Hotel Sales and Marketing Manager hiring guide
A Hotel Sales and Marketing Manager coordinates how a hotel, lodge, camp, resort, or tourism property presents its offer, develops business relationships, and follows commercial activity. The work may combine sales planning, market segments, partner accounts, campaigns, content coordination, events, reporting, and collaboration with reservations and operations. The vacancy defines the channels, targets, team authority, and budget involved. This guide turns that work into a clear vacancy and a review plan based on evidence from the role, not an inflated list of requirements.
Local hiring context
This work appears in settings such as City and business hotels balancing corporate accounts, meetings, conferences, events, direct enquiries, rooms, and food and beverage business, Safari lodges and camps working with tour operators, travel planners, destination partners, conservation or community programmes, groups, and direct guests, Beach and city resorts managing leisure partnerships, weddings, events, groups, room nights, activities, seasonal campaigns, and local market relationships. Name the actual setting, department, and reporting line so applicants can understand the responsibility behind the title.
Typical responsibilities include Set an approved sales and marketing work plan around the property's segments, products, enquiry patterns, partner priorities, events, and available operating information, Guide sales activity, account follow up, proposals, site visits, campaigns, content requests, trade communication, and event or partner conversations within agreed authority, Review pipeline, enquiries, account notes, campaign activity, reservations information, and commercial reports, then highlight open questions or actions for the right team. Select the duties that belong to your vacancy instead of copying every task the title could possibly cover.
01
Set an approved sales and marketing work plan around the property's segments, products, enquiry patterns, partner priorities, events, and available operating information; Guide sales activity, account follow up, proposals, site visits, campaigns, content requests, trade communication, and event or partner conversations within agreed authority
Describe what the person will do repeatedly and what they will own themselves.
02
Segment planning that links a property's rooms, meetings, events, activities, food and beverage, or tourism products to a defined audience; Commercial judgement that separates a lead, proposal, conversation, option, and confirmed booking in reports and communication; Clear brief writing for campaigns, content, partners, events, sales teams, designers, agencies, and hotel departments
Separate essential skills from the ones your team can teach on the job.
03
An anonymised segment plan, account review, campaign brief, trade communication, pipeline report, event proposal, or sales and marketing calendar you managed; A senior manager or partner reference describing your planning, team coordination, client communication, reporting, or work across commercial and operating departments; A specific example of correcting public information, coordinating a campaign, handling a partner change, prioritising accounts, or aligning a proposal with actual availability
Ask for examples that can be explained or checked, not years of experience alone.
04
Hotel Sales and Marketing Manager experience may lead towards a commercial director or group sales role when your evidence covers wider portfolio planning and team leadership; A manager who adds reservations, revenue information, operations, partnerships, and digital channel experience may move towards broader hotel or tourism operations; Strong coordination across market planning, sales, marketing, and guest operations can support a general management pathway when a future vacancy matches that scope
Explain where the role sits in the team and the progression available when it is real.
A practical route from vacancy to review
Use a short set of criteria tied directly to the work, then record the evidence supporting each decision.
Start with responsibilities such as Set an approved sales and marketing work plan around the property's segments, products, enquiry patterns, partner priorities, events, and available operating information and Guide sales activity, account follow up, proposals, site visits, campaigns, content requests, trade communication, and event or partner conversations within agreed authority, then state the level of ownership.
Look for evidence such as An anonymised segment plan, account review, campaign brief, trade communication, pipeline report, event proposal, or sales and marketing calendar you managed and A senior manager or partner reference describing your planning, team coordination, client communication, reporting, or work across commercial and operating departments. Do not add a certificate that the work does not require.
Ask applicants about Explain how you would prioritise markets or accounts when a property has limited time, changing availability, and several competing requests and Describe how you would review a campaign or proposal before it reaches a client when reservations or operations have not confirmed every detail, then compare answers against the same criteria.
Start with the work that must be done. Skills such as Segment planning that links a property's rooms, meetings, events, activities, food and beverage, or tourism products to a defined audience and Commercial judgement that separates a lead, proposal, conversation, option, and confirmed booking in reports and communication can come from different backgrounds, so assess relevant evidence rather than relying on a previous title alone.
Include the pay range or arrangement when possible, along with any relevant accommodation, meals, transport, or benefits. Do not promise terms that are not confirmed.
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