Industry Update
Opinion Article18 January 2017

2017 Hotel Director of Sales Compensation Study – United States

By David Mansbach , Managing Director

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A recent compensation review of more than 250 Directors of Sales (DOS) from four- and five-star properties throughout the United States has resulted in AETHOS Consulting Group's Director of Sales Compensation Study.


According to AETHOS Managing Director David Mansbach, author of the study, "too many hotel organizations are losing out by not seriously considering the exponential value a great Director of Sales brings to the table. As hotel properties are fighting more than ever to capture market share, it is incredibly important to identify the strongest candidates and create compensation programs to attract and retain the best of the best."

Notable findings from the AETHOS Director of Sales Compensation Study include:

  • The highest paid Sales Directors across the United States are those working for luxury properties, receiving a median total cash compensation of USD $154,000.
  • Sales Directors in branded hotels earn a median total cash compensation package of USD $150,000 – USD $20,000 more than those executives working at independent properties
  • There is indeed a correlation between the size of the hotel and Director of Sales' compensation. Findings illustrate a significant jump in the median cash compensation based on property room count.

For more details about the findings of the DOS Compensation Study, please contact Dave Mansbach.


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Related Document


This report is designed to provide current and credible compensation trends, and it covers Director of Sales compensation information for 4- and 5-star properties across the United States. With more than 250 data points collected through our confidential survey, we received information from a diverse group of branded and independent hotel properties.
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David Mansbach

With over two decades within the hospitality industry as a consultant, investor and in hotel and restaurant operations, David’s experience is diverse. He graduated from the University of Hartford and started his career in sales & marketing at The Plaza Hotel in New York before embarking upon a career in hospitality consulting.

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