Senior Sales Manager

About the Role

Fully develops assigned segments with an emphasis on new business development for the hotel. Works closely with the General Manager, Regional Revenue Manager, and Regional Director of Sales to optimize revenue potential and ensure a memorable guest experience. Coordinates with leadership to develop and execute sales action plans, maintain positive interdepartmental relations, and complete special projects as assigned.

Success is measured by achieving the hotel’s revenue goals and improving market share performance relative to defined competitors.

Responsibilities

• Handle inquiry calls, proposals, negotiations, and contracts according to departmental procedures.
• Book business to achieve or exceed monthly room revenue budgets and other revenue targets for the assigned hotel.
• Maintain a proactive, relationship-building, and sales-driven approach.
• Meet or exceed weekly telephone prospecting, qualification, and solicitation call goals, as well as outside call goals outlined in the Commitments to Success.
• Include the General Manager on key sales appointments and corporate-based sales calls to secure business.
• Use the property’s computerized sales management system to track sales activities, generate reports, enter business, block meeting space (if applicable), and manage accounts.
• Actively participate in at least one outside organization, such as the Local Convention and Visitors Bureau, Chamber of Commerce, Sports Commission, or university affiliations.
• Collaborate with the General Manager and Regional Director of Sales to generate sales contracts and banquet event orders (BEOs) within company guidelines, and present business cases for exceptions.
• Deploy seasonal promotions and packages to drive bookings.
• Utilize business tools (e.g., Brand database reports, Construct Connect, ZoomInfo, Agency 360, local newspapers, business journals) to prospect for new business and leverage internal lead sources (e.g., in-house guest lists, brand reporting) to maximize revenue.
• Target and engage decision-makers at specific companies to generate referrals and new business.
• Continuously improve business and industry-specific skills through brand-sponsored training and external education.
• Maintain regular client communication to book or retain business.
• Monitor economic and business news relevant to assigned market segments.
• Contribute to the hotel’s rooms forecast and annual budgeting process, including revenue generation and advertising costs.

Requirements

• High school diploma or equivalent; college degree (BS/BA) preferred or equivalent work experience.
• Previous hotel sales experience preferred (e.g., sales coordinator, sales manager, hotel operations).
• Experience selling Marriott, Hilton, Best Western, IHG, or similar hotels, including focus-service, full-service, or extended-stay properties, or in the tourism/hospitality industry.

Essential Job Functions

• Perform major life activities such as standing, lifting, bending, learning, reading, concentrating, thinking, and communicating.
• Push or pull up to 60 pounds unassisted and lift/carry up to 30 pounds unassisted.
• See, hear, and speak clearly in English; additional language skills may be helpful.

Skills

• Knowledge:
  • Market area knowledge for the hotel is preferred.
  • Understanding of effective outside sales tactics.
• Skills:
  • Strong written and verbal communication in English.
  • Financial analysis skills to assess business opportunities.
  • Strong organizational and multitasking abilities.
  • Team-oriented and flexible with excellent interpersonal skills.
  • Proficiency in Microsoft Outlook, Word, Excel, and PowerPoint.
  • Experience with customer relationship software (e.g., Delphi.fdc, STS) is preferred.
• Abilities:
  • Influence others and engage clients and coworkers on difficult issues.
  • Inspire confidence and gain respect from superiors, peers, subordinates, industry partners, and competitors.
  • Self-starting, high-performance orientation with a “can-do” attitude.
  • Enjoy customer interaction and networking within the industry.
  • Multitask while remaining focused on associate and guest service.

Working Conditions

• Physical presence at the hotel is required; remote work is not conducive to this role.
• Valid driver’s license and ability to drive on behalf of the company.
• Typical workweek includes a minimum of three days on sales calls and two days in the office on sales planning; weekend work may be required to ensure meeting or group satisfaction.
• Periodic overnight travel for company/brand conferences, sales blitzes/training, or client events.

Career Advancement

• Dual Director of Sales
• Director of Sales
• General Manager

Character traits of honesty and trustworthiness are essential. Potential associates must pass appropriate security clearances per company policy.