Senior Sales Manager

Job Overview

The Senior Sales Manager drives revenue through proactive sales efforts, strategic account management, and leading conversion across assigned market segments. The role involves collaborating with various teams to ensure alignment between sales efforts and service delivery.

Job Responsibilities

• Advocates the Open Door Policy by assisting the property’s leadership through clear, calm, and direct communication.
• Drives revenue through proactive prospecting, account management, and closing new business within assigned segments.
• Owns the sales process from lead generation through booking, turnover, and post-event or post-stay follow-up.
• Develops and manages a portfolio of key accounts, ensuring consistent production and relationship growth.
• Responds to RFPs and inquiries in a timely, accurate, and customized manner to maximize conversion.
• Conducts site tours, client meetings, and outside sales calls to build and maintain relationships.
• Collaborates with Revenue Management to align pricing and inventory strategies with demand.
• Identifies need periods and actively works to generate business during low-demand times.
• Supports team initiatives and may assist in mentoring junior sales managers or coordinators.
• Performs special projects and other responsibilities as assigned.

Sales Strategy & Business Development

• Executes targeted sales strategies within assigned segments (corporate, association, SMERF, government, sports, etc.).
• Identifies and pursues new business opportunities through research, prospecting, and networking.
• Maintains a consistent cadence of sales activities including calls, emails, site visits, and client engagement.
• Builds long-term relationships with key decision-makers and planners.
• Works closely with leadership to align efforts with hotel goals and need periods.

RFP Management & Proposal Excellence

• Manages incoming RFPs and inquiries with a focus on responsiveness, quality, and conversion.
• Develops customized proposals that align with client needs and hotel capabilities.
• Ensures all communication is professional, timely, and aligned with brand standards.
• Maintains consistent follow-up to move opportunities through the sales cycle.

Negotiating Pricing, Concessions, and Terms

• Negotiates pricing, concessions, and terms within established guidelines to close business.
• Ensures accuracy and completeness of all contracts and agreements.
• Fulfills proper procedures for deposits, payment schedules, and event requirements.
• Escalates non-standard terms or high-risk situations to leadership as needed.

Cross-Functional Collaboration & Turnover

• Partners with Catering/Event teams to ensure seamless turnover of booked business.
• Communicates all relevant client expectations clearly to internal stakeholders.
• Works closely with Operations to support successful execution and guest satisfaction.
• Makes sure to monitor client feedback and help resolve issues to maintain strong relationships.

Reporting & Forecasting

• Maintains accurate records of sales activities, accounts, and pipeline within CRM systems.
• Tracks individual performance against goals and contributes to team reporting.
• Provides input on market trends, client needs, and competitive activity.
• Aids leadership with forecasting insights based on pipeline and booking trends.