Group Room Sales Manager
Job Summary
As the on-property sales representative responsible for group room revenue, the Group Room Sales Manager is responsible for proactively soliciting, developing, and managing group business opportunities that generate hotel room nights and revenue. This role focuses on identifying new business, maintaining strong client relationships, negotiating contracts, and maximizing group revenue opportunities.
Essential Job Functions
Develop and execute sales strategies focused on increasing group room revenue and achieving property sales goals.
Possess strong market knowledge, exceptional relationship-building skills, and a proven ability to close group business.
Prospect and solicit new group business from corporate, association, SMERF, sports, government, and other assigned market segments.
Identify, qualify, and pursue new revenue opportunities through outbound sales calls, networking, referrals, industry events, and market research.
Meet or exceed individual room night, revenue, and production goals.
Manage assigned accounts to increase production, retention, and repeat business.
Understand market conditions, competitor performance, economic trends, and demand patterns to maximize revenue opportunities.
Create customized proposals and negotiate contracts that align with hotel objectives and client needs.
Effectively upsell guest rooms, meeting space, amenities, and additional hotel services.
Maintain accurate sales activity, account information, forecasts, and pipeline management through Delphi or other hotel systems.
Forecast group room blocks, pickup, and revenue accurately and communicate updates to leadership.
Partner with Revenue Management to maximize rates, availability, and profitability.
Ensure proper turnover of contracted business to Convention Services and operations teams.
Maintain knowledge of hotel products, services, amenities, and competitive positioning.
Achieve departmental goals through consistent prospecting and account development.
Guest Satisfaction
Build strong, long-term relationships with clients by providing exceptional service throughout the sales process.
Maintain proactive communication with clients from initial inquiry through event completion.
Ensure client expectations are clearly communicated and met during all phases of the group experience.
Cookordination with operations teams to ensure successful execution of group stays.
Conduct client follow-up after departure to strengthen relationships and encourage repeat business.
Address client concerns professionally and promptly while identifying solutions.
Create loyalty by delivering personalized service and demonstrating ownership of the guest experience.
Leadership
Applies broad business knowledge and balances both a short- and long-term perspective to generate strategies while leading the organization to achieve them.
Demonstrates commitment to Driftwood Hospitality Management’s operating principles and service standards.
Takes ownership of sales performance, account management, and revenue results.
Collaborates effectively with hotel leadership and cross-functional teams.
Adapts quickly to changing business needs and market conditions.
Makes sound decisions using available information and business insight.
Maintains accountability for personal performance and team objectives.
Building Relationships
Eliminates insular thinking by fostering a positive climate for work relationships and teams committed to achieving organizational goals and initiatives.
Develops trusted partnerships with clients, meeting planners, travel professionals, and internal stakeholders.
Treats all individuals with professionalism, dignity, and respect.
Demonstrates integrity, accountability, and strong business ethics.
Listens actively and responds effectively to client needs and feedback.
Fosters teamwork and collaboration across departments.
Managing Work Execution
Proactively ensures that others have the accountability, authority, and resources necessary to both manage work execution and drive for results.
Follows all company standards, policies, procedures, and sales practices.
Maintains consistent prospecting activity and account follow-up.
Prioritizes opportunities based on revenue potential and business impact.
Manages multiple sales opportunities while maintaining attention to detail.
Follows through on client commitments, inquiries, and requests.
Utilizes sales tools, resources, and support teams effectively.
Generating Talent
Proactively identifies and develops talent within the organization.
Shares knowledge, sales strategies, and best practices with team members.
Supports a collaborative and high-performing sales culture.
Pursues opportunities for professional development and continuous improvement.
Organizational Learner
Actively pursues learning and self-development to enhance personal, professional, and business growth; shares learning; demonstrates depth of knowledge in technical or specialized area.
Seeks opportunities to improve sales skills and industry knowledge.
Shares successful strategies, innovations, and lessons learned with the team.
Demonstrates proficiency in all technical and procedural requirements of the role.
Benefits
401(k)
Disability insurance
Employee assistance program
Health insurance
Life insurance
Paid time off
Hotel room discounts
Employee food and beverage discounts
EEO Statement
Driftwood Hospitality Management is committed to a diverse and inclusive workplace. We are an equal opportunity employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity or expression, national origin, age, disability, pregnancy, genetic information, protected veteran status, or any other legally protected status.