Senior Sales Manager

Location: Property  Department: Sales and Marketing  FLSA: Exempt  Direct Supervisor: Director of Sales

About the role

As the Senior Sales Manager, you will be responsible for driving revenue through proactive sales efforts, strategic account management, and leading conversion across assigned market segments. You will play a key role in executing the hotel’s sales strategy, focusing on building strong client relationships, generating new business, and maximizing revenue opportunities. You will manage the full sales cycle from prospecting through booking and turnover, while maintaining a strong pipeline and contributing to overall team success. This role requires collaboration with Revenue Management, Catering, and Operations teams to ensure alignment between sales efforts and service delivery. Success in this role is measured through individual revenue production, account growth, conversion rates, and contribution to overall hotel performance.

Responsibilities

• Advocates the Open Door Policy by assisting the property’s leadership through clear, calm, and direct communication, in accordance with the guidelines established by OTH Hotels Resorts.
• 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.
• Perform special projects and other responsibilities as assigned.
• 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.
• 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.
• Negotiates pricing, concessions, and terms within established guidelines to close business.
• Ensures accuracy and completeness of all contracts and agreements.
• Follows proper procedures for deposits, payment schedules, and event requirements.
• Escalates non-standard terms or high-risk situations to leadership as needed.
• 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.
• Monitors client feedback and helps resolve issues to maintain strong