ARK Hospitality - Market Director of Sales

Responsibilities

• Oversee sales performance across multiple properties (extended-stay & select-service).
• Develop individualized commercial strategies for each hotel aligned with ARK standards and ownership goals.
• Partner with GMs, DOS/ADOS, and revenue management to maximize Occupancy, ADR, RevPAR, RGI, ESOC, and negotiated segment growth.
• Conduct regular onsite visits (75% travel) to train teams, audit sales processes, and execute market-specific selling.
• Lead weekly sales calls, performance reviews, and funnel management sessions.
• Direct Selling & Business Development:
• Actively source, negotiate, and close new business for assigned markets.
• Conduct sales blitzes, site tours, outside sales appointments, and community/Chamber networking.
• Target key extended-stay segments: construction, logistics, healthcare, government, relocation, manufacturing, and corporate negotiated accounts.
• Leverage tools such as ZoomInfo, Kalibri, STR, CoStar, and brand systems to identify demand opportunities.
• Build and manage key account relationships, expanding share across the portfolio.
• Owner, Brand & Partner Relations:
• Maintain strong and proactive communication with ownership groups—delivering weekly performance updates, strategy plans, and market intelligence.
• Collaborate with brand teams (Choice, IHG, Marriott, Sonesta, etc.) to utilize RFP programs, LNR opportunities, and sales resources.
• Lead or support business case submissions, RFP participation, and consortia involvement.
• Represent ARK at industry events, trade shows, and brand conferences.
• Leadership, Training & Culture:
• Coach and mentor property DOS/ADOS teams, elevating sales skills, accountability, and ARK’s high-performance culture.
• Support the onboarding of new hotel sales leaders and provide ongoing development.
• Ensure adherence to ARK standards, SOPs, reporting expectations, and CRM utilization.
• Promote ARK values of relationship-driven leadership, operational excellence, and continuous improvement.
• Build and maintain strong relationships with hotel owners and asset managers, acting as the primary point of contact for all sales-related communications and performance reporting.
• Drive revenue growth by developing and executing market-wide sales strategies across multiple hotel properties, targeting key accounts and high-value market segments.
• Lead and support hotel sales teams, providing strategic direction, daily operational guidance, and performance management to exceed sales goals.
• Oversee sales forecasting, budgeting, and planning, partnering with revenue management and hotel leadership to align with market trends and maximize profitability.
• Recruit, train, and develop top-performing sales talent, cultivating a high-performance culture focused on collaboration, innovation, and results.

Qualifications

• Minimum 3 years preferred 5+ years of hotel sales leadership experience, preferably above-property or multi-property.
• Strong background in extended-stay and select-service hotel operations.
• Proven track record of exceeding revenue goals and growing negotiated/extended-stay segments.
• Skilled in account-based selling, market analysis, and owner communication.
• Comfortable traveling up to 75% and working independently with high accountability.
• Excellent communication, presentation, and relationship-building skills.
• Proficiency with CRM systems, brand platforms, STR/CoStar/Kalibri, and MS Office.
• Proficient in hotel sales tools and CRM systems such as Delphi, CI/TY, Salesforce, or similar platforms.
• Bachelor’s degree in Business, Hospitality, or related field (or equivalent experience).
• Strong financial acumen with experience in sales forecasting, planning, and budget management.
• Demonstrated success in driving proactive sales efforts and securing new business.
• Must be able to travel up to 75% within the assigned market.