Director of Sales - Courtyard Raleigh/Cary Parkside Town Commons

Position Summary

The Director of Sales at Courtyard Raleigh/Cary Parkside Town Commons is responsible for leading all sales and marketing efforts for the hotel, developing strategies that increase revenue, grow market share, and build long-term customer relationships. This role works closely with the General Manager, revenue management, operations, and front desk teams to identify business opportunities, secure group and corporate accounts, and ensure every client experience reflects the Courtyard by Marriott brand standards.

Key Responsibilities

• Develop and execute strategic sales and marketing plans to achieve hotel revenue goals, occupancy targets, and market share growth.
• Proactively solicit, qualify, negotiate, and close business from corporate accounts, groups, meetings, associations, government, social groups, and local market segments.
• Build and maintain strong relationships with new and existing clients, community partners, travel managers, meeting planners, and key accounts.
• Lead account management efforts, including sales calls, client presentations, site tours, proposals, contracts, follow-up, and customer correspondence.
• Analyze market trends, competitor activity, demand patterns, and customer feedback to identify opportunities for revenue growth.
• Partner with the General Manager and revenue management team on pricing strategy, forecasting, business plans, promotions, and room revenue optimization.
• Coordinate with operations, front desk, housekeeping, food and beverage, and event teams to ensure booked business is communicated clearly and executed successfully.
• Maintain accurate sales activity, account notes, booking details, contracts, and reports in the hotel’s sales systems and customer relationship management tools.
• Prepare and submit weekly, monthly, quarterly, and annual sales reports, action plans, production reports, and forecasts as required.
• Represent the hotel at networking events, trade shows, community functions, sales blitzes, and industry events to strengthen the hotel’s visibility.
• Ensure all sales activities support Courtyard by Marriott service standards, brand expectations, and guest satisfaction goals.

Qualifications

• Minimum of 3 years of hotel sales, hospitality sales, business development, or related sales experience preferred.
• Previous leadership experience in hotel sales or a similar revenue-generating role strongly preferred.
• Bachelor’s degree in Business Administration, Marketing, Hospitality Management, or a related field preferred; equivalent experience may be considered.
• Proven track record of meeting or exceeding sales goals, revenue targets, and account production expectations.
• Strong knowledge of local market conditions, hospitality sales channels, corporate travel, group business, and revenue management principles.
• Experience with hotel sales systems, property management systems, customer relationship management tools, and Microsoft Office applications preferred.
• Ability to read, analyze, and interpret sales reports, budgets, forecasts, and market data.

Core Competencies

• Excellent verbal and written communication skills.
• Strong negotiation, presentation, and relationship-building abilities.
• Results-driven mindset with a focus on revenue growth and customer satisfaction.
• Ability to prioritize multiple accounts, deadlines, and sales opportunities in a fast-paced environment.
• Professional, polished, and service-oriented approach with clients, guests, and team members.
• Strong business acumen, attention to detail, and problem-solving skills.
• Ability to collaborate effectively with hotel leadership and cross-functional departments.
• Self-motivated, organized, and proactive in identifying and pursuing new business.

Physical Requirements & Work Environment

This position is based at the hotel and requires regular interaction with guests, clients, vendors, and hotel team members. The Director of Sales may be required to attend off-site sales appointments, community events, trade shows, and networking functions. Schedule flexibility is required and may include occasional evenings, weekends, or holidays based on business needs.

Equal Opportunity Employer: The hotel is committed to providing equal employment opportunities to all applicants and employees and maintaining a workplace that values professionalism, respect, and inclusion.

EDUCATION AND EXPERIENCE

1. High School diploma or general education degree (GED) is desired, but not essential.
2. Previous related experience preferred.

KNOWLEDGE, SKILLS, ABILITIES

1. Read & write English and perform mathematical computations such as adding, multiplying
2. Ability to effectively communicate with customers, utilizing tact and diplomacy when necessary.
3. Ability to carry objects on a tray without breaking or spilling.
4. Ability to follow directions accurately.

This position requires regular walking, standing, bending, reaching, and occasional lifting in support of hotel operations. The Director of Sales is expected to move throughout the property frequently, respond to operational needs in real time, and work in a guest-facing hospitality environment with varying levels of activity and noise.

1. While performing the duties of this job, the employee is required to stand, walk, talk, and hear. The employee is required to be on feet for large portion of the day/shift. The employee is required to stoop, kneel, or crouch; reach with hands and arms; use hands to finger, handle or feel tools or controls; must be able to lift and /or move heavy objects including tables and cases of food and beverage; must be able to lift approximately 20 pounds overhead.
2. Must be able to sustain constant mental and visual attention.

Phy Physical and Mental Demands and the Environmental Factors

Occasional (1 – 33% of the time)

Frequent (34 – 66% of the time)

Constant (67 – 100% of the time)

1. _C__ Requires bending or twisting
2. _C__ Requires walking and running
3. _F__ Requires kneeling, crouching, stooping or crawling
4. _C__ Requires repetitive movement
5. _C__ Requires standing
6. _C__ Requires using hands to handle, control, or feel objects, tools or controls
7. _O__ Requires working outside in all types of weather conditions
8. _O__ Subject to cuts, burns, and bruises
9. _O__ Ability to lift/move up to 50 lbs.

WORKING CONDITIONS

1. Kitchen environment, including hot areas, hot tools, hot plates, sharp knives and tools.
2. Dining room environment
3. Bar environment
4. Flexible schedule can vary from week to week; work required on weekends and holidays.