Director of Sales & Marketing (DOSM)

About the Role

The Director of Sales & Marketing is the commercial engine of a luxury hotel. We are sourcing high-performing DOSMs who can build powerful sales pipelines, craft compelling brand narratives, and develop deep relationships with India's top corporate houses, travel agents, MICE buyers, and global distribution partners. In a world where luxury hotel guests have limitless choice, the DOSM's job is to make sure their property is always top of mind.

Key Responsibilities

1. Develop and own the hotel's annual Sales & Marketing plan, revenue targets, and business mix strategy
2. Lead a team of Sales Managers, Marketing Executives, and PR/Communications staff
3. Drive corporate accounts, MICE, wedding, and leisure segments through active solicitation and relationship management
4. Manage key OTA, GDS, and travel agency partnerships and SLAs
5. Build and protect the hotel's brand identity across digital, social, print, and PR channels
6. Represent the property at trade shows, roadshows, and MICE fairs (IBTM, IMEX, IT&CM, etc.)
7. Work closely with the Revenue Management team on pricing, channel strategy, and demand generation
8. Report on sales pipeline, lead conversion, and segment performance to GM and ownership

✅ Must Have

1. 12–18 years in luxury hotel sales with at least 4–5 years as DOSM or Sales Director at a 5-star property
2. Strong existing network of corporate accounts, travel agencies (TAAI, ADTOI, luxury TMCs), and MICE buyers
3. Demonstrated track record of revenue generation and account acquisition
4. Experience managing a full sales and marketing team
5. Strong understanding of digital marketing, social media, and luxury brand positioning
6. Excellent presentation, negotiation, and relationship management skills
7. Hotel Management degree or MBA from a recognized institution

⭐ Nice to Have

1. International hotel brand experience — Marriott, Hyatt, IHG, Four Seasons, Oberoi, Taj
2. Experience with destination weddings as a key revenue segment
3. Strong media and PR relationships — travel publications, luxury lifestyle media, influencer networks
4. Pre-opening hotel sales and marketing experience
5. CRM expertise (Salesforce, Delphi, Opera S&M)
6. Experience with luxury segment OTAs (Mr & Mrs Smith, Secret Escapes, Tablet Hotels)