Account Manager, Group Sales - North AmericaMillennium Hotels & Resorts - CorporateReports To: Key Account Director, Groups & Meetings
Location: Chicago, IL Boston, MA Denver, CO
Employment Type: Full-time
Salary Range: $95,000 - $110,000 annually
Your ImpactYou will help strengthen Millennium's regional sales performance by developing strategic account relationships, generating new group business opportunities, and increasing production from existing partners.
Through proactive account management, effective lead distribution, and close collaboration with hotel sales teams, you will help improve inquiry response times, increase conversion rates, and maximize group revenue opportunities across the Americas.
Your ability to identify market opportunities, develop client partnerships, and execute targeted sales strategies will contribute directly to the commercial success of our hotels.
What You'll Be DoingStrategic Account Management & Business Development- Manage a portfolio of approximately 100 third-party group sales partners, including selected accounts transitioned from the Key Account Director.
- Identify, prospect, and develop new direct corporate group accounts across targeted industries, prioritizing organizations with the potential to generate business across multiple hotels.
- Drive incremental group and meetings revenue by increasing production from existing accounts and developing new business opportunities throughout the Americas and internationally.
- Build and maintain strong relationships with clients at all levels, from meeting planners and booking contacts to senior-level decision-makers.
- Develop and implement strategic account development plans for key producing and target accounts.
- Identify opportunities to expand Millennium's market presence and strengthen relationships with strategic corporate clients and third-party partners.
- Conduct regular account reviews to evaluate production, identify opportunities, and establish future sales objectives.
Sales Strategy & Revenue Growth- Develop and execute a rolling sales action plan aligned with assigned revenue targets, tracking monthly activity, results, and performance.
- Lead quarterly business reviews with managed accounts and RFP platform partners, evaluating production, activity levels, and future business opportunities.
- Utilize market intelligence, prospecting tools, and industry research to identify and prioritize accounts with multi-hotel group potential.
- Organize and deliver client presentations, product webinars, and training sessions in collaboration with key hotel teams.
- Work closely with hotel Directors of Sales & Marketing to identify need periods, develop tactical offers, and implement targeted sales incentives.
- Monitor group inquiry response times and inquiry-to-contract conversion rates, partnering with hotels to identify opportunities to improve sales effectiveness and win rates.
- Manage client inquiries, group requests, proposals, contract questions, and client concerns in a timely and professional manner.
- Conduct competitor analysis to identify market trends, competitor business levels, promotional activity, and property renovation plans.
- Communicate relevant market intelligence and competitive insights to hotel Directors of Sales & Marketing and General Managers.
Group RFP & Channel Management- Oversee assigned group RFP channels, including the shared RFP inbox, ensuring timely responses and appropriate distribution of leads to the hotels.
- Manage relationships with third-party RFP platforms and group sales partners to maximize lead generation and business opportunities.
- Partner with hotels to ensure accurate and up-to-date property information, content, and promotional details across RFP platforms.
- Monitor lead distribution and follow up with hotels to ensure opportunities are appropriately managed and converted.
- Identify opportunities to improve RFP response processes, lead management, and overall group sales performance.
- Support consistent communication and coordination between third-party partners and hotel sales teams.
Industry Representation & Client Engagement- Conduct regional sales trips and participate in client meetings, partner summits, trade shows, and industry events.
- Represent Millennium Hotels & Resorts at regional industry association meetings and events, leading regional meetings when assigned.
- Support the Key Account Director at major industry trade shows and client events, including appointment scheduling, lead capture, and post-event follow-up.
- Coordinate and support hotel showcases, brand sales events, and client engagement initiatives.
- Develop and maintain a strong professional network within the group and meetings industry.
- Identify opportunities to increase Millennium's visibility and strengthen its positioning among corporate group buyers and industry partners.
Communication & Cross-Functional Collaboration- Maintain regular communication with hotel Directors of Sales & Marketing and Group Sales teams to discuss business requirements, sales opportunities, timelines, and account responsibilities.
- Partner with hotel Revenue Managers and General Managers to identify revenue opportunities, understand market demand, and align sales activities with property needs.
- Build strong working relationships with the Global Sales Office team, hotel leadership, and corporate departments to support regional sales objectives.
- Prepare and present quarterly account reviews, statistical reports, production analysis, and performance updates.
- Work closely with Finance to resolve client account inquiries, billing concerns, commission questions, and outstanding payment issues.
- Communicate sales opportunities, market developments, and account activity effectively across the hotel portfolio.
- Foster a collaborative and results-oriented sales culture that encourages engagement, accountability, and strong hotel partnerships.
Systems, Reporting & Administration- Maintain accurate and current client, account, lead, pipeline, appointment, and sales activity information within Salesforce.
- Ensure all account management and sales activities are documented and updated weekly in accordance with company standards.
- Utilize Salesforce and applicable group RFP platforms, including Cvent, to manage accounts, monitor leads, and track sales performance.
- Prepare regular sales activity reports, account production summaries, and performance updates as required.
- Adhere to company travel policies and ensure all required travel requests and approvals are completed before business travel.
- Maintain accurate account records and ensure timely follow-up on all client and internal sales communications.
RequirementsEducation & Experience- Bachelor's degree in Business Administration, Hospitality Management, Sales, Marketing, or a related field preferred.
- Minimum of four (4) years of experience in group and meetings sales, account management, or a related hospitality sales role.
- Experience working within a global, regional, or cluster sales office, or managing third-party group sales partners, preferred.
- Demonstrated experience developing corporate accounts, managing strategic client relationships, and achieving sales and revenue targets.
- Experience working with hotel sales teams and managing multi-property business opportunities preferred.
Knowledge, Skills & Abilities- Strong understanding of the group and meetings industry, including third-party sales partners, corporate group business, and RFP platforms.
- Proficiency in Salesforce or comparable CRM systems.
- Experience with group RFP platforms such as Cvent.
- Strong business development, prospecting, account management, and negotiation skills.
- Excellent communication, presentation, and relationship-building abilities.
- Strong commercial awareness and the ability to identify opportunities that drive incremental revenue.
- Highly organized, detail-oriented, and capable of managing multiple accounts and competing priorities.
- Effective time management skills with the ability to respond to inquiries and client requests within established timelines.
- Ability to work independently, exercise sound judgment, and meet deadlines in a fast-paced environment.
- Strong analytical skills with the ability to review account production, evaluate performance, and develop actionable sales strategies.
- Positive, proactive, and solutions-oriented approach.
- Willingness and ability to travel regionally and internationally as business needs require.
- Spanish and/or Portuguese language skills are considered an advantage.
Personality & Leadership StyleThe ideal candidate is a motivated, results-driven, and relationship-oriented sales professional who demonstrates initiative, accountability, and strong organizational skills.
A successful candidate will be a collaborative team player and self-starter who can independently manage a large portfolio of accounts while remaining responsive to clients and internal stakeholders.
Must demonstrate strong analytical thinking, attention to detail, adaptability, confidence in client-facing situations, and the ability to think strategically while executing day-to-day sales activities.
Work ConditionsThis position operates primarily within a corporate office or remote business environment, with regular interaction with hotel teams, clients, and external business partners.
The role requires the ability to work independently with minimal direct supervision, manage multiple priorities, and maintain consistent communication across different time zones.
Regional travel is required to support client meetings, sales trips, industry events, trade shows, partner summits, and hotel visits.
The position involves extended periods of computer use, sitting, standing, walking, and occasional lifting or carrying of materials related to meetings and sales events. Flexibility in working hours may be necessary to accommodate client needs, business travel, and industry events.
Longer hours may occasionally be required based on business demands and scheduled events.
BenefitsAt Millennium Hotels & Resorts, we support our employees with a competitive benefits package designed to promote wellbeing and long-term success:
- Medical, Dental & Vision Insurance
- Company-paid Life and AD&D Insurance
- Short-Term and Long-Term Disability Coverage
- 401(k) Retirement Plan with Company Match (where applicable)
- Paid Time Off & Paid Holidays
- Hotel Room Discounts across our global portfolio
- Employee Assistance Program (EAP)
Benefits eligibility and offerings are subject to plan terms and company policy.
