Area Director of Sales and Marketing

JOB SUMMARY

The Area Director of Sales & Marketing provides strategic leadership and support to sales teams across all brands within the Hawaii and French Polynesia market. The position is responsible for achieving property revenue goals, team booking pace goals, guest and associate satisfaction, and the financial performance of the sales function at each participating property. The role evaluates and supports each hotel’s participation in appropriate sales channels and resources, including GSO, Account Sales, and Revenue Management, and builds strong working relationships to maximize value for participating hotels. In partnership with property teams and centralized marketing resources, the Area Director develops and activates demand-generation initiatives tailored to the needs of the Hawaii market. The role oversees both the group and leisure segment teams to drive revenue and achieve the individual goals of all participating properties. Serving as the in-market representative for participating managed and franchised hotels, the role collaborates with the Vice President of Luxury Sales on market-wide initiatives and helps ensure alignment across the portfolio. In partnership with Sales and Marketing leadership, the Area Director shares accountability for hotel performance and supports each property in achieving its total sales and revenue objectives, improving market share, and advancing major change efforts across the region.
 

CANDIDATE PROFILE

Education and Experience 
 

Required
•    4-year degree from an accredited university in Business Administration, Finance, Accounting, Hotel and Restaurant Management, or related 
•    6 years of relevant professional experience in sales management or related function, demonstrating progressive career growth and pattern of exceptional performance.
 

Preferred
•    Hawaii market sales experience
•    Should not include more than 3 preferred qualifications
 

CORE WORK ACTIVITIES 

• Provide strategic sales leadership and oversight for participating managed and franchised hotels across Hawaii and French Polynesia, aligning market priorities with each property’s revenue, booking pace, market share, and profitability goals.
• Lead and develop the group and leisure segment teams, establishing clear priorities, performance expectations, deployment strategies, and accountability for achieving team and individual property goals.
• Evaluate hotel participation in GSO, Account Sales, Revenue Management, and other appropriate sales resources; strengthen relationships with these teams and ensure participating hotels receive measurable value from each channel.
• Partner with property leaders and centralized marketing resources to develop and activate demand-generation initiatives tailored to Hawaii and French Polynesia, including strategies that support need periods, priority segments, and market-wide opportunities.
• Serve as the in-market sales representative for participating managed and franchised hotels, providing market insight, advocating for property needs, and coordinating portfolio-wide sales priorities.
• Collaborate with the Vice President of Luxury Sales on market-wide initiatives, ensuring appropriate engagement, alignment, and execution across participating luxury and premium hotels.
• Monitor performance by hotel, segment, and sales channel; identify trends, risks, and opportunities; and guide timely adjustments to sales deployment, account focus, demand-generation activity, and resource allocation.
• Provide focused leadership and support to high-priority or underperforming hotels, partnering with property and discipline leaders to establish action plans, address performance gaps, and accelerate revenue improvement.
• Partner with Sales, Revenue Management, Marketing, and property leadership to align segment strategies, pricing and inventory priorities, promotional activity, and sales execution with changing market conditions.
• Build trusted relationships with General Managers, owners, franchisees, sales leaders, and other key stakeholders; facilitate balanced decisions that support individual hotel objectives and the long-term performance of the market.
• Communicate business trends, competitive intelligence, airlift and demand developments, and market events that may affect hotel performance; translate insights into clear sales actions for participating properties.
• Ensure consistent execution of company and brand sales strategies, standards, tools, and processes, while identifying and sharing best practices across properties and disciplines.
• Support hotel openings, conversions, and portfolio changes by establishing effective sales plans, team deployment, account coverage, and demand-generation strategies before and after transition.
• Champion major sales and organizational initiatives across the market, providing feedback to senior leadership and ensuring effective implementation, adoption, and sustained results.