email and mobile campaigns.
• Establish lead scoring and follow-up cadence for all inquiries.
• Drive cross-department collaboration with F&B and Operations for promotional alignment and guest experience continuity.
• Regularly audit guest journey touchpoints (confirmation emails, pre-arrival communications, on-site collateral) to ensure messaging consistency.
• Participate in budget planning, forecasting, and capital expenditure justification for marketing technology upgrades (CRM, website, signage).
• Ensure data protection and compliance across marketing and guest communications.
• Lead quarterly competitive audits — comparing rates, campaigns, and visibility across top 5 competitors.Top of Form

Qualifications

• Bachelor’s degree in hospitality, Business, Marketing, or related field (Master’s a plus) and/or 5 yrs of progressive sales & marketing leadership experience in large, full-service hotels (250 + rooms, group house).
• Proven success with Marriott International systems, tools, and brand standards.
• Knowledge of the Puerto Rican/ Caribbean market preferred, including group, leisure, and convention segments.
• Exceptional communication, negotiation, and presentation skills.
• Track record of exceeding revenue goals and driving market share growth.

Key Competencies

• Strategic sales leader with strong analytical and business acumen.
• Strong relationship builder with clients, partners, and stakeholders.
• Proven ability to thrive in fast-paced, highly competitive hospitality environments.
• Collaborative leader who inspires and develops high-performing teams.