Senior Sales Manager

Job Title

Senior Sales Manager

Location

Property

Department

Sales and Marketing

Property, if applicable

Property Specific

FLSA

Exempt

Direct Supervisor

Director of Sales

Job Overview

As the Senior Sales Manager, you will be responsible for driving revenue through proactive sales efforts, strategic account management, and leading conversion across assigned market segments. You will play a key role in executing the hotel's sales strategy, focusing on building strong client relationships, generating new business, and maximizing revenue opportunities.

You will manage the full sales cycle from prospecting through booking and turnover, while maintaining a strong pipeline and contributing to overall team success. This role requires collaboration with Revenue Management, Catering, and Operations teams to ensure alignment between sales efforts and service delivery.

Success in this role is measured through individual revenue production, account growth, conversion rates, and contribution to overall hotel performance.

Job Responsibilities

• Advocates the Open Door Policy by assisting the property's leadership through clear, calm, and direct communication, in accordance with the guidelines established by OTH Hotels Resorts.
• Drives revenue through proactive prospecting, account management, and closing new business within assigned segments.
• Owns the sales process from lead generation through booking, turnover, and post-event or post-stay follow-up.
• Develops and manages a portfolio of key accounts, ensuring consistent production and relationship growth.
• Responds to RFPs and inquiries in a timely, accurate, and customized manner to maximize conversion.
• Conducts site tours, client meetings, and outside sales calls to build and maintain relationships.
• Collaborates with Revenue Management to align pricing and inventory strategies with demand.
• Identifies need periods and actively works to generate business during low-demand times.
• Supports team initiatives and may assist in mentoring junior sales managers or coordinators.
• Perform special projects and other responsibilities as assigned.

Sales Strategy & Business Development

• Executes targeted sales strategies within assigned segments (corporate, association, SMERF, government, sports, etc.).
• Identifies and pursues new business opportunities through research, prospecting, and networking.
• Maintains a consistent cadence of sales activities including calls, emails, site visits, and client engagement.
• Builds long-term relationships with key decision-makers and planners.
• Works closely with leadership to align efforts with hotel goals and need periods.

RFP Management & Proposal Excellence

• Manages incoming RFPs and inquiries with a focus on responsiveness, quality, and conversion.
• Develops customized proposals that align with client needs and hotel capabilities.
• Ensures all communication is professional, timely, and aligned with brand standards.
• Maintains consistent follow-up to move opportunities through the sales cycle.

Contracting, Negotiation & Risk Management

• Negotiates pricing, concessions, and terms within established guidelines to close business.
• Ensures accuracy and completeness of all contracts and agreements.
• Follows proper procedures for deposits, payment schedules, and event requirements.
• Escalates non-standard terms or high-risk situations to leadership as needed.

Cross-Functional Collaboration & Turnover

• Partners with Catering/Event teams to ensure seamless turnover of booked business.
• Communicates all relevant client expectations clearly to internal stakeholders.
• Works closely with Operations to support successful execution and guest satisfaction.
• Monitors client feedback and helps resolve issues to maintain strong relationships.

Reporting & Forecasting

• Maintains accurate records of sales activities, accounts, and pipeline within CRM systems.
• Tracks individual performance against goals and contributes to team reporting.
• Provides input on market trends, client needs, and competitive activity.
• Assists leadership with forecasting insights based on pipeline and booking trends.

Job Requirements

Education: Four-year college degree in Business, Marketing, Hospitality Management (or related) preferred, or equivalent combination of education and experience.

Experience: Minimum of three to five (3-5) years of hotel sales experience, with demonstrated success in revenue production. Experience managing group and/or corporate accounts required. Proven track record of achieving or exceeding sales goals preferred.

Skills and Abilities:

• Strong sales, negotiation, and relationship-building skills.
• Excellent written and verbal communication skills.
• Strong organizational and time management abilities.
• Ability to manage multiple priorities and deadlines effectively.
• Proficiency with CRM systems, RFP platforms (e.g., CVENT), and Microsoft Office.
• Self-motivated with the ability to work independently and as part of a team.
• Hospitality-focused mindset with a commitment to exceptional service.
• Ability to work flexible hours, including evenings and weekends as needed.

Travel required: Ability to travel locally for client appointments, networking, and site visits as needed. Occasional overnight travel for trade shows/market visits may be required as the business requires.

Physical requirements: Ability to move throughout the property/venue during site inspections and events; ability to stand/walk for extended periods as needed during event days; ability to lift and carry light materials (e.g., brochures, signage, sample kits) as required.

This job description is intended to describe the general nature and level of work being performed. It is not an exhaustive list of all responsibilities, duties, and skills required. Management reserves the right to modify, add, or remove duties as necessary.

We may use artificial intelligence (AI) tools to assist in evaluating applications, including screening and ranking candidates based on job-related qualifications. These tools support, but do not replace, human decision-making. All final hiring decisions are made by our recruitment team.