Complex Director of Sales & Marketing

Highgate Hotels is a premier real estate investment and hospitality management company widely recognized as an innovator in the industry. Established as a dominant player in major U.S. gateway markets such as New York, Boston, Miami, San Francisco, and Honolulu, Highgate has rapidly expanded its footprint into Europe, Latin America, and the Caribbean. The company boasts a portfolio of global properties with an aggregate asset value exceeding $20 billion and generates over $5 billion in cumulative revenues. Known for its expert guidance through all stages of the hospitality property lifecycle, including planning, development, recapitalization, and disposition, Highgate stands out with its bespoke hotel brands and proprietary revenue management tools that accurately identify and predict evolving market dynamics. This allows the company to consistently drive optimal performance and maximize asset value. Highgate's executive leadership team comprises some of the industry’s most experienced hotel management professionals, making the company a trusted partner for prominent ownership groups and major hotel brands worldwide. With corporate offices in London, New York, Dallas, and Seattle, Highgate maintains a strong global presence while delivering localized excellence.

The current job opportunity is for the position of Complex Director of Sales at one of Highgate’s flagship 645-room hotels located in Honolulu on the iconic Kalakaua Avenue. This prime location means the hotel benefits from proximity to the beach, vibrant dining, shopping, and entertainment options, providing an exceptional guest experience. The hotel emphasizes both relaxation—with guest amenities like towels and beach chairs for seaside enjoyment and a poolside experience with tropical refreshments—and adventure, with an on-site activities desk offering curated local experiences.

As Complex Director of Sales, you will play a pivotal role in leading and driving the top-line revenue strategy across various sales segments, including group business, volume transient, and catering. This senior leadership role requires a dynamic individual to stay ahead of market trends, track market share movement, and conduct ongoing competitive hotel analysis. You will be responsible for managing property sales teams focused on both rooms and catering services, ensuring that revenue targets and budgets are successfully met or exceeded. In addition, you will oversee the sales and marketing budget, guaranteeing that resources are effectively allocated to support revenue growth.

Your role will involve acting as the voice of the customer within the hotel, communicating key issues and concerns at all organizational levels to foster exceptional guest satisfaction and operational excellence. Proficiency in analyzing and utilizing Smith Travel Research (STR) data, financial profit and loss (P&L) reports, sales forecasting, group pace, and traditional hotel reporting is essential. You must possess the ability to translate complex market trends, demand drivers, and economic factors that impact hotel performance into actionable strategies. The role demands comprehensive review of the competitive set, SWOT analysis, and monitoring of new supply in the marketplace to maintain a competitive edge.

Developing and implementing targeted segment strategies, managing key accounts—both existing and prospective—and designing effective sales deployment and market assignments are core responsibilities. Your sales goals will be strategically crafted to align with budget and market share objectives. Additionally, managing group pace measurement, sales production goals, and the sales activity and travel schedules are key to maintaining peak performance standards.

This opportunity provides a challenging yet rewarding environment for a seasoned sales leader with a passion for hospitality and a proven track record of success. It combines strategic leadership with hands-on management in one of Hawaii’s most exciting hospitality markets, supported by a globally recognized company that values innovation, performance, and teamwork.