The Director of Sales & Marketing (DOSM) is responsible for leading the hotel's commercial strategy to maximize revenue, market share, and brand positioning across all revenue-generating segments. This role oversees Sales, Marketing, Digital Marketing, Public Relations, and Business Development, ensuring alignment with the hotel's business objectives and brand standards.
The DOSM develops and executes strategic sales and marketing plans, drives commercial performance, builds strong client relationships, and works closely with Revenue Management and Operations to deliver sustainable business growth and exceptional guest experiences.
Key Responsibilities
Commercial Strategy
- Develop and execute the annual commercial strategy and business plan to achieve revenue and profitability targets.
- Identify new market opportunities, business segments, and revenue streams.
- Monitor market trends, competitor activities, and economic conditions to adjust commercial strategies proactively.
- Collaborate with the General Manager and Revenue Management team on pricing, forecasting, and demand strategies.
Sales Leadership
- Lead and inspire the Sales team to achieve room nights, banquet, catering, corporate, leisure, MICE, wholesale, and group revenue targets.
- Develop key account strategies and maintain strong relationships with corporate clients, travel partners, event planners, and government agencies.
- Establish individual sales targets and monitor team performance through regular reviews.
- Participate in sales calls, client presentations, networking events, and industry trade shows.
Marketing & Brand Management
- Develop and implement integrated marketing campaigns that strengthen brand awareness and generate qualified business leads.
- Oversee digital marketing initiatives including website performance, SEO/SEM, email marketing, paid media, and social media.
- Ensure all marketing communications align with brand standards and positioning.
- Work with creative agencies and internal stakeholders to produce impactful promotional campaigns.
Revenue Generation
- Partner closely with Revenue Management to optimize occupancy, ADR, RevPAR, and total hotel revenue.
- Drive demand across all hotel outlets, including rooms, restaurants, bars, events, and ancillary revenue streams.
- Review commercial performance regularly and implement corrective actions where necessary.
Business Development
- Identify strategic partnerships and collaborations to expand market presence.
- Develop initiatives to increase corporate accounts, MICE business, and long-stay opportunities.
- Maintain an active pipeline of prospective clients and monitor conversion rates.
Leadership & People Management
- Recruit, develop, coach, and retain a high-performing commercial team.
- Foster a collaborative and performance-driven culture.
- Conduct regular performance reviews and create development plans for team members.
- Promote teamwork across Sales, Marketing, Revenue Management, Reservations, and Operations.
Financial Management
- Prepare and manage the annual Sales & Marketing budget.
- Monitor departmental expenses and ensure effective return on investment for marketing activities.
- Produce monthly commercial reports, forecasts, and business reviews.
Stakeholder Management
- Build strong relationships with owners, brand representatives, tourism boards, corporate partners, and industry associations.
- Represent the hotel at networking events, exhibitions, and commercial functions.
- Support owner reporting and commercial presentations as required.
Compliance
- Ensure compliance with company policies, brand standards, legal requirements, and data protection regulations.
- Maintain accurate commercial records, contracts, and account management documentation.