Director Sales and Marketing - Napa Hotel

Overview

Nestled in the heart of California wine country, this Napa Valley Marriott Hotel is a bold reimagining of luxury hospitality - a distinctive destination defined by its originality, sophisticated character, and the pursuit of the extraordinary. We are seeking an exceptional Director of Sales & Marketing (DOSM) to join our pre-opening leadership team. This is a rare opportunity to shape the commercial identity of a landmark luxury Napa Valley property from the ground up, building the strategy and revenue culture long before the doors open.

Reporting to the General Manager, the DOSM serves as the property’s chief commercial leader. You will be responsible for executing an integrated sales and marketing strategy that establishes our brand presence and drives top-line performance within the competitive Napa Valley landscape. The ideal candidate is an entrepreneurial, data-driven leader who thrives in pre-opening environments and brings a proven track record of driving market share and developing high-performing teams.

Responsibilities

Pre-Opening & Strategic Leadership

• Launch Strategy: Lead all pre-opening sales and marketing activities, including the development of the property’s strategic plan, budget, and commercial infrastructure (systems, CRM, and rate frameworks).
• Brand Positioning: Collaborate with Ownership, the GM, and CoralTree Hospitality’s regional teams to define brand positioning, competitive set strategy, and loyalty platform activation.
• Team Building: Recruit and mentor a high-performing sales and marketing team, establishing a results-oriented and guest-centric culture from the ground up.
• Infrastructure: Establish the hotel’s commercial infrastructure including CI/TY setup, competitive set strategy, and brand positioning in the Napa market.

Revenue Generation & Sales Management

• Total Revenue Ownership: Drive performance across all segments (Group, Transient, Leisure, and Catering) and oversee total revenue management in partnership with the Revenue Leader.
• Channel Optimization: Maximize Marriott’s demand engines, GDS, and OTA channels while building a robust portfolio of key accounts through proactive solicitation.
• Execution: Manage the full sales lifecycle—from lead response and contract negotiation to accurate forecasting and variance analysis for ownership.

Marketing & Brand Strategy

• Digital & Brand Presence: Oversee the hotel’s digital footprint, including website content, social media, and SEO/SEM strategies, ensuring alignment with Luxury Marriott standards.
• AI & Innovation: Leverage emerging AI tools to enhance marketing efficiency to optimize digital ad spend and predictive trend analysis.
• Campaign Development: Execute integrated marketing campaigns and asset development (photography/video) that capture the distinctive Napa Valley wine country experience.
• Partnerships: Drive brand awareness through strategic local partnerships with wineries, culinary brands, and destination organizations like Visit Napa Valley.

Market Intelligence & Revenue Strategy

• Strategic Analysis: Monitor market trends and competitive performance (STR) to adjust pricing and inventory strategies in weekly revenue meetings.
• Participate in weekly revenue strategy meetings; provide market context and sales perspective to inform pricing and inventory decisions.
• Business Planning: Maintain the annual Sales & Marketing plan and rolling forecasts, continuously evaluating new geographic and market segment opportunities.

Ownership & Stakeholder Relations

• Actively engage with ownership to communicate commercial performance, deliver on the property’s vision, and represent the hotel’s sales and marketing interests.
• Participate in executive committee meetings and contribute to broader property strategy and operational planning.
• Represent the hotel at trade shows, exhibitions, client events, tourism agencies, and industry organizations to build market presence and drive new business.
• Support CoralTree Hospitality GSO and champion portfolio-wide sales and marketing initiatives to drive innovation and cross-property synergies.
• Build and maintain strong relationships with peers, competitors, brand partners, and community stakeholders.

Team Leadership, Culture & Values

• Integrity & Empowerment: Recruit and lead with transparency, empowering team members to make autonomous decisions that align with the hotel’s goals and ethical standards.
• Performance & Coaching: Drive a high-performance culture by setting clear booking goals and providing consistent coaching in negotiation and closing techniques to ensure team success.
• Relationships & Professional Development: Foster a collaborative, accountable environment built on strong internal relationships, utilizing regular performance reviews and intentional career planning to support long-term growth.
• Innovation & Balanced Life: Encourage creative problem-solving and the use of new technologies while prioritizing a balanced life, ensuring the team remains energized, healthy, and focused on results.
• Culture of Excellence: Create an exceptional work environment that reflects our core values, where accountability is paired with genuine support for every individual’s success.

Qualifications

• Minimum 10 years of progressive hotel sales & marketing leadership in an luxury or upscale service environment; DOSM or equivalent experience required.
• Entrepreneurial and independent hotel mindset with strong communication and executive presence.
• Pre-opening hotel experience is strongly preferred.
• Proficiency with Marriott ecosystem (MGS, CI/TY, mHUB, DLZ) a significant advantage.
• Bachelor’s degree in Business, Marketing, Hospitality, or equivalent professional experience.
• Proven financial acumen: budget development, forecasting, and P&L accountability.
• Knowledge of the Napa Valley / Northern California market preferred.

As a valued member of the CoralTree team, you'll receive a comprehensive benefits package that includes:

• Competitive base salary plus performance-based bonus
• Team member complimentary room night program across the CoralTree portfolio
• Group medical, dental, vision, life, and disability benefits
• Pre-tax flexible benefit plan for healthcare and dependent care reimbursement
• Employee assistance program
• Paid time off and sick time
• 401(k) with company match
• Marriott Bonvoy associate travel benefits and access to Marriott’s global sales network and professional development resources.

Salary range: $165,000 - $185,000/yr. + bonus potential

Location: First Street, Downtown Napa, CA

This job posting will be open through June 15, 2026 or until the position has been filled.

Join us in creating unforgettable experiences for our guests, building vibrant communities, and shaping the future of travel and hospitality.

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