Manager of Revenue Strategy & Market Sales

Position Summary

Under general direction, this position guides revenue strategy for hotels within an assigned geographic market, leads the market sales team, and collaborates with multiple internal stakeholders to grow company revenues.

• Establish and communicate revenue strategies for individual hotels, including corporate rate tiers, group ceilings, retail rate structures, seasonality parameters, and pricing initiatives.
• Lead the market sales team to develop expert knowledge of key accounts, competitors, demand generators, top employers, and economic factors that influence hotel occupancy.
• Collaborate with National Sales & Corporate Partnerships, Groups & Meetings, Revenue Management, Business Development, National Call Center, Marketing, Regional Manager, and General Manager on market‑specific opportunities.
• Implement the Drury United, The Sales Difference philosophy and hold team members accountable for quarterly sales planning, sales funnel management, customer‑facing appointments, timely follow‑up, and accurate sales activity documentation.
• Identify and capture revenue opportunities within accounts that have potential for significant growth, both within the assigned market and across the brand.
• Lead proactive, creative exploration of chain‑wide opportunities to capture stakeholder interactions and increase market share.
• Oversee the Hotel Director of Sales and on‑site sales management for group destination hotels, leading daily business reviews, pipeline meetings, coaching, and optimization of meeting space and room‑to‑space ratios.
• Develop sales team members through performance reviews, coaching sessions, sales meetings, and annual performance evaluations.
• Ensure participation in industry education and networking groups to promote brand recognition and generate business leads.
• Build and maintain relationships with market‑level business‑to‑business partners, ensuring all contract aspects are implemented and ROI is measured.
• Analyze key performance indicators (e.g., STAR reports, revenue pace, mix, day‑of‑week performance, ADR, competitor demand, renovations) and implement actionable strategies to improve performance.
• Lead a daily management team consisting of the Hotel Director of Sales, Market Sales Executive, Sales Coordinator, and indirect support staff.

• Minimum of 3–5 years of outside sales and account management experience, preferably in hospitality.
• Minimum of 3–5 years of sales leadership experience or completion of a company leadership development program.
• Proficient computer skills, including Microsoft Office (Word, Excel, PowerPoint, Outlook).
• Excellent communication skills in English, both oral and written.
• Strong time‑management and organizational skills.
• Willingness and ability to travel up to 40% of the time and operate a vehicle for sales calls.

Equivalent to completion of four years of college (Bachelor’s Degree) in sales, marketing, business management, or a related field.

• Read, analyze, and interpret data and information.
• Write reports, business correspondence, presentations, procedures, and training materials for the sales discipline.
• Present information effectively and respond to questions from team members and customers.
• Calculate figures and perform basic data analysis, including percentages and budget projections.
• Travel up to 40% of the time.

Medical, dental, vision, prescription, life, disability, and Team Member Assistance Program. Company‑matched 401(k). Paid time off, flexible scheduling, hotel discounts, and free room nights. Quarterly and semi‑annual performance‑based bonuses. Mentorship, cross‑training, and developmental opportunities.

Drury Hotels is an Equal Opportunity Employer. Please refer to the EEO policy for inclusive hiring practices.