JOB SUMMARY

Complex Director of Sales (CDOS) is responsible for leading and executing the overall sales and marketing strategy for Courtyard by Marriott and Hampton by Hilton, with the primary objective of maximizing revenue, profitability, market share, occupancy, ADR and RevPAR across both properties. This position provides strategic sales leadership while maintaining a strong hands-on presence in the marketplace. The CDOS will develop and maintain key business relationships, identify new revenue opportunities, oversee account production, manage sales activities and ensure that both hotels achieve or exceed their annual revenue and business objectives. The CDOS will champion a strong sales culture across both hotels and work closely with General Managers, Operations, Food & Beverage and other departments to ensure sales strategies are aligned with operational capabilities and overall financial objectives.

The CDOS will develop a comprehensive sales strategy that recognizes the unique positioning, market segments and revenue opportunities of each hotel while identifying opportunities to leverage the combined strength of the two-property portfolio, working closely with the Ottawa Conference and Event Centre.

This is a highly visible, results-oriented leadership position requiring an individual who is equally comfortable developing long-term strategy, analyzing performance data, building client relationships and personally soliciting and closing business.

The CDOS must be comfortable working in a fast-paced environment and managing multiple teams across two properties. The position may require flexible working hours, including evenings, weekends and holidays, based on business requirements, client events, trade shows and industry functions.

JOB RESPONSIBILITIES

Sales Leadership & Strategy

- Develop, implement and manage a comprehensive sales and marketing strategy for both hotels that supports annual budget and profitability objectives.
- Establish annual, quarterly and monthly sales goals for each property and monitor progress against targets.
- Identify opportunities to maximize the combined revenue potential of both hotels through cross-selling, account sharing and strategic lead referrals.
- Develop market-specific strategies for corporate, group, leisure, government, sports, meetings, events, extended stay and other appropriate segments.
- Direct and oversee all sales activities for both properties while maintaining an active personal sales presence.
- Champion a sales-driven culture throughout both hotels.
- Evaluate market conditions, economic trends, competitor activity and customer intelligence and adjust strategies accordingly.
- Develop strategies to increase occupancy, ADR, RevPAR and overall market share.
- Identify opportunities to shift business between the two properties based on availability, rate, market segment and hotel positioning.
- Ensure the sales strategy reflects the individual strengths and positioning of Hampton by Hilton and Courtyard by Marriott.

Revenue & Financial Performance

- Work closely with Opal & General Managers to maximize total revenue and profitability.
- Monitor and analyze occupancy, ADR, RevPAR, segmentation, pace and other key performance indicators.
- Review STR reports, competitive shopping reports, production reports and other market intelligence to identify opportunities and areas requiring corrective action.
- Develop and manage the sales and marketing budget for the two-property portfolio.
- Ensure sales activities generate profitable business and support budgeted revenue and flow-through objectives.
- Monitor account production and take appropriate action where accounts are not meeting agreed-upon production levels.
- Participate in annual budgeting, forecasting and business planning processes.
- Provide regular sales performance updates and recommendations to ownership and hotel leadership.

Business Development & Account Management

- Actively prospect, qualify, solicit and close new business for both hotels.
- Develop and maintain strong relationships with key corporate, government, group, travel trade, sports, meeting and event accounts.
- Establish an effective sales call program and ensure consistent contact with priority accounts and prospects.
- Conduct outside sales calls, client appointments, presentations, site inspections and property tours.
- Personally manage and develop high-value and strategic accounts.
- Negotiate rates, contracts and business terms within established company and brand guidelines.
- Respond to and manage RFP opportunities from appropriate channels, including CVENT, Meeting Broker, Ottawa Tourism and other applicable sources.
- Develop proposals and presentations that effectively communicate the value proposition of each property.
- Identify opportunities to convert business from competitors and increase market share.
- Maintain accurate records of all sales activities, account information, opportunities and client communications in the hotel's designated systems.
- Conduct regular account reviews and develop action plans to increase production and retention.
- Conduct post-event and post-stay follow-up to strengthen relationships and identify future business opportunities.

Group, Meetings & Events





- Develop group and meeting business that maximizes guest room and ancillary revenue.
- Work closely with the hotel's operational and event teams to ensure successful execution of group and meeting business.
- Identify opportunities to cross-sell accommodations and services between the two properties.
- Coordinate with Food & Beverage and event operations where business opportunities involve meetings, catering or other ancillary revenue.
- Conduct site inspections and presentations for meeting planners, corporate clients, sports organizations and other group buyers.
- Ensure proposals, contracts and event-related sales documentation are completed accurately and in a timely manner.

Leadership & Team Development

- Provide inspirational and effective leadership to the sales team.
- Establish clear expectations, goals and performance standards.
- Coach, mentor and develop sales team members to improve productivity and professional development.
- Conduct regular sales meetings, one-on-one coaching sessions and performance reviews.
- Monitor individual account production and sales activity.
- Provide guidance and support to sales team members in prospecting, negotiation, closing and account management.
- Foster collaboration and communication between sales, revenue management, front office, operations, food & beverage and other departments.
- Ensure required brand and company training is completed by the sales team.
- Promote accountability, professionalism and a positive sales culture across both properties.

Marketing & Brand Development

- Develop and execute property-specific and portfolio-wide marketing initiatives designed to generate qualified leads and revenue.
- Work within Hilton and Marriott brand standards and marketing programs while maximizing local market opportunities.
- Identify opportunities to increase the online visibility and direct revenue potential of both hotels.
- Monitor website performance, digital marketing activity and other relevant marketing channels.
- Support social media and promotional initiatives that enhance awareness and engagement.
- Develop relationships with tourism organizations, industry associations, meeting planners, corporate partners and community organizations.
- Represent both hotels at industry events, trade shows, conferences, networking events and community functions.
- Maintain strong knowledge of local and regional market trends and competitive activity.

Community & Industry Relations

- Develop and maintain strong relationships within the local business and hospitality community.
- Participate in industry associations, tourism organizations, chambers of commerce and other relevant organizations.
- Attend trade shows, sales missions, conferences and networking events as required.
- Represent both hotels professionally in the marketplace and serve as a key ambassador for the properties.
- Develop strategic partnerships that create opportunities for both hotels.

Reporting & Administration

- Prepare and review monthly sales reports and provide recommendations for future business strategies.
- Review production reports and identify trends, opportunities and concerns.
- Maintain accurate sales forecasts and pipelines.
- Monitor account production and ensure appropriate follow-up.
- Maintain accurate and current information within sales and CRM systems.
- Provide regular updates to General Management and ownership regarding sales performance, market conditions and future opportunities.
- Ensure all sales activities are documented and follow established company processes.
- Complete other duties, projects and assignments as required.

CROSS-PROPERTY SALES RESPONSIBILITIES

A key responsibility of the CDOS is to maximize the combined sales potential of the two hotels.

The Director will:

- Develop a coordinated sales strategy for both properties.
- Identify opportunities to refer business between Hampton by Hilton and Courtyard by Marriott.
- Sell the appropriate property based on the client's needs, dates, rates, room requirements and business objectives.
- Prevent unnecessary loss of business by identifying alternative opportunities within the two-property portfolio.
- Develop combined account strategies for companies that can utilize both hotels.
- Coordinate sales efforts to avoid duplication and ensure the best use of sales resources.
- Leverage the combined client database and market presence of both hotels while respecting brand requirements and established systems.
- Establish strong communication between the sales teams and operational leaders of both properties.

PERFORMANCE EXPECTATIONS

Success in this position will be measured through a combination of financial, sales and leadership results, including:

- Achievement of annual and monthly room revenue targets.
- Achievement of budgeted occupancy, ADR and RevPAR.




- Growth in market share and competitive positioning.
- New account acquisition and existing account retention.
- Group and corporate account production.
- RFP conversion and sales pipeline performance.
- Sales activity and client engagement.
- Achievement of sales and marketing budget objectives.
- Cross-selling and revenue generation between the two properties.
- Client satisfaction and retention.
- Sales team productivity and development.
- Effective collaboration with Revenue Management and Operations.
- Overall contribution to the financial performance of both hotels.

QUALIFICATIONS

- Minimum of 5 years of progressive sales experience within the hospitality industry, with demonstrated success in hotel sales.
- Previous experience in a Director of Sales, Senior Sales Manager, Complex Director of Sales, or comparable hospitality sales leadership role is strongly preferred.
- Experience working with a branded hotel, preferably Hilton and/or Marriott or another major hospitality brand.
- Demonstrated understanding of hotel operations, revenue management and hotel financial performance.
- Strong knowledge of corporate, group, government, leisure, sports and meetings market segments.
- Established relationships and contacts within the local and regional business community are considered an asset.
- Proven ability to develop and execute strategic sales and marketing plans that generate revenue and increase market share.
- Demonstrated success in prospecting, negotiating, closing and retaining business.
- Experience managing and developing key corporate, group and strategic accounts.
- Proven ability to analyze market conditions, competitive activity and sales performance data to identify opportunities and develop appropriate strategies.
- Strong understanding of occupancy, ADR, RevPAR, market share, segmentation and other key hotel performance indicators.
- Strong leadership, coaching and team-building skills, with the ability to motivate and develop sales team members.
- Excellent verbal and written communication skills.
- Strong presentation, negotiation, networking and relationship-building skills.
- Highly organized with excellent attention to detail, follow-through and time-management skills.
- Strong analytical and financial skills, with the ability to interpret sales, revenue and market performance reports.
- Ability to manage multiple priorities and sales initiatives across two hotel properties.
- Ability to work independently while collaborating effectively with General Management, Operations, Food & Beverage and other departments.
- Strong computer proficiency, including Microsoft Office, Word and Excel.
- Experience with hotel sales, customer relationship management (CRM), property management and sales systems.
- Familiarity with Hilton PEP and Marriott Power of M is considered an asset.
- Knowledge of other hospitality sales and revenue systems, including CVENT, Meeting Broker, MARSHA, One Yield, Delphi, Vision, Room Viewer or similar platforms, is considered an asset.
- Ability to learn and effectively utilize brand-specific systems, technology and reporting tools.
- Demonstrated ability to use sales and performance data to identify business opportunities, monitor account production and support revenue growth.
- Bilingualism in English and French is considered an asset.
- Must be available to attend evening and weekend events, trade shows, client functions and industry activities as required.
- Must be willing to travel locally and occasionally outside the market for business development, sales missions, trade shows and industry events.
- Must maintain a professional appearance and demeanor when representing both hotel brands and the ownership company.
- Commitment to providing an exceptional guest and client experience.
- Ability to work effectively under pressure in a fast-paced, results-oriented setting.
- Demonstrated commitment to teamwork, accountability, professionalism and achieving company goals.

HCC (Ottawa) LP. is an equal opportunity employer and is committed to providing equal employment opportunities to all individuals without regard to race, ancestry, place of origin, colour, ethnic origin, citizenship, creed, sex, sexual orientation, gender identity, gender expression, age, record of offences, marital status, family status, disability, or any other characteristic protected by applicable legislation.

We celebrate diversity and are dedicated to creating an inclusive work environment where everyone feels valued, respected, and empowered to contribute to our mission.

We encourage qualified individuals from all backgrounds to apply for available positions and join us in our pursuit of excellence.

We will accommodate the needs of applicants under the Ontario Human Rights Code, the Accessibility for Ontarians with Disabilities Act, 2005, and any other applicable legislation throughout all stages of the recruitment and selection process. If you require support/accommodation during the hiring process, please contact our Human Resources Department at [email protected].

#HCCHiring

Pay: $90,000.00-$100,000.00 per year

Benefits:

- Dental care
- Discounted or free food
- Employee assistance program
- On-site parking
- Paid time off
- Vision care

Work Location: In person

📌 Complex Director of Sales - Hilton/Marriott (Ottawa)
🏢 HCC (Ottawa
📍 Ottawa