Senior Sales Manager

About the Role

This position is responsible for generating new business and maintaining existing clients and corporate accounts. The role uses sales skills to drive revenue, maximize profit, and ensure quality while effectively managing assigned staff to achieve financial results, guest satisfaction, and positive employee relations.

• Integrity
• Respect
• Quality
• Communities
• Continuous Improvement
• Objective Financial Results
• Communication
• Strategic Focus
• Problem Solving
• Business Acumen/Technical Proficiency
• Priority Setting
• People Management & Development

Responsibilities

• Accountable for achieving business revenue goals and established targets.
• Solicit and prospect new and existing accounts while developing and maintaining excellent client relationships.
• Sell, coordinate, and detail meeting space and food and beverage services at applicable hotels.
• Develop and deliver account strategies relating to overall hotel performance.
• Effectively manage revenue by utilizing market industry data to secure appropriate business and maximize hotel profitability.
• Work on pricing and mix of business, understanding market fluctuations and trends.
• Interview, hire, coach, discipline, and develop sales employees.
• Evaluate staff performance and take corrective action as needed to hold sales employees accountable.
• Motivate staff by setting goals, providing ongoing feedback, and rewarding/recognizing employees.
• Utilize sales tools/systems to accurately identify, report, forecast, and communicate sales data.
• Ensure integrity of sales data by documenting information in Delphi on a daily basis.
• Use sales tools such as Hoteligence®, STR® report, reader boards, and other market intelligence to drive business.
• Ensure client satisfaction by responding to clients’ needs and concerns in a courteous and timely manner.
• Communicate client needs effectively from sales to appropriate operational departments.
• Provide follow-up calls and correspondence to clients to encourage repeat business and customer referrals.
• Train and model appropriate guest service standards alongside sales staff.
• Oversee ongoing training of all sales employees and maintain training records.
• Adhere to company, brand, and department-specific training requirements.
• Implement training philosophies and processes.
• Manage self/workload effectively, demonstrating clear written and verbal communication skills.
• Promote collaboration and a positive, professional work environment.
• Attend daily, weekly, and/or monthly department/hotel meetings to ensure proper communication and planning.
• Adhere to all CSM Standard Operating Procedures.
• Maintain a clean and safe work environment per CSM, brand, local, state, and federal regulations.
• Follow all CSM procedures for guest/associate incidents.
• Be knowledgeable of hotel emergency procedures.

Requirements

• High school diploma or GED required.
• College degree or equivalent experience preferred.
• 3+ years of sales experience required, preferably in a hotel setting.
• Previous experience managing direct reports preferred.
• Detail-oriented with strong communication skills across all organizational levels.
• Ability to problem-solve with employees and guests.
• Ability to manage multiple priorities in a fast-paced environment.
• Valid driver’s license.

Physical Requirements

Ability to lift, push, and pull up to 20 pounds on an occasional basis.