Job Description Summary

Senior Sales Manager – Leadership-Focused Job Description

Sonesta Charlotte Lower South End

The Senior Sales Manager serves as a key commercial leader and strategic partner to the Director of Sales & Marketing, acting as the clear #2 in the department. This role is responsible not only for driving top-line revenue but also for leading by example, strengthening team performance, and ensuring disciplined execution of the hotel’s sales strategy.

This individual must operate with a strong ownership mindset—balancing direct selling responsibilities with leadership, accountability, and operational excellence across the Sales function.

Job Description

Core Leadership Expectations

• Second-in-Command to DOSM:
  Acts as the primary support to the DOSM, stepping in to lead the department in their absence and ensuring continuity in strategy, communication, and execution.
• Sales Leadership & Accountability:
  Sets the standard for performance, professionalism, and urgency. Holds self and peers accountable to revenue goals, response times, and conversion metrics.
• Coaching & Development:
  Provides hands-on coaching to Sales Managers and Coordinators, reinforcing sales processes, prospecting discipline, and client engagement strategies. Leads by doing, not directing.
• Ownership of Business Strategy:
  Actively contributes to and helps execute the hotel’s commercial strategy, including segment focus, pricing positioning, and account deployment.

Revenue Generation & Business Development

• Proactively drive top-line revenue through direct sales efforts across assigned segments (Corporate, Group, Airline, Association, etc.).
• Identify, qualify, and close new business through prospecting, cold outreach, networking, and market intelligence.
• Build and maintain strong relationships with key clients, ensuring repeat business and long-term partnerships.
• Lead strategic account management, including account plans, production reviews, and growth strategies.
• Partner with Revenue Management to ensure alignment on pricing, inventory, and demand strategy.

Operational Excellence & Discipline

• Ensure timely response and follow-up on all leads (Cvent, direct inquiries, RFPs), maintaining a high conversion standard.
• Maintain accurate and detailed records in CRM systems (Delphi), including pipeline, activities, and forecasting.
• Analyze sales performance metrics (STR, Agency360, Demand360, pace reports) and adjust strategies accordingly.
• Support DOSM in forecasting, reporting, and weekly/monthly business reviews.

Team & Cross-Functional Leadership

• Collaborate closely with Operations, Catering, and Revenue teams to ensure seamless execution of booked business.
• Participate in BEO/resume meetings and ensure clear communication between Sales and Operations.
• Reinforce a culture of respect, accountability, and partnership across departments—understanding that revenue success requires alignment.
• Lead by example during site visits, client interactions, and internal meetings.

Market Intelligence & Competitive Positioning

• Conduct ongoing analysis of competitor activity, pricing, and market trends to identify opportunities and risks.
• Utilize industry tools (STR, Agency360, Demand360, Lighthouse) to inform selling strategies and market positioning.
• Stay actively engaged in the local market through networking, industry events, and client engagement.

Professional Expectations

• Demonstrate strong executive presence, communication, and negotiation skills.
• Operate with a sense of urgency, accountability, and ownership of results.
• Maintain a high level of organization, attention to detail, and follow-through.
• Be visible, engaged, and actively selling—this is a producing leadership role, not a desk-based position.

Bottom Line

This role is not just a seller—it is a leader, driver of revenue, and culture carrier for the Sales team. The Senior Sales Manager must be able to step in, lead confidently, and elevate the performance of the entire department while consistently delivering results.

Specific Job Knowledge & Skills:

• 2 years of hotel-related sales experience required. Experience with Catering preferred
• 1 year of sales experience in a 4-Diamond hotel with 8,000+sqft of function space is preferred
• Excellent verbal and written communication skills
• Excellent interpersonal and customer service skills
• Excellent organizational skills and attention to detail
• High school degree or equivalent required. Bachelor's Degree preferred
• Ability to speak, read, and write fluent English, other languages beneficial.
• Mathematical skills, including basic math, budgeting, profit/loss concepts, percentages, and variances.
• Strong analytical and problem-solving skills
• Ability to prioritize and organize work assignments
• Delphi FDC and Opera PMS experience a plus
• Proficient with Microsoft Office Suite or related software
• Valid driver’s license required.
• Carrying, lifting or pulling items weighing up to 25 pounds.

Additional Job Information/Anticipated

Pay Range

Benefits

Sonesta recognizes that benefits play a vital role in helping ensure the health and financial security of employees and their families. We offer a variety of benefits to our employees including:

• Medical, Dental and Vision Insurance
• Health Savings Account with Company Match
• 401(k) Retirement Plan with Company Match
• Paid Vacation and Sick Days
• Sonesta Hotel Discounts
• Educational Assistance
• Paid Parental Leave
• Company Paid Life Insurance
• Company Paid Short Term and Long Term Disability Insurance
• Various Employee Perks and Discounts
• Hospital Indemnity
• Critical Illness Insurance
• Accident Insurance