Reports: Executive Director of Hotel Sales & Marketing
Location: Comfort Inn Martinsburg & Hampton Inn Martinsburg-South Inwood, West Virginia
Employment Type: Full-Time
Position Summary: The Director of Hotel Sales, Project Business Development is responsible for identifying, developing, and converting construction, infrastructure, industrial, utility, and other project-related business into extended-stay and group room revenue for the Comfort Inn Martinsburg and the Hampton Inn Martinsburg-South Inwood.
This is a proactive, field-based sales position with a primary office located at Comfort Inn Martinsburg. The Director is expected to be in the market identifying construction activity, visiting active jobsites, developing relationships with contractors and project decision-makers, and uncovering projects before hotel room needs have been finalized. The Director will work closely with each hotel’s General Manager to transition qualified opportunities into confirmed hotel business.
Success in this position requires someone who is comfortable prospecting in person, cold calling jobsites, researching upcoming development, building relationships with contractors, and consistently following opportunities from initial discovery through conversion.
Essential Duties and Responsibilities
Prospect for New Project Business
- Actively identify new sources of construction, project, industrial, infrastructure, and crew-related hotel business through both field activity and research.
- Establish a consistent weekly routine driving through industrial parks, commercial areas, developing corridors, and areas surrounding the hotels to identify visible construction activity and upcoming projects.
- Routinely prospect within approximately a 5–10 mile radius of each hotel, expanding the territory when a project represents significant room-night potential.
- Watch for signs of future room demand including construction trailers, contractor signage, heavy equipment, land clearing, building permits, fencing, survey activity, project announcements, and newly mobilized jobsites.
Projects to Identify Include
- Warehouses, distribution centers, and manufacturing plants
- Data centers and industrial facilities
- Plant expansions, shutdowns, and maintenance projects
- Equipment installations
- Highway, bridge, and utility projects
- Electrical, telecommunications, solar, and renewable-energy projects
- Hospital, healthcare, school, and college construction
- Apartment, residential, and commercial developments
- Municipal and government projects
- Renovation and redevelopment projects
Additional Selling Responsibilities
- Prospect for group business generated through sports teams and event generators.
- Support the sales efforts of the General Managers on sales initiatives and in-person calls, including identified Corporate Target Accounts.
- Participate in community networking events to establish a presence on behalf of the hotels and Aikens Group.
Knowledge, Skills, and Requirements
- Hospitality experience is helpful, but a demonstrated ability to prospect, build relationships, and close new business is equally important.
- Hotel sales, outside sales, business development, construction sales, staffing sales, or related experience.
- Experience developing new business through prospecting and cold calling.
- Strong relationship-building skills and strong verbal and written communication skills.
- Comfortable approaching new contacts in person and visiting commercial and construction environments.
- Ability to negotiate rates and business terms.
- Strong organizational and follow-up skills, with the ability to work independently.
- Basic proficiency with Microsoft Office and sales tracking systems.
- Valid driver’s license and reliable transportation.
Compensation
Base pay for this position ranges from $60,000 to $65,000, commensurate with experience. In addition to base compensation, this position is eligible for a quarterly bonus tied to revenue generated as a direct result of the Director’s sales efforts.
Team Member Benefits
This role is eligible for the standard Aikens Group Team Member Benefits package, including health, dental and vision insurance, life insurance, a 401(k) profit sharing plan with company match, paid time off and holidays, portfolio-wide employee discounts on hotel stays and apartment rentals, pool and fitness room access at any Aikens Group hotel, and annual recognition programs.