Director of Sales Marketing - #2170843

Reports to: General Manager

The Role

At Arthouse, we like a full house, a good introduction and a bright idea that turns into a booking.

We’re looking for a Director of Sales & Marketing who brings connections, creativity and commercial drive. Someone who can build Arthouse’s reputation within Glasgow’s design-led, upper-upscale lifestyle market and turn that reputation into profitable business.

You will own the hotel’s sales and marketing strategy and its delivery, working closely with the General Manager and revenue management. You’ll shape clear short-, medium- and long-term plans, with agreed targets, budgets and measurable outcomes.

You’ll be a team player with the confidence to work independently: building strong relationships, taking initiative and getting things moving without waiting to be asked. Just as comfortable shaping the commercial plan as rolling up your sleeves to deliver it, you’ll actively win business, host clients and support colleagues when the hotel needs you.

Success means stronger occupancy, healthy achieved rates, productive accounts and guests who choose to return. You’ll bring ideas, follow through and take ownership of the results.

What You’ll Be Responsible For

Commercial Accountability

• Deliver agreed sales and marketing targets, taking ownership of account production, pipeline conversion and return on investment.
• Develop a profitable mix of business across corporate, medical, entertainment, leisure, agency and group segments.
• Build a sustainable base of negotiated accounts and repeat business.
• Translate the hotel’s revenue objectives into clear account, segment and campaign targets, with actions and deadlines.
• Identify gaps against budget and booking pace early, implementing and tracking corrective action.
• Manage the sales and marketing budget, directing resources towards activity that demonstrates commercial value.

Strategic Planning

Develop and deliver an annual sales and marketing plan aligned with the hotel’s budget, positioning and operational capability.

• Short term — the next 90 days: maintain a rolling action plan addressing immediate revenue opportunities, need dates, enquiry conversion and gaps in booking pace.
• Medium term — three to twelve months: build account production, seasonal campaigns, partnerships and forward bookings to support the annual budget.
• Long term — one to three years: strengthen Arthouse’s market position, account portfolio, distribution mix and brand presence to support sustainable growth.
• Contribute to budgeting and forecasting with realistic, evidence-based assumptions about business secured and future opportunities.
• Maintain a forward commercial calendar covering prospecting, account contracting, campaigns, partnerships and local demand opportunities.
• Review progress regularly and adapt plans when results or market conditions change.

Proactive Sales & Business Development

• Personally lead prospecting, account acquisition and business development.
• Identify and secure relevant corporate accounts, travel management companies, production and entertainment business, agencies, DMCs and premium travel partners.
• Create account development plans with clear revenue potential, key contacts, actions and production targets.
• Manage opportunities from initial introduction through qualification, proposals, negotiation, conversion and repeat business.
• Maintain accurate account records and a live pipeline showing opportunity value, next actions and expected conversion dates.
• Review negotiated accounts against actual production, profitability and future potential.
• Deliver targeted sales activity to strengthen weaker weekdays, Sundays and seasonal trading periods.

Revenue Collaboration & Market Insight

• Work with the General Manager and revenue management to review booking pace, pickup, segment mix, competitor positioning and demand opportunities.
• Align negotiated rates, sales commitments, packages and promotions with agreed pricing and profitability objectives.
• Use account production, booking patterns and market intelligence to inform commercial decisions.
• Identify opportunities to improve achieved rate, length of stay, total guest spend and acquisition cost.
• Bring clear recommendations to commercial meetings and follow agreed actions through to completion.

Marketing, Brand & Direct Bookings

• Deliver an integrated marketing plan that builds awareness, generates demand and converts interest into bookings.
• Oversee website content, email marketing, social channels, sales materials and campaigns, working with appointed partners.
• Give campaigns clear objectives, audiences, budgets and measures of success.
• Grow direct bookings and repeat guest engagement through relevant content, offers and communications.
• Work with PR and creative partners to secure meaningful coverage and commercially relevant collaborations.
• Keep Arthouse’s identity consistent across every channel, accurately reflecting the guest experience.
• Review campaign performance and use the findings to improve future activity.

Relationships, Partnerships & Hosting

• Build productive relationships with corporate bookers, travel designers, agencies and relevant industry networks.
• Connect Arthouse with Glasgow’s creative, cultural, business and neighbourhood communities.
• Develop partnerships that generate room demand, guest spend or exposure to relevant audiences.
• Plan and host FAM trips, agency visits, site inspections and curated experiences with clear objectives and timely follow-up.
• Represent Arthouse confidently at trade events, networking opportunities and industry gatherings.
• Track the opportunities and business generated through partnerships, hosting and networking.

Hotel-Wide Revenue & Teamwork

• Work with operational colleagues and relevant partners, including Celentano’s, to develop viable packages, experiences and additional revenue opportunities.
• Support the commercial development of the lounge, suitable activations and private-use opportunities.
• Agree pricing, margins, delivery responsibilities and routes to market before launching offers.
• Involve operational teams early so commercial commitments can be delivered confidently.
• Play an active part in hotel life, staying close to the guest experience and sharing useful feedback with colleagues.
• Be willing to get involved and support the wider team when needed, while maintaining ownership of commercial priorities.

Leadership, Reporting & Delivery

• Work independently within agreed priorities, making informed decisions and seeking support where needed.
• Build open, constructive working relationships across the hotel and with external partners.
• Set clear expectations for any direct reports and appointed sales, marketing, PR or creative partners.
• Provide concise weekly updates on activity, pipeline movement, confirmed business and immediate priorities.
• Deliver a monthly commercial review covering performance against targets, expenditure, campaign results, risks and recovery actions.
• Follow commitments through to completion and raise barriers promptly, bringing proposed solutions.

How Success Will Be Measured

Objectives will be agreed with the General Manager and reviewed regularly, including:

• Revenue and room nights delivered against sales targets.
• Acquisition, production, retention and growth of key accounts.
• Qualified pipeline value and conversion.
• Business secured for identified need periods.
• Direct booking and repeat business contribution.
• Campaign and partnership return on investment.
• Delivery of agreed plans, budgets and commercial actions.

What We’re Looking For

• Proven experience in a senior hotel sales and marketing role within lifestyle, boutique or upper-upscale hospitality.
• A track record of delivering revenue targets and building profitable account portfolios.
• The ability to create and execute short-, medium- and long-term commercial plans.
• Strong relationships with relevant corporate, agency and travel partners, alongside the drive to develop new connections.
• Confidence with budgets, forecasting, pipeline management and performance reporting.
• A sound understanding of revenue management, distribution costs and hotel profitability.
• Experience delivering measurable marketing activity and supporting direct booking growth.
• A confident communicator, credible negotiator and natural host.
• A collaborative approach, with the judgement and self-motivation to work independently.
• A willingness to roll up your sleeves, get involved and help colleagues.
• Curiosity, initiative and the discipline to turn ideas into completed actions.
• An understanding that culture is how we show up every day.

Why Arthouse?

Arthouse is built on character, not convention.

We’re creating a hotel that feels part of the city, shaped by the people in it and chosen for its design, hospitality and experience.

You’ll have room to bring ideas, build relationships and make your mark, alongside a team that gets involved and cares about what we’re creating together.

Your role is to help make Arthouse established, talked about and consistently chosen—with the commercial results to match.