Director of Sales

Job Title:
Director of Sales

Hotels:
The William Fell Baltimore, Tapestry Collection by Hilton and The Inn at Henderson’s Wharf, Ascend Hotel Collection

Department:
Sales

Reports To:

General Manager

The Director of Sales is responsible for leading the overall sales strategy, revenue generation, and market positioning for The William Fell Baltimore, Tapestry Collection by Hilton and The Inn at Henderson’s Wharf, Ascend Hotel Collection. This role provides strategic direction and hands‑on leadership to a small sales team, including a Catering Sales Manager (on property) and a Remote Sales Manager, ensuring strong performance across group, catering, business travel, and negotiated corporate segments.

This position focuses on strategy, leadership, relationship development, and revenue optimization, while overseeing — rather than directly executing — the administrative and operational sales functions. The ideal candidate is a results‑driven sales leader who thrives in a dual‑property environment, excels at coaching and accountability, and can balance big‑picture planning with targeted client engagement.

• Develop and execute comprehensive sales strategies to drive topline revenue across group, catering, business travel, and negotiated corporate segments for both properties.
• Provide leadership, coaching, and performance management for the Catering Sales Manager and Remote Sales Manager.
• Establish clear goals, sales priorities, and accountability metrics for the sales team.
• Conduct regular sales meetings, pipeline reviews, and performance check‑ins.
• Identify new revenue opportunities and market segments aligned with each property’s positioning.
• Conduct proactive sales calls, outside sales appointments, and hotel site tours.
• Identify, qualify, and solicit new business to achieve or exceed revenue goals.
• Manage all RFP processes for corporate and business travel accounts.
• Maintain a strong understanding of market conditions, competitive landscape, and demand patterns.
• Collaborate with the General Manager and Revenue Management team to optimize pricing strategies, rate structures, and inventory controls.
• Engage with Hilton and Choice GSO’s to build relationships and capture new business opportunities.

• Collaborate with the General Manager and Revenue Management partners to optimize pricing, rate strategies, and inventory controls.
• Oversee RFP strategy and account production for corporate and business travel segments.
• Maintain a strong understanding of market trends, demand patterns, and competitive positioning.
• Build and maintain key relationships with brand partners, CVBs, tourism organizations, and local businesses.

• Personally manage and cultivate select high‑value accounts, strategic partnerships, and complex group opportunities.
• Participate in client sales calls, site tours, and negotiations as needed to support the sales team.
• Represent both properties at networking events, trade shows, and industry functions.

• Provide strategic oversight of group and catering sales processes from inquiry through execution.
• Ensure accuracy and consistency in contracts, room blocks, group forecasts, and event details.
• Partner with Operations and F&B leadership to ensure seamless execution and strong client satisfaction.
• Review group performance, pace, and pickup to adjust strategies as needed.

• Ensure accurate data entry, reporting, and forecasting within CRM and PMS systems.
• Review weekly, monthly, and quarterly sales reports, forecasts, and pace analyses.
• Maintain compliance with brand standards, company policies, and local regulations.
• Monitor…