Were looking for a seasoned Cluster Sales & Marketing Director to lead the commercial strategy for two hotels in Prishtina. You'll drive revenue across Rooms and F&B, shape long-term sales and marketing plans, and manage key accounts in local and international markets. This role requires strong leadership, solid hospitality experience, and the ability to guide a high-performing sales team while maintaining brand standards. If youre commercially minded, relationship-driven and confident in building market presence, this role is for you.

Purpose of the Job

The Sales & Marketing Director is responsible for providing leadership in all selling activities within both hotels to achieve property sales objectives through building strong long-term, value-based customer relationships. The role works closely with Rooms, Food & Beverage, and other revenue-generating departments to maximise sales through the activities of the Sales Department and other employees. The Sales & Marketing Director is also responsible for setting long-term marketing and pricing strategies to ensure proper brand positioning of the property in the market.

Main Responsibilities

Sales Strategy & Revenue

• Develop, implement, maximise, monitor and evaluate the hotels Sales Strategy (goals, tactics and actions) to achieve and exceed forecasted revenue figures in Rooms, Food & Beverage and all other revenue-generating departments.

• Prepare, utilise and update the Annual Sales Plan for both hotels, broken down by division and/or department.

• Prepare a Quarterly Sales Plan including sales accounts solicitation strategy and business trips plan; monitor monthly progress.

• Review sales files and systems to ensure correct booking procedures including group room history, contractual agreements, room block analysis, credit and payment documents.

• Manage all key sales accounts and groups, and evaluate them based on sales account analysis.

• Define and target domestic and international markets and develop appropriate solicitation strategies.

• Plan and execute sales trips and report to the General Manager on new potential market areas.

Marketing & Brand Positioning

• Develop the Hotel Marketing Plan aligned with Corporate Marketing Strategy and ensure Sales activities reflect this plan.

• Manage all hotel sales brand contacts, maintaining brand positioning and concept as agreed in the Annual Business Plan.

• Direct the development of special marketing plans for key accounts and unique situations.

• Work with the Marketing Communications Manager (if applicable) to develop the Marketing Communications Plan.

• Ensure all sales proposals, collateral, digital tools and sales communications follow brand standards and are up to date.

• Measure, interpret and evaluate the effectiveness of marketing activities.

Team Leadership & Communication

• Oversee preparation and update of the Departmental Operations Manuals.

• Conduct regular departmental communication meetings, briefings and performance reviews.

• Lead Sales & Marketing personnel, set performance standards, monitor performance, provide feedback and ensure employee engagement.

• Recruit Sales & Marketing employees and ensure training through on-the-job tools and follow-up sessions.

• Ensure employees understand and follow rules, policies, regulations, and safety/security procedures.

• Ensure results of the Employee Engagement Survey are communicated and necessary changes implemented.

• Promote open and collaborative relationships across all departments.

Operational & Financial Responsibilities

• Support the Finance Director with sales-related inputs for the Annual Business Plan.

• Analyse business performance to support accurate forecasting, involving relevant department heads.

• Proactively manage sales resources and departmental costs.

• Ensure adherence to all hotel, company and local rules regarding financial record keeping, money handling, licensing and timely financial reporting.

• Ensure best use of technology, including all sales and catering systems, with clean and accurate data.

• Ensure contracts signed by or on behalf of the Sales & Marketing Department follow hotel policies.

• Review room and banquet inventory weekly and formulate strategies for low occupancy periods.

Market Awareness & External Relations

• Constantly monitor and evaluate local, national and international market trends and competitors initiatives.

• Provide feedback to the General Manager/ExCom on market conditions and business development activities.

• Maintain strong community, business, political and social awareness relevant to hotel performance.

• Conduct regular visits to key customers and support Sales Managers when required.

• Entertain major and potential clients as needed.

• Attend major trade and travel functions to promote the hotels.

• Develop and supervise implementation of programs for proper execution of group meetings and functions.

• Ensure a high level of exposure for the hotel through direct sales, calls and written communication.

• Chair the daily Sales briefing.

Cross-functional Collaboration

• Work closely with Rooms, F&B, Finance and other departments to maximise revenue.

• Participate actively in weekly yield meetings and monthly strategic meetings to adjust sales and pricing strategies.

• Ensure Sales employees work supportively and flexibly with other departments.

• Contribute to management decisions as part of the Executive Committee.

Other Duties

• Fulfil responsibilities as requested by the General Manager and the President of the Hotel Management Company.

Job Requirements

Education
Bachelors or Masters degree in Marketing, Business Administration, Communication or related field.

Experience
Minimum 6 years of hotel sales & marketing experience, including at least 4 years in supervisory roles and 2 years in managerial positions.

Other Qualifications

• Excellent verbal and written English communication skills.

• Ability to read, analyse and interpret business reports and P&L statements.

• Ability to write reports, business correspondence and procedure manuals.

• Strong knowledge of the market and competitors.

• Effective presentation skills.

• Proficiency in Microsoft Office and other relevant systems.

• Strong leadership, communication, planning, organisation, problem-solving and decision-making skills.