DOSM Luxury Hotel - Germany

Director of Sales & Marketing (DOSM)

COMPANIUM Hospitality, on behalf of a client

Position Overview

COMPANIUM Hospitality is conducting a confidential executive search on behalf of a prestigious luxury hotel for a Director of Sales & Marketing.
This role carries full commercial responsibility for the strategic positioning, global representation, and revenue performance of the property, in alignment with the ownership and executive leadership.

The Director of Sales & Marketing will lead and develop an integrated commercial team, drive top-line performance, strengthen the hotels market presence in the luxury segment, and ensure a consistent and compelling brand image across all channels.

Reporting Line

• Reports to: Managing Director

• Direct oversight of: Sales, Marketing, Events, Reservations, and Revenue Management

Key Objectives

• Overall commercial leadership and strategic positioning of the hotel in domestic and international markets

• Development and execution of a holistic Sales & Marketing strategy to maximize revenue, market share, and profitability

• Leadership, motivation, and development of a high-performing, multidisciplinary commercial team

• Development and maintenance of long-term client relationships, with a strong focus on the luxury segment

• Ensuring best-in-class internal and external presentation of the hotel brand

Key Responsibilities

Commercial Strategy & Performance

• Lead and continuously develop all commercial functions: Sales, Marketing, Events, Reservations, and Revenue Management

• Define and manage pricing strategies, distribution channels, and digital booking platforms

• Develop strategies for new business acquisition and market positioning

• Identify and penetrate new markets and client segments, including active prospecting (cold calls, telemarketing, roadshows)

• Build, manage, and nurture key accounts and long-term client relationships

• Prepare, implement, and monitor the annual Commercial Plan and Sales & Marketing Plan

• Manage international sales representatives and external agencies

• Analyze KPIs, market trends, and competitive landscape with strong sensitivity to different business cultures

Sales, Marketing & Brand Representation

• Deliver outstanding presentations during online meetings, virtual and physical site inspections

• Drive client loyalty initiatives and promotional activities (campaigns, packages, mailings)

• Oversee the use of social media and digital platforms to strengthen brand positioning

• Monitor competitors and actively network within the competitive set

Leadership & Team Management

• Lead, develop, recruit, and retain commercial talent across all functions

• Conduct weekly team meetings and participate in key executive and management meetings

• Foster a collaborative, performance-driven, and service-oriented culture

Operations, Reporting & Governance

• Oversee all sales channels and performance tracking using Opera reports and other relevant tools

• Support the Events team in revenue optimization and market intelligence

• Manage and control the commercial travel budget with accurate expense reporting

• Provide weekly reporting to the Managing Director

• Represent the hotel at national and international sales calls, trade fairs, and sales events

• Lead or contribute to special projects and cross-functional initiatives as required

Professional Qualifications & Experience

• Degree or professional qualification in Hospitality Management or a related field

• Several years of senior experience in Hotel Sales & Marketing / Commercial leadership, ideally within the 5 Superior / luxury segment

• Strong background in Field Sales, Marketing, and Revenue Management

• Proven ability to operate at a strategic and operational level simultaneously

• High level of personal credibility, leadership presence, and resilience under pressure

Skills & Personal Attributes

• Natural authority with an inspiring and confident leadership style

• Strong service orientation with a proactive, innovative, and creative mindset

• Excellent communication skills with internal teams, clients, and business partners

• Outstanding organizational skills and ability to adapt in dynamic environments

• High level of discretion, loyalty, and integrity

• Decision-making ability, diplomacy, and solution-oriented approach

• Professional, polished, and exemplary personal presentation

Technical Skills

• Strong command of Windows, MS Office, Outlook, CRM tools, Opera, and digital platforms

• Solid understanding of social media and digital marketing tools

Languages

• German: Excellent spoken and written proficiency

• English: Excellent spoken and written proficiency

• Additional languages are a strong asset

Additional Notes

The position requires flexibility and a strong sense of responsibility to support the hotel wherever operational needs may arise.
Any external communication, particularly with media representatives, must be coordinated in advance with executive management.
The role demands absolute confidentiality and trustworthiness at all times.