Position Overview:Reporting directly to the Area Director of Sales & Marketing, the Senior Sales Manager will work closely with Revenue Management, Operations, Front Office, Food & Beverage, and other departments to ensure successful execution of group and corporate business and exceptional guest experience. The ideal candidate is a highly motivated hospitality sales professional with a proven track record of exceeding revenue goals, developing key accounts, negotiating contracts, and generating new business.
Position and Key Responsibilities:- Develop and execute strategic sales plans to achieve or exceed individual and hotel revenue goals.
- Prospect, qualify, solicit, and secure new corporate, group, leisure, association, entertainment, and other market segments.
- Manage and grow a portfolio of key accounts while identifying opportunities for increased production and revenue.
- Conduct proactive outside sales calls, client appointments, site inspections, networking events, trade shows, and industry functions.
- Develop strategies to increase hotel occupancy, ADR, RevPAR, group room nights, and overall revenue contribution.
- Maintain a strong presence within the local and regional hospitality and business communities.
- Monitor market trends, competitive activity, and economic conditions and adjust sales strategies accordingly.
- Establish and maintain strong relationships with corporate accounts, meeting planners, travel professionals, DMCs, agencies, and other strategic partners.
- Develop account plans and production goals for high-value accounts.
- Conduct regular account reviews and identify opportunities for additional business.
- Negotiate rates, contracts, room blocks, meeting space, and other business terms within established guidelines.
- Maintain accurate and timely account, contact, activity, and sales information in the hotel's CRM system.
- Convert leads and inquiries into profitable business while maintaining appropriate rate integrity.
- Manage the sales process from initial inquiry through contract, turnover, and post-event follow-up.
- Conduct property tours and presentations for prospective clients.
- Work closely with Conference Services, Operations, Food & Beverage, and Front Office teams to ensure successful group execution.
- Participate in pre-convention meetings and client planning sessions as needed.
- Ensure client expectations are clearly communicated to operational teams.
- Conduct post-event follow-up to encourage repeat business and referrals.
- Serve as a senior sales resource and role model for the Sales & Marketing team.
- Support the Area Director of Sales & Marketing in developing and implementing annual sales strategies, budgets, forecasts, and business plans.
- Collaborate with other sales leaders and hotel departments to achieve property and area-wide objectives.
- Share market intelligence, account information, and competitive insights with leadership.
- Assist with coaching, mentoring, and development of sales team members.
- Represent the hotel professionally at community, industry, and client events.
Success in this position will be measured by the ability to:- Consistently achieve or exceed assigned sales and revenue goals.
- Generate new qualified business and increase production from existing accounts.
- Grow market share and strengthen the hotel's competitive position.
- Maintain strong client retention and satisfaction.
- Develop profitable group and corporate business.
- Demonstrate effective pipeline management and sales activity.
- Build productive cross-functional relationships with hotel leadership and operational teams.
- Represent the hotel's brand, values, and service standards professionally.
Required Software KnowledgeCandidates should possess working knowledge of the following systems:
Hospitality Systems- Lighthouse
- Synxis
- Ideas
- Opera
- Delphi
Business SoftwareMicrosoft Office Suite
- Excel (advanced)
- Word
- Outlook
- PowerPoint
- Teams
Google Workspace
Adobe Acrobat
Zoom
Microsoft OneDrive or SharePoint
Qualification Standards:- Bachelor's degree in Hospitality Management, Business, Marketing, or a related field preferred.
- 5+ years of progressive hotel sales experience, with demonstrated success in revenue generation and account development.
- Strong knowledge of hotel sales, group business, corporate accounts, and local market development.
- Proven ability to prospect, negotiate, close business, and achieve sales goals.
- Excellent communication, presentation, negotiation, and interpersonal skills.
- Strong organizational and time-management abilities.
- Ability to work independently while collaborating effectively with a multidisciplinary team.
Due to the dynamic nature of the hospitality industry, the Senior Sales Manager may be required to work varying schedules to reflect the business needs of the Hotel, including but not limited to weekends and holidays.
Salary Range: $115,000 - $125,000 + Incentive ProgramActual compensation will be determined based on experience, qualifications, market considerations, and other applicable factors.
Management Benefits:- Tiered Medical Plans- Cigna or Kaiser
- Plans included Chiropractic & Acupuncture
- Voluntary Supplemental Medical Plans
- Employee Assistance Program
- Flexible Spending Account (FSA)
- 401K Matching Program (100% matching to the first 4%)
- On-site parking
- Pre-Tax Commuter
Important Notice:This job description is not an exclusive or exhaustive list of all job functions that an employee in this position may be asked to perform.
