Market Director Strategic Growth

Position Summary:

The PGHM Strategic Growth Team is a redesigned sales platform built to grow group, negotiated, and catering revenue across our portfolio. It brings sales leadership closer to our hotels: Area sales teams are paired with experienced leaders who sell alongside them, set growth strategy by segment, and are accountable for results at every hotel they support. Every role on the team shares one focus: growing top- line revenue for our hotels and owners.

The Market Director, Strategic Growth is part of the Enterprise Strategic Growth team and generates top- line revenue for the hotels they are assigned to. This is a flexible, full-cycle sales role: depending on each hotel's needs, the Market Director converts inbound leads with speed and precision, proactively prospects and develops new accounts, or does both at the same time. Assignments shift as hotel needs change, including sales vacancies, new hotel openings, and hotels that need additional support to close revenue gaps.

The ideal candidate is a proven hotel sales performer who is equally comfortable answering a lead and picking up the phone to find new business, manages multiple hotels without missing a detail, and keeps every lead, account, and booking organized and tied to the right hotel.

Essential Functions:

Reactive Lead Management & Conversion 

• Serve as the sales contact for inbound leads at assigned hotels — electronic leads (brand channels, Cvent, SPARK), emails, and phone calls
• Respond to all leads within 6 business hours; qualify each inquiry, match it to the right hotel, and convert it to confirmed business with urgency and accuracy
• Prepare accurate, compelling proposals and contracts, and follow up persistently on open inquiries to maximize conversion

• Capture additional revenue within each inquiry, such as meeting space, food & beverage, and extended stay opportunities

Proactive Sales & Business Development 

• Proactively prospect and develop new group, corporate negotiated, and catering business for assigned hotels when hotel needs call for it
• Grow existing accounts and work the hotel's open pipeline to help close business already in the funnel
• Manage relationships with key clients through virtual meetings, phone calls, and written communication
• Actively participate in RFP season, including submission, rate negotiation, and account setup for assigned hotels

Flexible Hotel Support

• Support multiple hotels at a time, with assignments that shift based on hotel and portfolio needs
• Provide sales coverage during sales vacancies and transitions, and support critical path assignments for new hotel openings
• Adjust the balance of reactive and proactive selling for each hotel based on direction from the Director, Enterprise Strategic Growth and the hotel's Commercial Strategy Plan

CRM Discipline & Hotel Communication 

• Keep every lead, account, activity, and booking accurately recorded and tied to the correct hotel in the sales system, including group pick-up and loading in brand and PMS systems as required
• Ensure a clean, complete handoff from contract to the hotel team, partnering with operations to service accounts
• Provide weekly recaps to the Director, Enterprise Strategic Growth, each hotel's GM, and the Area Regional or Area DOS as appropriate
• Attend revenue strategy calls and weekly one-on-ones as scheduled

Core Competencies

• Inbound lead conversion and speed to market
• Proactive prospecting and account development
• Flexibility to shift focus as hotel needs change
• Exceptional organization across multiple hotels, brands, and systems
• CRM accuracy and attention to detail
• Clear, professional written and verbal communication
• Negotiation and closing skills
• Self-management and independent work

Travel requirements

• Travel as needed for hotel assignments, new openings, and client meetings, approved by the Sr. Director, Enterprise Strategic Growth

Required Education & Experience 

• Bachelor's degree in Hospitality, Business, or a related field preferred, or equivalent experience
• 2+ years of hotel sales experience, ideally as a Director of Sales or Sales Manager
• Proven record of both converting inbound leads and generating new business
• Multi-property or area sales experience preferred
• Multi-brand and multi-CRM experience preferred; we will train on additional brands and systems
• Knowledge of Delphi, Salesforce, Cvent, MeetingBroker, Kalibri, ZoomInfo, and brand sales tools preferred