Area Sales Manager
Position Summary
The Area Sales Manager is responsible for driving revenue growth and market share through the development and execution of strategic sales initiatives across assigned hotel properties. This role cultivates and maintains relationships with key clients, corporate accounts, travel partners, and community organizations to generate new business and maximize existing account performance. The Area Sales Manager collaborates closely with hotel leadership, operations, and marketing teams to achieve revenue goals, support group and event sales opportunities, and enhance overall property performance. This position requires a results-driven leader with strong business development, negotiation, and relationship management skills who can successfully achieve budgeted expectations while fostering a collaborative, service-focused culture.
Sales Strategy & Execution
- Develop and implement effective sales strategies to achieve or exceed revenue targets.
- Identify and pursue new business opportunities through networking, cold calling, sales visits, and market research.
- Maintain a strong understanding of market trends, competitor activity, and customer behavior to adjust strategies accordingly.
Client Relationship Management
- Build and maintain strong relationships with key clients, travel agents, corporate accounts, event planners, and third-party vendors.
- Conduct client presentations, site inspections, and hotel tours.
- Handle client inquiries and negotiate contracts and rates in alignment with the hotel's pricing structure.
Account Management
- Manage a portfolio of accounts, ensuring repeat business through excellent service and relationship management.
- Track and analyze account performance, preparing regular reports and forecasts.
- Maintain updated client records using CRM systems or property management systems (PMS).
Event & Group Sales
- Collaborate with the events and operations teams to coordinate group bookings, meetings, conferences, and special events.
- Ensure all contractual obligations are met and client expectations are exceeded.
Reporting & Budgeting
- Contribute to the development of the sales budget and revenue forecasts.
- Prepare regular sales reports and provide insights to senior management.
- Monitor KPIs such as RevPAR, ADR, and occupancy in relation to sales initiatives.
Team Culture
- Collaborate with all hotel departments.
- Share knowledge with colleagues and work collaboratively sharing hospitality sales techniques, negotiation, and customer relationship management skills.
- Work closely with the Marketing team to align sales and promotional campaigns.
Requirements
- Previous sales experience.
- Action oriented with strong negotiating skills.
- Prior leadership skills directing the efforts of others to achieve budgeted expectations.
- Proven track record of achieving budgeted expectations both as an individual contributor and through leading the efforts of others.
- Excellent oral, written, and interpersonal communication skills.
- Valid driver's license.
- High school diploma or equivalent (college degree preferred).
Physical Requirements
- Ability to walk and stand for extended periods of time as the job dictates.
Travel Requirements
- At least 10% travel out of the area and overnight.
About OTO Development
OTO Development is an industry-leading hotel development and management company. Partnering with the strongest brands in hospitality, OTO owns and operates a portfolio of upscale select service, extended stay, and lifestyle hotels in key markets across the United States. OTO has been honored as Developer of the Year by major brand partners multiple times while also earning accolades for outstanding guest service, operational excellence, community service, and sales, marketing, and revenue success.
Benefits
- Competitive pay and benefit programs
- Medical insurance options
- Dental and vision insurance
- 401k with company match
- Company provided life insurance
- Tuition assistance
- Paid time off
- Paid holiday time
- Travel discounts
- And more