Market Director of Sales - Nashville, TN - 75% Travel

The Market Director of Sales is a critical leadership role in driving revenue performance across a designated group of hotels within a specific market. This position is responsible for developing and implementing strategic sales plans, leading on-property sales teams, and building strong relationships with hotel ownership and key business partners. Working closely with revenue, marketing, and operations teams, this leader ensures alignment and execution of commercial strategies across the portfolio.

The ideal candidate brings a strong background in hotel sales, excels in multi-property oversight, and thrives in a fast-paced, performance-driven environment. This role reports to the Regional Director of Sales and provides direct guidance to Area Directors of Sales, Directors of Sales, and Sales Managers.

Portfolio Leadership

• Oversee sales performance across multiple properties (extended-stay & select-service).
• Develop individualized commercial strategies for each hotel aligned with ARK standards and ownership goals.
• Partner with GMs, DOS/ADOS, and revenue management to maximize Occupancy, ADR, RevPAR, RGI, ESOC, and negotiated segment growth.
• Conduct regular onsite visits (75% travel) to train teams, audit sales processes, and execute market-specific selling.
• Lead weekly sales calls, performance reviews, and funnel management sessions.

Direct Selling & Business Development

• Actively source, negotiate, and close new business for assigned markets.
• Conduct sales blitzes, site tours, outside sales appointments, and community/Chamber networking.
• Target key extended-stay segments: construction, logistics, healthcare, government, relocation, manufacturing, and corporate negotiated accounts.
• Leverage tools such as ZoomInfo, Kalibri, STR, CoStar, and brand systems to identify demand opportunities.
• Build and manage key account relationships, expanding share across the portfolio.

Owner, Brand & Partner Relations

• Maintain strong and proactive communication with ownership groups—delivering weekly performance updates, strategy plans, and market intelligence.
• Collaborate with brand teams (Choice, IHG, Marriott, Sonesta, etc.) to utilize RFP programs, LNR opportunities, and sales resources.
• Lead or support business case submissions, RFP participation, and consortia involvement.
• Represent ARK at industry events, trade shows, and brand conferences.
• Leadership, Training & Culture
• Coach and mentor property DOS/ADOS teams, elevating sales skills, accountability, and ARK’s high-performance culture.
• Support the onboarding of new hotel sales leaders and provide ongoing development.
• Ensure adherence to ARK standards, SOPs, reporting expectations, and CRM utilization.
• Promote ARK values of relationship-driven leadership, operational excellence, and continuous improvement.

• 3–5+ years of hotel sales leadership experience, preferably above-property or multi-property.
• Strong background in extended-stay and select-service hotel operations.
• Proven track record of exceeding revenue goals and growing negotiated/extended-stay segments.
• Skilled in account-based selling, market analysis, and owner communication.
• Comfortable traveling up to 75% and working independently with high accountability.
• Excellent communication, presentation, and relationship-building skills.
• Proficiency with CRM systems, brand platforms, STR/CoStar/Kalibri, and MS Office.

At ARK, our vision is to positively impact, and our mission is to raise the bar on what relationships, reputation, and returns mean in hospitality. We are passionate about owner results with proven systems, talent, and intentional culture to fuel optimal outcomes. Get on board with all things ARK.