Regional Director of Sales and Marketing - Northwest Regon

Additional InformationJob Number26033411 Job CategorySales & Marketing LocationCourtyard by Marriott Palo Alto Los Altos, 4320 El Camino Real, Los Altos, California, United States, 94022 VIEW ON MAP ScheduleFull Time **Located Remotely?**Y Position Type Management Expiration Date: 05/01/2026 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. Director of Sales – Regional Cluster Summary Responsible for overall revenue strategy and performance for the assigned hotel cluster. Leads market positioning, segment strategy, pricing alignment, and business acceptance decisions. Directs and develops Area Sales Managers and Sales Coordinators' support to achieve revenue goals. Essential Functions Market segmentation & account ownership

• Establish and adjust segment ownership across the cluster based on performance, workload, and market opportunity.
• Lead strategy for National Corporate, Local Negotiated Corporate, and major group or social opportunities.
• Review segment production quarterly and realign resources as needed.

Lead management & RFP strategy

• Evaluate all leads and determine acceptance, pricing, concessions, and displacement strategy.
• Oversee cluster response strategy for Onesource, CVENT, Delphi, Engine, HotelPlanner, and brand systems.
• Ensure response time and conversion standards are met.

Revenue strategy & commercial decisions

• Partner with Revenue Management and General Managers to evaluate pace, need periods, and market conditions.
• Recommend pricing strategy, inventory controls, and business mix adjustments.
• Approve displacement decisions and high‑value business opportunities.

Weekly sales cadence

• Lead Monday pipeline review, including wins/losses, cross‑sell opportunities, and weekly goals.
• Distribute Friday pace and pickup reporting (5‑15).
• Hold team accountable for activity levels, conversion, new production, and need‑period performance.

Business reviews & performance management

• Lead cluster business reviews with General Managers and Revenue Management.
• Monitor market share, revpar index, segment mix, and budget performance.
• Adjust strategy based on performance trends.

Market development & relationships

• Conduct outside sales calls and maintain relationships with key accounts and decision makers.
• Participate in community, industry, and networking events to strengthen market presence.
• Conduct or participate in major site tours and client presentations.

Operations & client experience

• Maintain working knowledge of hotel operations, including Front Desk, Housekeeping, and Food & Beverage (if applicable).
• Meet and greet key clients and groups when on-site.
• Support guest recovery and service standards using company guidelines.

Commercial discipline & systems

• Ensure accurate production tracking, forecasting, and reporting.
• Oversee CRM utilization and account management discipline.
• Direct social media strategy and demand‑generation messaging (execution may be delegated).
• Monitor top account production and market trends.

Team leadership

• Create a sales environment conducive to learning, accountability, and performance.
• Provide coaching, direction, and performance management for Area Sales Managers.
• Ensure Sales Coordinator resources are effectively utilized for administrative support.
• Minimum 5+ years of progressive hotel sales experience, including leadership or cluster-level responsibility preferred.
• Strong knowledge of hotel sales strategy, market segmentation, revenue management fundamentals, and group and corporate sales processes.
• Experience working with hotel sales and CRM systems such as Delphi, CVENT, Onesource, HotelPlanner, or similar platforms preferred.
• Demonstrated ability to analyze market data, pace, and production reports to drive strategic commercial decisions.
• Proven leadership skills with the ability to coach, develop, and hold team members accountable for performance and results.
• Strong communication, presentation, and negotiation skills with the ability to represent the company with key clients and partners.
• Ability to manage multiple priorities and adapt to changing market conditions across multiple properties.
• Proficiency in Microsoft Office and standard business reporting tools.

Work Environment & Travel

• This position may be performed remotely; however, the individual must reside within the assigned market and be able to travel regularly to cluster properties, client meetings, and industry events.
• Regular local travel within the region is required. Candidates must be able to reliably travel to company properties and client locations as needed.
• Occasional evening or weekend availability may be required to support networking events, site visits, or client functions.

We offer competitive medical with an HSA option, dental, vision, critical illness and a 401K with a 4% match. The salary range for this position is $125,000 to $135,000 annually This company is an equal opportunity employer. frnch1