Sales Manager

The Senior Convention Services Manager is responsible for the planning, coordination, and successful execution of complex conferences, conventions, meetings, and group programs at The Potomac Hotel. Serving as the primary liaison between the client and hotel following turnover from Sales, this position translates contracted commitments and client objectives into detailed operational plans and ensures seamless communication across all hotel departments. This role manages high-profile and complex programs requiring exceptional organization, business judgment, attention to detail, and client relationship management. The Senior Convention Services Manager anticipates needs, resolves challenges, identifies opportunities to enhance both the guest experience and event revenue, and maintains a visible presence throughout critical stages of each program.

Responsibilities

Serve as the primary hotel contact for assigned convention and group clients from turnover by Sales through planning, on-site execution, departure, and post-event follow-up; Manage complex, high-profile, and large-scale conferences, conventions, meetings, and group programs; Develop strong relationships with meeting planners and key client contacts; Coordinate all aspects of assigned programs, including guest rooms, meeting and function space, food and beverage, audiovisual requirements, transportation, amenities, VIP arrangements, exhibits, signage, security needs, and special requests; Prepare, review, and distribute accurate and comprehensive Banquet Event Orders (BEOs), group resumes, event schedules, diagrams, and other documentation; Maintain accurate group and event information within Marriott CI/TY and other hotel systems; Lead or participate in BEO meetings, resume meetings, pre-convention meetings, post-convention meetings, and other operational planning sessions; Maintain a visible presence during critical periods of assigned programs; Identify and present opportunities to enhance the client's program while generating incremental hotel revenue; Serve as a senior resource within the Convention Services team and provide guidance to less-experienced associates

Requirements

Demonstrated ability to prospect for new business, develop accounts, negotiate effectively, and convert sales opportunities; Strong understanding of hotel group sales fundamentals, including guest room blocks, meeting and event space, food and beverage, concessions, contracts, and group pricing considerations; Strong business acumen and ability to evaluate opportunities based on both revenue potential and overall value to the hotel; Excellent relationship-building, negotiation, presentation, and closing skills; Strong prospecting skills and a demonstrated willingness to proactively develop new business rather than relying primarily on inbound leads; Excellent written and verbal communication skills; Highly organized and self-directed, with the ability to manage multiple accounts, opportunities, deadlines, and priorities simultaneously; Goal-oriented and accountable, with a strong sense of urgency and commitment to achieving revenue objectives; Ability to work effectively as part of a collaborative and highly specialized Sales and Marketing team; Ability to travel locally and occasionally outside the market for sales calls, industry events, trade shows, and other business-development activities as required; Flexibility to work evenings, weekends, and holidays when required for client events, site visits, industry functions, or business needs; Ability to remain in a stationary position for extended periods; Ability to move throughout the hotel; Ability to lift and carry work-related materials and equipment weighing up to 25 pounds; Visual ability sufficient to conduct property tours and read computer screens; Hearing ability sufficient to communicate effectively; Ability to communicate verbally in interactions with clients, guests, associates, vendors, and business partners

Nice to have

Hotel sales, hospitality sales, or related business development experience strongly preferred; Previous group sales experience within an upscale, luxury, full-service, convention, or large urban hotel environment strongly preferred; Existing knowledge of the Washington, D.C. hotel market and relevant group business segments highly desirable; Experience working with corporate, association, government, SMERF, or other group market segments preferred; Experience with Marriott CI/TY or a comparable hotel sales and catering system preferred; Bachelor's degree in Hospitality Management, Business, Marketing, or a related field preferred; relevant professional experience may be considered in lieu of formal education

Benefits

Professional development opportunities; Growth opportunities; Opportunity to collaborate with experienced leaders; Exposure to a diverse portfolio of properties, brands, and markets; People First culture