Director of Sales and Marketing Role in Hotels Outdated as Specialization Increases, Reveals Industry Analysis
📑 Apr 30, 2026 - The Director of Sales and Marketing (DOSM) role at hotels is facing challenges due to evolving specialization in the hospitality industry. Hiring takes longer and tenures average two years. Once a generalist position, the DOSM now coordinates specialized functions but lacks control over key areas like revenue management, distribution, and marketing. This has led to shortened tenures, difficulties in recruitment, and a call for a redesigned commercial structure. The DOSM role remains outdated, contrasting with the specialized commercial environment of 2026.
Share
