Senior Sales Manager
The Senior Sales Manager is responsible for driving group rooms revenue, negotiated account production, and new business development in alignment with the hotel's sales and revenue strategies. This role owns assigned market segments, builds strong client relationships, and works closely with the Director of Sales & Marketing, General Manager, Revenue Manager, and Event Sales team to maximize rooms revenue, optimize group mix, and support overall hotel performance.
The Senior Sales Manager will maintain an active prospecting pipeline, represent the hotel in the local and national marketplace, support forecasting and sales reporting, and serve as a senior resource within the sales team. This position requires a proactive, polished, and results-driven sales professional with a strong understanding of hotel sales, group strategy, negotiated accounts, and internal communication.
Responsibilities:
- Generates maximum revenue in the rooms department through achievement of specific revenue booking goals in support of the hotel's established strategies and builds client base through outside sales calls, sales blitzes, cold calling, prospecting, networking and referrals.
- Conducts site tours, represents the hotel at trade shows and business events, focusing on all markets local and national.
- Maintains an ongoing awareness of future room night bookings, identifies gap periods (30/60/90 days & beyond), develops/executes a hands-on game plan with the GM and Revenue Manager to increase topline opportunities, and communicates effectively to ensure proper execution of plan.
- Executes corporate negotiated transient account strategies including building and maintaining strong relationships and ensuring production of signed accounts. Analyzes the hotel's demand segments and sources of business for each to maximize revenues and profit.
- Contributes to the preparation of reports such as Pace and Productivity Reports, Sales Strategy/Action Plan Reports, Initiative Tracking Reports, Monthly Executive Summary, etc as needed.
- Contributes to the annual Budget and quarterly Forecast in conjunction with the Revenue Manager, and GM.
- Participates in the development of an annual Strategic Sales & Marketing Plan with the Revenue Manager, and GM.
- Maintains effective involvement with key community organizations and aggressively pursue all appropriate opportunities for outside client solicitation and relationship building while knowing the principal competition for each segment and leverages the hotel's relative strengths against each.
- Personally demonstrates a commitment to customer service by soliciting and responding promptly to guest and client needs, also finalizes contracts for group bookings.
- Maintains accurate account, contact, activity, booking, trace, and production details in Tripleseat and other property systems.
- Executes cut-off dates on group bookings.
- Maximizes profit and optimizes space through sales in accordance with established pricing models, exercising good judgment.
Qualifications:
- Exceptional communication skills, both verbal and written.
- The ability to work independently as well as on a team in a productive manner.
- Extensive knowledge of selling strategies as well as hotel, catering, and event space knowledge.
- Ability to utilize all property systems for booking, tracking, and forecasting.
- Understands the group sales process and negotiates accounts using an analytical problem-solving approach.
- Ability to analyze financial statements and market data.
- Possesses confidence, energy and enthusiasm when presenting ideas and information in a clear manner.
- Manages group and interpersonal conflicts effectively while prioritizing tasks in a timely manner.
- Must possess computer skills in programs including: TripleSeat, StayNTouch, and Office Suite.
Education:
Bachelor's degree in Business Administration, Sales, Hospitality, Marketing, or related field is preferred.
Experience:
Minimum of 3-5 years of hotel sales experience required. Prior group sales, corporate negotiated account, senior sales, independent hotel, boutique/lifestyle, or luxury hotel experience preferred.
Travel Requirements:
- Frequent local travel to client sites and networking events.
- Infrequent long-range travel.
